GTM Intelligence Manager
DocuSign
GTM Intelligence Manager
- Location
- US-CA-San Francisco | US-IL-Chicago | US-WA-Seattle
- Category
- Business/Sales Operations & Strategy
- 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 GTM Intelligence Manager your charter is to transform business queries into memorable narratives, clear recommendations and actionable insights, utilizing conversation intelligence data from Gong and other data sources.
In this role, you will develop and maintain enterprise-level reporting that synthesizes conversational data into key insights about the effectiveness and consistency of our revenue pipelines. This reporting will be critical to guiding strategic business decisions—distilling data into insight, drafting executive-ready content that shares clearly what is happening in the business and why. You will structure complex models and data queries, and manage an intake queue for ad hoc analyses.
Beyond reporting and analysis, you’ll guide how we leverage AI to extract data and generate dynamic insights for sellers to leverage in customer conversations, working cross functionally to translate GTM needs into new platform capabilities.
Success in this role requires strong technical expertise, a solid understanding of SaaS go-to-market operations, and the ability to turn data into clear, practical recommendations that drive business performance.
This position is an individual contributor role reporting to the Director, GTM Intelligence.
Responsibility
Develop and maintain enterprise-level reporting, integrating Gong with SFDC and other GTM data sources
Design semantic layers, data models, and KPI definitions for consistent reporting across on platform health, usage, adoption, engagement and revenue impact
Create standardized GTM metric taxonomy (e.g., pipeline velocity, win/loss drivers, forecast risk, adoption/engagement, call quality signals) and align reporting across teams
Build and maintain complex SQL queries, data pipelines, and transformations
Ensure data quality, lineage, and reproducibility across environments
Translate executive questions into advanced, structured analysis to identify performance levers, signal early risks/opportunities and explore trends
Build executive-ready deliverables and data stories for QBRs, board/leadership updates, and strategic initiatives; tailor messaging for technical and non-technical audiences
Design and oversee GTM intelligence insights development, including AI-driven extraction and context definition
Gather and prioritize business needs from cross-functional teams and translate them into clear technical requirements, user stories, and functional specificationsIdentify process improvements to enhance insight generation and usability
Partner with Enablement teams to drive adoption
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
8+ years of experience in GTM Operations, Business Intelligence, Revenue Operations, Sales Operations, or similar data-intensive role within a large, high-growth SaaS company, with a focus on executive reporting and decision support
2+ years of experience with conversational intelligence applications (Gong preferred)
Experience with GTM processes and metrics across Sales, Customer Success, Partner, and Marketing
Experience using relational databases (ie Snowflake), data visualization and structuring cross-object data analysis, including experience using common statistical methods (e.g., regression, significance testing) and experimentation frameworks
Experience in SQL (complex joins, window functions, CTEs), Snowflake, and Salesforce data model navigation
Experience with Tableau (LOD expressions, parameters, complex calculations, performance optimization)
Experience with SaaS unit economics (ARR, ACV, retention, funnel metrics, productivity metrics).
Demonstrated ability to translate business processes into data structures, including operational edge cases and exception logic
Experience building executive dashboards and structured data models
Preferred
Excellent stakeholder management and communication skills; comfortable presenting insights to senior leadership
Comfortable operating autonomously in ambiguous environmente
Ablity to prioritize and deliver high-quality work independently
Gong certification or background in conversation intelligence analytics (e.g., call topic modeling, sentiment/scoring)
Experience with Agile/Scrum methodologies, ITIL frameworks, or process improvement methodologies (Lean, Six Sigma)
Prior work in high-growth B2B SaaS with evolving GTM motions; capable of operating in fast-paced, ambiguous environments
Strong visualization and design sensibilities; adept at building clear, compelling dashboards and executive decks that drive decisions
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: $126,900.00 - $197,800.00 base salary
Illinois, Colorado, Massachusetts and Minnesota: $120,800.00 - $166,100.00 base salary
Washington, Maryland, New Jersey and New York (including NYC metro area): $120,800.00 - $174,525.00 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.
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.