Job Specifications
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 people's 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 Docusign's 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 you'll do
We are seeking an accomplished and strategic Senior Director, Partner Development to lead and inspire a high performing team of Partner Development Managers and their Partner Development Representatives (PDRs). This role is focused on developing and executing global partner and organizational strategy, while leading a team of Partner Development Managers and Partner Development Reps to build and progress high-quality pipeline that converts to revenue. It also includes developing scalable and efficient partner prospecting processes, and driving operational excellence and transformation by incorporating Gen and Agentic AI into the GTM. This Senior Director will build a strong, cohesive, collaborative team that is responsible for supplying qualified pipeline to Docusign Account Executives and Channel Account Managers (CAMs), and will be a key liaison for their organization with leadership and stakeholders in other Docusign organizations, as well as our Partner Ecosystem.
The ideal candidate will bring deep expertise in sales and partner 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 Global Sales Development Partner strategy, transformation, 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 leader role reporting to the Vice President, Global Sales Development.
Responsibility
Lead a high-performing Partner Development team: You will manage a team of Partner Development Managers and Reps, ensuring they build a high quality pipeline
Be responsible for the team's overall performance, including pipeline contribution, activity metrics, productivity, and revenue impact
Develop and implement a clear globally scaled and regionally relevant prospecting strategy, from identifying ideal partners to setting team goals and managing outbound sequencing
Ensure operational excellence through clear KPI tracking, accurate forecasting, and regular performance reviews
Create and scale programs to improve your team's cold calling, discovery, objection handling, and qualification skills
Mentor and develop leaders and establish frameworks that enable team member growth, preparing them for career progression into roles like Account Executive, or other Partner facing roles
Serve as a key liaison between your team and stakeholders in the Partner org, sales, marketing, operations, and finance to drive strategic initiatives globally
Manage shifting priorities, communicate changes clearly, and lead the team through periods of transition
Drive the adoption of essential tools like Salesforce, Outreach, and Gong, and integrate emerging technologies like AI to boost productivity
Lead international strategy by proven ability at building, scaling and adapting go-to-market strategies for different global markets (EMEA, APAC, LATAM)
Possess a deep understanding of global market trends, cultural nuances, and international data privacy regulations (e.g., GDPR), adapting business practices to ensure success in various regions
Build and scale partner prospecting programs in both emerging and established international markets while effectively managing global budgets and resource allocation
Implement efficient global operations while allowing for necessary regional customization
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 position's 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)
7+ years of experience managing people managers in a fast-paced B2B environment
Demo
About the Company
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 people’s 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 Docusign IAM, companies can create, commit, and manage agreements with soluti...
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