Director, GTM Enablement Business Partners

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 Director, GTM Enablement Business Partners for NA and LATAM, you will lead a team of GTM Enablement Business Partners and Trainers. This team focuses on driving sales effectiveness and improving performance for go-to-market (GTM) teams in North America (NA) and Latin America (LATAM). You will manage embedded partners who work directly with customer-facing leaders in sales, presales, and customer success to identify performance gaps and design targeted solutions. You will oversee execution, scale best practices, coach your team, and align closely with senior sales and GTM stakeholders in the region. This is a people manager role reporting to the Vice President, GTM Enablement.

Responsibilities

Define and deliver regional or segment-level enablement strategy aligned with GTM leadership priorities

Translate executive business goals (pipeline, ACV growth, churn reduction) into performance-focused enablement plans

Lead quarterly / annual business reviews with GTM leadership to show enablement’s impact

Lead, coach, and develop a high-performing team of GTM Enablement Business Partners in North America and LATAM

Set team and individual goals and establish processes to ensure alignment with global standards

Act as a player-coach when needed, especially for GTM stakeholders who do not have an assigned GTM Performance Partner

Routinely interact with and effectively influence cross-functional partners and stakeholders

Ensure the consistent achievement of team goals and objectives on time, within budget, and to the highest quality

Hire, develop, and retain diverse top talent for the team

Act as the primary point of contact for GVPs / Regional GTM Leadership and escalate issues from the field to global enablement leadership

Influence GTM leadership agendas by surfacing performance insights and recommending changes to process, methodology, or resourcing

Ensure the team is closely aligned with leadership priorities and represents those priorities to the broader GTM Enablement team

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 with the business goals of stakeholders on a quarterly basis

Plan and prepare to deliver a quarterly business review to regional GTM leadership teams

Ensure GTM Enablement Business Partners contribute to the strategic plan and that performance gaps of their teams are captured

Guide the team in using data, feedback, and field insights to identify skill, process, behavior, or product knowledge gaps

Ensure program recommendations align with key business metrics like pipeline coverage, conversion rates, deal size, and quota attainment

Oversee the creation of performance improvement plans and the delivery of field training to GTM stakeholders

Collaborate with Enablement content leaders to ensure consistency between global programs and local delivery

Help standardize frameworks for global enablement programs

Track and report on the impact of enablement using key performance indicators and GTM performance metrics

Collect insights from the team to inform global enablement programs, content, and internal tools

Lead retrospectives and post-mortem analyses to assess the effectiveness of interventions and programs

Seek and provide real-time feedback on the training delivered by the team

Create and promote a culture of learning, accountability, and data-driven decision-making

Qualifications

Basic

12+ years of experience in Sales Enablement, Sales Leadership, or GTM roles within B2B SaaS or tech companies, with a Bachelor’s degree; or 12 years and a Master’s degree; or a PhD with 8 years experience; or equivalent experience

Strong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metrics

Experience with Salesforce.com, Microsoft Word, PowerPoint and Excel

Experience with Google Suite

Preferred

Sets team and individual objectives and goals by cascading functional objectives and goals to ensure alignment

Accountable for consistent achievement of own and team goals on-time, within-budget, and to high quality

Delivers projects that enable the function to achieve strategic and operational goals

Routinely interacts with cross-functional partners and stakeholders and effectively influences with or without authority

Effectively hires, develops, and retains diverse top talent

Proven ability to coach, manage, and scale distributed enablement teams

Exceptional communication, stakeholder management, and cross-functional collaboration skills

5+ years of people leadership experience

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

Wage Transparency

Pay for this position is based on location and may vary by job-related knowledge, skills, and experience. Location-based ranges apply where legally required.

California : $177,900.00 - $287,425.00 base salary

Illinois, Colorado, Massachusetts and Minnesota : $170,900.00 - $241,400.00 base salary

Washington, Maryland, New Jersey and New York (including NYC metro area) : $170,900.00 - $251,325.00 base salary

This role is eligible for incentive pay and RSUs where applicable.

Global benefits include paid time off, parental leave, health benefits, retirement plans, learning and development, and compassionate care leave.

Life at Docusign

Working here

Docusign is committed to building trust and making the world more agreeable for our employees, customers and communities. We strive for equal opportunity and an inclusive culture.

Accommodation

We provide reasonable accommodations for qualified individuals. For accommodations during the application process, contact accommodations@docusign.com. For issues during the application process, contact taops@docusign.com.

EEO and Privacy

Equal Opportunity Employer. Applicants from all backgrounds are encouraged to apply. Privacy notice and state eligibility information apply as required.

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