Director, GTM Enablement Business Partners
DocuSign
Director, GTM Enablement Business Partners
- Location
- US-WA-Seattle | US-IL-Chicago | US-CA-San Francisco
- Category
- Business Operations
- Position Type
- Regular
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
As the Director, GTM Enablement Business Partners for NA and LATM, you will be responsible for leading a team of GTM Enablement Business Partners and Trainers.. This team focuses on driving sales effectiveness and improving performance for go-to-market (GTM) teams in the North America (NA) and Latin America (LATAM) regions. You will manage a team of embedded partners who work directly with customer-facing leaders, including those in sales, presales, and customer success, to pinpoint performance gaps and design targeted solutions.
Your main responsibilities will include overseeing execution, scaling best practices, coaching your team, and aligning closely with senior sales and GTM stakeholders in the region.
This position is a people manager role reporting to Vice President, GTM Enablement.
Responsibility
- Define and deliver regional or segment-level enablement strategy aligned with GTM leadership priorities
Translate executive business goals (pipeline, ACV growth, churn reduction) into performance-focused enablement plans
Lead quarterly/annual business reviews with GTM leadership to show enablement’s impact
Lead, coach, and develop a high-performing team of GTM Enablement Business Partners in North America and LATAM
Set team and individual goals and establish processes to ensure alignment with global standards
Act as a player-coach when needed, especially for GTM stakeholders who do not have an assigned GTM Performance Partner
Routinely interact with and effectively influence cross-functional partners and stakeholders
Ensure the consistent achievement of team goals and objectives on time, within budget, and to the highest quality
Hire, develop, and retain diverse top talent for your team.
Act as the primary point of contact for GVPs/Regional GTM Leadership and escalate issues from the field to global enablement leadership
Influence GTM leadership agendas by surfacing performance insights and recommending changes to process, methodology, or resourcing
Ensure your team is closely aligned with leadership priorities and represents those priorities to the broader GTM Enablement team
Act as an escalation and alignment point between GTM Enablement Business Partners and global GTM Enablement leadership
Develop and deliver a strategic, performance-based enablement plan that aligns with the business goals of stakeholders on a quarterly basis
Plan and prepare to deliver a quarterly business review to the regional GTM leadership teams
Ensure your GTM Enablement Business Partners contribute to the strategic plan and that the performance gaps of their respective teams are captured
Guide your team in using data, feedback, and field insights to identify skill, process, behavior, or product knowledge gaps
Ensure program recommendations align with key business metrics like pipeline coverage, conversion rates, deal size, and quota attainment
Oversee the creation of performance improvement plans by your team, ensuring they clearly identify problems, necessary training, and content dependencies
Oversee the delivery of field training to GTM stakeholders.
Collaborate with Enablement content leaders to ensure consistency between global programs and local delivery
Help standardize frameworks for global enablement programs.
Track and report on the impact of enablement using key performance indicators and GTM performance metrics
Collect insights from your team to inform global enablement programs, content, and internal tools
Lead retrospectives and post-mortem analyses to assess the effectiveness of interventions and programs
Seek and provide real-time feedback on the training delivered by your team
Create and promote a culture of learning, accountability, and data-driven decision-making
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
- 12+ years of experience in Sales Enablement, Sales Leadership, or GTM roles within B2B SaaS or tech companies related experience with a Bachelor’s degree; or 12 years and a Master’s degree; or a PhD with 8 years experience; or equivalent experience
- Strong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metrics
- Experience with Salesforce.com, Microsoft Word, PowerPoint and Excel
- Experience with Google Suite
Preferred
- Sets team and individual team member objectives and goals by cascading functional objectives and goals to ensure team and individual team member alignment
- Accountable to ensure consistent achievement of own and team's goals and objectives on-time, within-budget, and to the highest quality possible
- Delivers projects or work that enable the function to achieve its strategic and operational goals and objectives
- Routinely interacts with cross-functional partners and stakeholders and effectively influences with or without authority
- Effectively hires, develops, and retains diverse top talent
- Proven ability to coach, manage, and scale distributed enablement teams
- Exceptional communication, stakeholder management, and cross-functional collaboration skill
- 5+ years of people leadership experience (managing enablement or customer-facing GTM team)
- Experience with sales performance consulting, coaching, or embedded enablement models
- Proficiency with enablement platforms (Mindtickle, Highspot, Gong, Seismic) and CRM/reporting tools (Salesforce, Clari, Tableau)
- Familiarity with customer success or marketing enablement in addition to sales
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:
California: $177,900.00 - $287,425.00 base salary
Illinois, Colorado, Massachusetts and Minnesota: $170,900.00 - $241,400.00 base salary
Washington, Maryland, New Jersey and New York (including NYC metro area): $170,900.00 - $251,325.00 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 what’s 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, you’ll 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 accommodations@docusign.com.
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com 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
It's 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.