Job Description: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 doAs a Manager of Enablement Business Partners, you will lead a team of GTM Enablement professionals focused on driving sales effectiveness and performance outcomes across our go-to-market teams in the APJ region. This role will manage a team of embedded partners who collaborate directly with sales, presales, customer success and other customer-facing leaders to create an enablement strategy and action plan including but not limited to identifying training & enablement needs, analyze performance gaps, design targeted interventions, deliver the necessary training and measure results to ensure desired outcomes are achieved. You will serve as the main point of contact and business partner to the Global VP for the region and become an integral part of their leadership team, helping ensure Enablement is part of their GTM strategy..You’ll be responsible for overseeing the training and enablement strategy and execution, scaling best practices, coaching your team to success, and aligning closely with senior sales and GTM stakeholders in region.This position is a people manager role reporting to VP, GTM Enablement.Responsibility
Lead, coach and develop a high-performing team of GTM Enablement Business Partners aligned to the GTM functions we support including but not limited to sales, presales, customer success and partner teams
Establish team and individual goals as well any processes or guidelines to ensure alignment with global standards for each GTM team as well as consistent delivery and business impact
Act as a player-coach where needed, specifically for GTM stakeholders with no GTM Enablement Business Partner assigned
Build a trusted relationship with the Global Vice President in APJ along with the regional sales, presales, customer success and partner leadership teams and serve as their main point of contact for all GTM enablement in the region
Ensure your team is tightly aligned with leadership priorities and represents those priorities to the broader GTM Enablement team, specifically the content teams
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 to the business goals of stakeholders on a quarterly basis
Plan and prepare to deliver a quarterly business review to the GTM leadership teams in region
Ensure your GTM Enablement Business Partners are providing input into your strategic plan and the performance gaps of their respective stakeholder teams are captured in your plan
Guide your team in using data, feedback, and field insights to identify skill, process, behavior or product knowledge gaps in stakeholders your team supports
Ensure any recommendations for programs to intervene are aligned with key business metrics like pipeline coverage, conversion rates, deal size and quota attainment
Oversee the creation of performance improvement plans created by Performance Partners to address the gaps identified — ensure the plans created clearly identify the problems to solve, the necessary training and enablement to help remedy and any content dependencies that should be communicated to the Global Enablement Program Manager team for assistance
Oversee the delivery of field training to the GTM stakeholders supported by the GTM Performance Partners. Performance Partners will be expected to deliver training and enablement to their stakeholders
Collaborate with the Global Program Managers to ensure consistency between global programs and local delivery
Help standardize frameworks for global enablement programs
Track and report on the impact using enablement KPIs and GTM performance metrics
Collect insights from the GTM Enablement Business Partners to inform global enablement programs, enablement content, sales or success processes and internal tools
Lead retrospectives and post-mortem analyses to assess the effectiveness of any interventions or programs the Performance Partners delivered
Seek and provide real-time feedback on the training the Performance Partners deliver
Create and promote a culture of learning, accountability, and data-driven decision making
Set team and individual team member objectives and goals by cascading functional objectives and goals to ensure team and individual team member alignment
Determines how team structures and approaches their work
Be accountable to ensure consistent achievement of own and team's goals and objectives on-time, within-budget, and to the highest quality possible
Deliver projects or work that enable the function to achieve its strategic and operational goals and objectives
Interacts routinely with cross-functional partners and stakeholders and effectively influences with or without authority
Hires, develops, and retains diverse top talent effectively
Job DesignationHybrid: 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 bringBasic
8+ years of experience in Sales Enablement, Sales Leadership, or GTM roles within B2B SaaS or tech companies
Strong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metrics
Proven ability to coach, manage, and scale distributed enablement teams
Experience with Salesforce.com, Microsoft Word, PowerPoint and Excel
Experience with Google Suite
Preferred
2+ 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
Exceptional communication, stakeholder management, and cross-functional collaboration skill
Life at DocusignWorking hereDocusign 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.AccommodationDocusign 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 .If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at for assistance.#LI-LR1 #LI-Hybrid
