Director, Sales Development Representative

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).

The Director Sales Development EMEA will be responsible for leading and motivating a large team of Sales Development Representatives (SDRs) and a team of SDR managers to exceed opportunity generation quotas and pipeline requirements. This role requires a highly motivated organized and data-oriented individual. The Director will provide vision and strategy for the organization and ensure best-in-class execution of sales development programs. The Director Sales Development EMEA will lead an organization of 40 Sales Development Representatives and 4 managers. They will measure monitor and hold their team accountable for their activities and results leading by example. They will also develop organizational strategy and work with managers and SDRs to improve prospecting effectiveness. The Director will increase efficiencies and processes within the department and build a strong collaborative team that supplies qualified leads to Account Executives.

This position is a people manager role reporting to the EMEA AVP Sales Development.

Responsibility

• Act as the liaison for the SDR organization with senior leaders in other Docusign organizations such as Sales Marketing and Sales Operations

• Forecast accurately within 5%

• Set the vision and prospecting strategy for the organization

• Resolve issues and make tough decisions when needed

• Make planning and resourcing decisions and managing expense priorities

• Lead change and multiple complex organization-wide initiatives

• Develop the organization to help individuals progress in their careers

• Manage multiple managers and remote teams

• Lead efforts to build a more diverse and inclusive organization

• Develop and implement organizational policies

• Leverage demand generation activities to meet regional pipeline targets

• Hire and effectively onboard new SDRs

• Drive structured and consistent coaching

• Manage Salesforce lead queues reporting and data analysis to anticipate issues

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.

Basic

• 7 years of experience managing large sales or sales development teams with proven success managing both reps and managers (30 people org)
• 3 years of experience managing managers in a fast-paced B2B environment
• BA/BS degree from an accredited college or university

Preferred

• Strong sales development and/or sales closing experience
• Proven track record of attaining sales/sales development targets and building a positive team culture
• The ability to analyse data identify trends and make data-driven decisions
• Experience developing and managing business sales and vertical market plans
• 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 with a proactive creative and innovative mindset
• 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
• Strong interpersonal collaboration and communication skills
• Proven ability to work within cross-functional teams to lead joint initiatives and solve issues collaboratively
• Comfort with change and trying new ideas
• Experience with CRM systems and other sales tools
• The ability to network across the company and build/manage cross-functional virtual teams
• Proficiency in PowerPoint and Excel (or Google Suite tools) with experience being an advantage
• Self-motivated organized detail-oriented and resourceful

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:

California: $X/hour - $X/hour or $X - $X base salary

Illinois Colorado Massachusetts and Minnesota: $X/hour - $X/hour or $X - $X base salary

Washington Maryland New Jersey and New York (including NYC metro area): $X/hour - $X/hour or $X - $X base salary

Washington DC: $X/hour - $X/hour or $X - $X base salary

Ohio: $X/hour - $X/hour or $X - $X 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

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.

Applicant and Candidate Privacy Notice

This position is not eligible for employment in the following states: Alaska Hawaii Maine Mississippi North Dakota South Dakota Vermont West Virginia and Wyoming.

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.

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