Senior Manager, GTM Operations

Company OverviewDocusign 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 doThis role owns the Quota Design, Strategy and Operations for Docusign's GTM organization, ensuring alignment to company financial objectives and GTM design. The GTM Strategy & Operations Senior Manager is a detailed, adaptable problem-solver responsible for developing, maintaining and actioning Quotas for GTM teams including Sales and Customer Success, Specialists, Solution Consultants, Partners, xDRs globally. A successful individual in this role thinks critically, logically, and creatively to increase automation, resolve issues and to develop proactive processes to clear future roadblocks and deliver quotas to the field in a timely manner.This position is a people manager role reporting to the Sr. Director, GTM Operations.ResponsibilityDrive continuous improvement in quota accuracy, including improving correlation between quotas and territory potential (e.g., attainment distribution health, % of reps in target band)Improve time-to-quota (cycle time from planning start to field delivery) materially through process and tooling enhancementsPartner with Finance and Sales Strategy to ensure quota plans support company revenue, growth, and productivity targets, including defining success metrics and tracking performance against plansOwn the end-to-end quota planning lifecycle, including timeline orchestration, cross-functional coordination, and field deliveryDevelop and maintain capacity models that translate company revenue targets into headcount, productivity, and quota requirementsBuild planning analytics frameworks to support GTM workforce planning, coverage modeling, and territory designPartner with Finance and Sales Strategy to model rep productivity, ramp assumptions, attrition, and pipeline coverageDeliver insights on quota attainment distributions, coverage ratios, and organizational capacity to inform leadership planning decisionsIdentify opportunities to improve quota accuracy, productivity forecasting, and sales capacity planningDrive automation and simplification across the quota planning, modeling, and deployment processesImprove data quality, reporting infrastructure, and planning tooling leveraging platforms such as Salesforce and SnowflakeBuild scalable processes that reduce operational risk and enable repeatable quota cyclesEstablish governance and documentation for quota policies (e.g., renewals, new hires & promotions, coverage changes, leaves), ensuring consistency, transparency, and auditabilityDrive alignment across GTM leadership, Finance, Strategy, and Compensation on quota methodologies and planning assumptionsPresent quota strategies, tradeoffs, and scenario analyses to VP+ GTM and Finance leadership, influencing annual and inyear decisionsDeliver clear communication and enablement to field leadership on quota methodology and planning frameworksOwn the governance and escalation framework for quota decisions, managing only Tier1 strategic escalations while empowering your team to handle operational inquiriesLead increasingly complex cross-functional initiatives that impact GTM planning and operational strategyLead, mentor, and develop a

Created: 2026-03-16