Job Description

Senior Director, Partner 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).

What You'll Do

We are seeking an accomplished and strategic Senior Director, Partner Development to lead and inspire a high performing team of Partner Development Managers and their Partner Development Representatives (PDRs). This role is focused on developing and executing global partner and organizational strategy, while leading a team of Partner Development Managers and Partner Development Reps to build and progress high-quality pipeline that converts to revenue. It also includes developing scalable and efficient partner prospecting processes, and driving operational excellence and transformation by incorporating Gen and Agentic AI into the GTM. This Senior Director will build a strong, cohesive, collaborative team that is responsible for supplying qualified pipeline to Docusign Account Executives and Channel Account Managers (CAMs), and will be a key liaison for their organization with leadership and stakeholders in other Docusign organizations, as well as our Partner Ecosystem.

The ideal candidate will bring deep expertise in sales and partner development leadership, experience driving outbound and inbound opportunity creation, and a passion for coaching and developing both frontline managers and their teams. This individual will own the Global Sales Development Partner strategy, transformation, and execution across the funnel, partnering cross-functionally with Sales, Marketing, Revenue Operations, and Enablement to ensure alignment and pipeline success.

This position is a people leader role reporting to the Vice President, Global Sales Development.

Responsibility

• Lead a high-performing Partner Development team: You will manage a team of Partner Development Managers and Reps, ensuring they build a high quality pipeline
• Be responsible for the team's overall performance, including pipeline contribution, activity metrics, productivity, and revenue impact
• Develop and implement a clear globally scaled and regionally relevant prospecting strategy, from identifying ideal partners to setting team goals and managing outbound sequencing
• Ensure operational excellence through clear KPI tracking, accurate forecasting, and regular performance reviews
• Create and scale programs to improve your team's cold calling, discovery, objection handling, and qualification skills
• Mentor and develop leaders and establish frameworks that enable team member growth, preparing them for career progression into roles like Account Executive, or other Partner facing roles
• Serve as a key liaison between your team and stakeholders in the Partner org, sales, marketing, operations, and finance to drive strategic initiatives globally
• Manage shifting priorities, communicate changes clearly, and lead the team through periods of transition
• Drive the adoption of essential tools like Salesforce, Outreach, and Gong, and integrate emerging technologies like AI to boost productivity
• Lead international strategy by proven ability at building, scaling and adapting go-to-market strategies for different global markets (EMEA, APAC, LATAM)
• Possess a deep understanding of global market trends, cultural nuances, and international data privacy regulations (e.g., GDPR), adapting business practices to ensure success in various regions
• Build and scale partner prospecting programs in both emerging and established international markets while effectively managing global budgets and resource allocation
• Implement efficient global operations while allowing for necessary regional customization

What You Bring

Basic

• 15+ years of experience leading sales development or inside sales organizations, with proven success managing both reps and managers (30+ person org)
• 7+ years of experience managing people managers in a fast-paced B2B environment
• Demonstrated ability to create and execute partner Sales Development, or Inside Sales strategy for top-to mid-funnel pipeline generation
• BA/BS from an accredited college or university
• Willingness to travel 20% or more as needed

Preferred

• Strong communication and executive presence with ability to influence across cross-functional stakeholders
• Proven track record of exceeding sales development pipeline goals and improving team performance
• Experience in sales closing roles driving towards quota attainment
• Understanding of modern prospecting techniques and lead qualification methodologies (e.g., MEDDPICC, BANT)
• Experience implementing and optimizing a full sales development tech stack (Salesforce, Outreach, Chorus, ZoomInfo, etc.)
• Experience launching new teams, processes, or locations in a high-growth company
• Ability to analyze and act on performance data and market trends to inform decision making
• Demonstrated success in developing a diverse and inclusive team and strong internal leadership bench
• Proven experience leveraging Generative AI (GenAI) tools and methodologies to drive efficiency, enhance strategic decision-making, and identify new opportunities within a fast-paced global sales development or revenue-generating environment
• Collaborative mindset and experience leading joint initiatives with Sales, Marketing, and Operations teams
• Comfortable navigating ambiguity and driving change in evolving environments

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:

Washington, Maryland, New Jersey and New York (including NYC metro area): $180,300.00 - $270,350.00 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.

Applicant and Candidate Privacy Notice

States Not Eligible For Employment

This position is not eligible for

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