Director, Enterprise Market Development

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).

The Director, Market Development (MDR) will possess the ability to lead and motivate an organization of 30+ Market Development Representatives (MDR) and managers to exceed opportunity generation quotas. They must be able to measure, monitor and hold their MDR organization accountable for their activities and results, and lead by example. The Director, Market Development will develop organizational strategy and work with managers and MDRs to improve prospecting effectiveness (cold calling, qualification and discovery calls, prospecting sequences, appointment setting, follow up, organization, etc.). They will increase efficiencies and processes within the department. This Director will build a strong, cohesive, collaborative team that is responsible for supplying qualified leads to Docusign Account Executives. They will be the key liaison for their organization with senior constituents in other Docusign organizations (Sales leaders, marketing, bus dev, sales ops).

This position is a people manager role reporting to the Sr. Director, MDR.

Responsibility

• Be the liaison for MDR org with senior constituents in other Docusign organizations (AEs, marketing, bus dev, sales ops)

• Forecast accurately, within 5%

• Set vision and prospecting strategy and direction for organization

• Resolve issues as they arise, making tough decisions when needed

• Make planning and resourcing decisions

• Manage expense priorities

• Be effective at leading change

• Lead multiple complex org-wide initiatives

• Develop an organization to progress to the next role (AE, etc.)

• Lead multiple managers and remote teams

• Lead efforts to build a more diverse and inclusive organization

• Contribute in business meetings, pipeline councils, etc.

• Lead newly established teams and/or new hubs (as appropriate)

• Develop organizational policies, driving their implementation

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.

Basic

• 12+ years of experience managing large sales or sales development teams (30+ reps), ideally also has experience managing managers
• BA/BS from an accredited college or university

Preferred

• Strong sales development and/or sales closing experience
• Proven track record for attaining sales/sales development targets
• Proven track record of building a positive team culture, motivating people, developing people in their career
• Prior experience developing and managing business, sales, and vertical market plans
• Strong interpersonal, collaboration, and communication skills
• Capable of analyzing data, identifying trends, making data-driven decisions
• Proven ability to work within cross-functional teams to develop and lead joint initiatives, work together collaboratively and productively to solve issues
• Comfortable with change, trying and testing new ideas

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: $138,600.00 - $210,600.00 base salary

Washington: $134,700.00 - $201,000.00 base salary

This role is also eligible for bonus, equity and benefits.

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 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.

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.

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.

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