GTM Enablement Sr. Business Partner

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).

As a GTM Enablement Sr Business Partner, you will partner closely with sales leaders, frontline managers, and cross-functional teams to identify performance gaps, deliver targeted enablement programs, and reinforce critical selling or support behaviors.   You will act as a key business partner to a sales or customer success leader of an assigned region/segment.  In this role, you will help develop the GTM enablement strategy aligned with the business priorities, OKRs and local needs of your GTM stakeholders.   This person will own the strategic end-to-end enablement plan and calendar, to design, deliver and track enablement programs to accelerate talent development across products, industry/segment knowledge, and role-based competencies, that lead to better customer conversations and revenue growth.

This position is an individual contributor reporting to the Manager, GTM Business Partners - APJ. 

Responsibility

• Partner with sales and GTM leadership to understand strategic objectives, business goals, priorities, and performance targets

• Translate strategic objectives into quarterly enablement plans that address skill, process, and execution gaps

• Collaborate with regional sales leaders and frontline managers to identify specific team or individual performance gaps

• Build and execute customized enablement plans (where needed) tied to performance outcomes, not just learning completion

• Coach frontline managers on how to drive and reinforce performance within their teams

• Serve as the main enablement point of contact for the GTM team you support

• Design and deliver targeted training programs for GTM teams (AEs, CSMs, SC's) based on business needs

• Facilitate live and virtual training sessions, deal clinics, role plays, and workshops focused on skill development (e.g., discovery, negotiation, objection handling, value selling, adoption & renewal)

• Reinforce adoption of sales methodologies (e.g., MEDDICC, Challenger, SPICED), internal processes and tools (e.g., Gong, Highspot, Salesforce) your stakeholders use to do their jobs

• Act as a strategic feedback loop to the Enablement, Product, and GTM Ops teams by sharing insights from the field

• Recommend and iterate on enablement programs (even onboarding) based on performance data, rep feedback, and market changes

• Collaborate with Enablement Operations and Ops analytics teams to track impact of enablement initiatives on KPIs (e.g., win rate, pipeline coverage, deal velocity)

• Partner with Global Enablement Program Managers, product marketing, product, and GTM operations to ensure GTM initiatives are supported with enablement programs that drive execution

• Work with your global enablement program manager to build any enablement plans or programs as well help prioritize content creation for the PM, making recommendations and supporting them where needed

• Collaborate with and share ideas with your fellow Enablement Business Partners to ensure consistency in training on functions in your GTM teams

• Ensure training is aligned to current product messaging, ICP shifts, and go-to-market motions you support

• Align with global enablement content teams, product marketing, and ops teams to ensure enablement plans support launches, sales plays, and GTM campaigns

• Adhoc duties as directed by Management

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

• 8+ years of experience in Sales Enablement, Revenue Operations, Sales Strategy, or Sales Leadership
• Ability to deliver training – virtually or in person to a large group of stakeholders
• Familiarity with go-to-market sales motions like Enterprise, Midmarket or SMB
• Understanding of sales stages and methodologies like MEDDIC, Sandler, or challenger and the CRM tools that support them
• Excellent communication skills - both verbal and written
• Ability to influence sales leaders and drive behavior change through enablement programs
• Experience in enablement platform technologies including LMS such as Highspot, Seismic as an example
• Bachelor's degree in Business, Marketing, Sales, or a related field

Preferred 

• Experience designing and executing enablement programs tied to sales KPIs (quota attainment, win rates, deal velocity)
• Familiarity with performance coaching and behavior change strategies
• Prior experience in B2B SaaS or tech environments, especially with complex, enterprise-level sales
• Sales enablement, coaching, or training certifications (e.g., ATD, Sandler, Challenger, MEDDIC)
• Ability to analyse GTM performance data to identify enablement gaps and recommend interventions
• Experience leading cross-functional projects or mentoring junior team members

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: $X/hour - $X/hour or $X - $X base salary

Illinois, Colorado, Massachusetts and Minnesota: $X/hour - $X/hour or $X - $X base salary

Washington, Maryland, New Jersey and New York (including NYC metro area): $X/hour - $X/hour or $X - $X base salary

Washington DC: $X/hour - $X/hour or $X - $X base salary

Ohio: $X/hour - $X/hour or $X - $X 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

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

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at 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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