Senior Quota Operations Manager

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).

This role supports the Quota Design Strategy and Operations for Docusigns GTM organization with a primary focus on overlay roles such as xDRs Specialists Solution Consultants and Partners globally. The GTM Strategy & Operations P5 individual contributor is a detailed adaptable problem-solver responsible for developing maintaining and operationalizing quotas for overlay GTM teams ensuring alignment to company financial objectives and GTM design. You will think critically logically and creatively to increase automation resolve issues and develop proactive processes that clear future roadblocks and deliver accurate quotas to the field in a timely manner.

This position is an individual contributor role reporting to the Sr. Director Quota & Territory Operations.

Responsibility

• Drive Quota design and operations for many of the GTM roles (Sales CS xDRs Specialists Solution Consultants Partners etc.) including timeline orchestration cross-functional coordination and field delivery for these populations

• Drive continuous improvement in quota accuracy for overlay teams including improving correlation between quotas and territory or book potential (for example attainment distribution health percentage of reps in target band)

• Improve time-to-quota (cycle time from planning start to field delivery) for overlay roles through process and tooling enhancements

• Ensure overlay quota plans support company revenue growth and productivity targets including defining success metrics and tracking performance against plans for these roles

• Translate high-level GTM and quota methodologies into clear actionable quota deliverables and documentation for overlay teams

• Develop and maintain capacity and coverage models that translate company and segment-level revenue targets into headcount productivity and quota requirements for overlay roles

• Drive automation and simplification across overlay quota planning modeling and deployment processes reducing manual work and error risk

• Improve data quality reporting infrastructure and planning tooling for overlay quotas leveraging platforms such as Salesforce and Snowflake

• Build scalable repeatable processes that reduce operational risk and enable consistent quota cycles for overlay teams

• Contribute to governance and documentation for quota policies (for example renewals new hires and promotions coverage changes leaves) with a focus on how these policies apply to overlay roles ensuring consistency transparency and auditability

• Partner closely with Compensation Territory and GTM Operations teams to ensure policy design and implementation for overlay quotas is well understood and executable

• Build internal tools and Agentic User Interfaces (AGUI) that let operators configure monitor and iterate on Al-driven journeys without needing a developer for every change

• Document patterns reusable components and learnings so that successes can be replicated across teams and inform investments in data foundations and Al capabilities

• Drive initiatives to improve customer satisfaction retention and overall experience through effective system and process management

• Manage cross-functional projects and initiatives related to Strategy & Operations Al tools processes and system enhancements

• Drive alignment across GTM leadership Finance Strategy Compensation and Territory teams on overlay quota methodologies and planning assumptions

• Prepare and deliver clear communication materials and enablement to field leadership and operations partners on overlay quota methodology planning frameworks and in-year changes

• Support governance and escalation processes for overlay quota decisions including analyzing and recommending resolutions for higher-impact or complex escalations while partnering with peer teams that handle day-to-day operational inquiries

• Lead cross-functional initiatives that impact GTM planning and operational strategy for overlay roles including pilots new motions or coverage changes

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

• 12 years of experience in Sales Operations Revenue Operations Strategy Finance or Consulting with meaningful exposure to GTM planning

• Experience managing quota planning sales capacity models or revenue planning frameworks ideally including overlay or specialist roles

• Experience building and operationalizing analytical models that support quota setting performance analysis or headcount and productivity planning

• Bachelors degree in Business Economics Finance Mathematics Data Science or a related field

Preferred

• Deep knowledge of GTM planning including quota allocation and capacity modeling specifically for overlay motions like xDRs and Partners

• Proven track record in building decision-support models for workforce planning and productivity forecasting

• Skilled in Salesforce Snowflake SQL and Excel/Sheets with exposure to Bl and data visualization tools

• Adept at driving automation and process standardization across operational workflows

• Highly analytical problem-solver with strong attention to detail and intellectual curiosity. Effective in fast-paced ambiguous settings providing structured recommendations

• Excellent communicator capable of translating complex data into clear narratives for all stakeholders

• Customer and seller-focused collaborator embodying Docusigns core values

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: $164700.00 - $266000.00 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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time permanent basis without the need for current or future sponsorship.

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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