Senior Director, Commercial Sales Development
Senior Director, Commercial Sales Development
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Job Description
Company Overview
Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify peoples lives. With intelligent agreement management Docusign unleashes business-critical data that is trapped inside of documents. Until now these were disconnected from business systems of record costing businesses time money and opportunity. Using Docusigns Intelligent Agreement Management platform companies can create commit and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).
What youll do
We are seeking an accomplished and strategic Senior Director Commercial Sales Development (CBU) to lead and inspire a high performing team of Market Development Managers and their Market Development Representatives (MDRs). This role is focused on developing and executing customer segment and organizational strategy while leading a team of Market Development Managers and Market Development Reps to build high-quality pipeline. It also includes developing scalable and efficient prospecting processes and driving operational excellence and transformation by incorporating Gen and Agentic AI into the GTM in support of Docusigns Commercial Business Unit (CBU). This Senior Director will build a strong cohesive collaborative team that is responsible for supplying qualified pipeline to Docusign Account Executives and will be a key liaison for their organization with leadership and stakeholders in other Docusign organizations.
The ideal candidate will bring deep expertise in sales development leadership experience driving outbound and inbound opportunity creation and a passion for coaching and developing both frontline managers and their teams. This individual will own the Sales Development strategy and execution across the funnel partnering cross-functionally with Sales Marketing Revenue Operations and Enablement to ensure alignment and pipeline success.
This position is a people manager role reporting to the Vice President Global Sales Development.
Responsibility
Lead and manage a team of Sales Development Managers responsible for building qualified pipeline across the Commercial Business Unit
Oversee organization-wide MDR performance including pipeline contribution activity metrics productivity and quality standards
Define and implement prospecting strategy and execution plan including ideal customer profile and target identification team goal setting outbound sequencing lead follow-up appointment setting and opportunity qualification
Serve as key liaison between the MDR organization and senior stakeholders in Sales Marketing Sales Development Sales Operations Partner and Finance
Develop scalable programs that improve MDR skillsets in cold calling discovery objection handling and qualification as well as hand offs with sellers and our digital business
Drive operational rigor through clear KPI tracking forecasting accuracy (within 5%) and ongoing performance reviews
Build a high-performance collaborative team culture with strong accountability continuous improvement and inclusion
Be effective at managing change and shifting priorities including the ability to lead teams through change and be an effective communicator
Leverage partners tools and resources effectively to stay informed in order to make leadership decisions based on information available
Champion the development of MDRs for career progression to Account Executive and other key roles across the business
Contribute in pipeline councils strategic planning and go-to-market initiatives resolving organizational issues and leading through change
Launch and scale new teams locations or hubs as appropriate for the growing business
Own planning resourcing and expense prioritization across the CBU MDR team
Drive adoption of key tools and systems (e.g. Salesforce Outreach ZoomInfo Gong) and emerging technologies including AI to optimize productivity and targeting
Lead cross-functional initiatives and represent the Sales Development function in business-wide planning effort
Job Designation
Hybrid: Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)
Positions at Docusign are assigned a job designation of either In Office Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a positions job designation depending on business needs and as permitted by local law.
What you bring
Basic
- 15 years of experience leading sales development or inside sales organizations with proven success managing both reps and managers (30 person org)
- 5 years of experience managing people managers in a fast-paced B2B environment
- BA/BS from an accredited college or university
- Willingness to travel 20% or more as needed
Preferred
- Proven track record of exceeding sales development pipeline goals and improving team performance
- Deep understanding of modern prospecting techniques and lead qualification methodologies (e.g. MEDDPICC BANT)
- Experience implementing and optimizing a full sales development tech stack (Salesforce Outreach Chorus ZoomInfo etc.)
- Experience launching new teams processes or locations in a high-growth company
- Ability to analyze and act on performance data and market trends to inform decision making
- Demonstrated success in developing a diverse and inclusive team and strong internal leadership bench
- Proven experience leveraging Generative AI (GenAI) tools and methodologies to drive efficiency enhance strategic decision-making and identify new opportunities within a fast-paced global sales development or revenue-generating environment
- Collaborative mindset and experience leading joint initiatives with Sales Marketing and Operations teams
- Comfortable navigating ambiguity and driving change in evolving environments
- Strong communication and executive presence with ability to influence across cross-functional stakeholders
- Demonstrated ability to create and execute strategy for top-to mid -funnel pipeline generation
Wage Transparency
Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge skills and experience.
Based on applicable legislation the below details pay ranges in the following locations:
Washington: $180300.00 - $270350.00 base salary
This role is also eligible for the following:
- Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan which is calculated as a percentage of eligible wages and dependent on company performance.
- Stock: This role is eligible to receive Restricted Stock Units (RSUs).
Global benefits provide options for the following:
- Paid Time Off: earned time off as well as paid company holidays based on region
- Paid Parental Leave: take up to six months off with your child after birth adoption or foster care placement
- Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
- Retirement Plans: select retirement and pension programs with potential for employer contributions
- Learning and Development: options for coaching online courses and education reimbursements
- Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events
Life at DocuSign
Working here
Docusign is committed to building trust and making the world more agreeable for our employees customers and the communities in which we live and work. You can count on us to listen be honest and try our best to do whats right every day. At Docusign everything is equal.
We each have a responsibility to ensure every team member has an equal opportunity to succeed to be heard to exchange ideas openly to build lasting relationships and to do the work of their life. Best of all you will be able to feel deep pride in the work you do because your contribution helps us make the world better than we found it. And for that youll be loved by us our customers and the world in which we live.
Accommodation
Docusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation or a religious accommodation during the application process please contact us at .
If you experience any issues concerns or technical difficulties during the application process please get in touch with our Talent organization at for assistance.
States Not Eligible for Employment
This position is not eligible for employment in the following states: Alaska Hawaii Maine Mississippi North Dakota South Dakota Vermont West Virginia and Wyoming.
EEO Statement
Its important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience skill aptitude and a can-do approach. We will not discriminate based on race ethnicity color age sex religion national origin ancestry pregnancy sexual orientation gender identity gender expression genetic information physical or mental disability registered domestic partner status caregiver status marital status veteran or military status or any other legally protected category.
Required Experience:
Exec
Employment Type
Full-Time
