Director, GTM Enablement Business Partners

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 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.ResponsibilitiesDefine and deliver regional or segment-level enablement strategy aligned with GTM leadership prioritiesTranslate executive business goals (pipeline, ACV growth, churn reduction) into performance-focused enablement plansLead quarterly/annual business reviews with GTM leadership to show enablement’s impactLead, coach, and develop a high-performing team of GTM Enablement Business Partners in North America and LATAMSet team and individual goals and establish processes to ensure alignment with global standardsAct as a player-coach when needed, especially for GTM stakeholders who do not have an assigned GTM Performance PartnerRoutinely interact with and effectively influence cross-functional partners and stakeholdersEnsure the consistent achievement of team goals and objectives on time, within budget, and to the highest qualityHire, develop, and retain diverse top talent for the teamAct as the primary point of contact for GVPs/Regional GTM Leadership and escalate issues from the field to global enablement leadershipInfluence GTM leadership agendas by surfacing performance insights and recommending changes to process, methodology, or resourcingEnsure the team is closely aligned with leadership priorities and represents those priorities to the broader GTM Enablement teamAct as an escalation and alignment point between GTM Enablement Business Partners and global GTM Enablement leadershipDevelop and deliver a strategic, performance-based enablement plan that aligns with the business goals of stakeholders on a quarterly basisPlan and prepare to deliver a quarterly business review to regional GTM leadership teamsEnsure GTM Enablement Business Partners contribute to the strategic plan and that performance gaps of their teams are capturedGuide the team in using data, feedback, and field insights to identify skill, process, behavior, or product knowledge gapsEnsure program recommendations align with key business metrics like pipeline coverage, conversion rates, deal size, and quota attainmentOversee the creation of performance improvement plans and the delivery of field training to GTM stakeholdersCollaborate with Enablement content leaders to ensure consistency between global programs and local deliveryHelp standardize frameworks for global enablement programsTrack and report on the impact of enablement using key performance indicators and GTM performance metricsCollect insights from the team to inform global enablement programs, content, and internal toolsLead retrospectives and post-mortem analyses to assess the effectiveness of interventions and programsSeek and provide real-time feedback on the training delivered by the teamCreate and promote a culture of learning, accountability, and data-driven decision-makingQualificationsBasic12+ 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 experienceStrong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metricsExperience with Salesforce.com, Microsoft Word, PowerPoint and ExcelExperience with Google SuitePreferredSets team and individual objectives and goals by cascading functional objectives and goals to ensure alignmentAccountable for consistent achievement of own and team goals on-time, within-budget, and to high qualityDelivers projects that enable the function to achieve strategic and operational goalsRoutinely interacts with cross-functional partners and stakeholders and effectively influences with or without authorityEffectively hires, develops, and retains diverse top talentProven ability to coach, manage, and scale distributed enablement teamsExceptional communication, stakeholder management, and cross-functional collaboration skills5+ years of people leadership experienceExperience with sales performance consulting, coaching, or embedded enablement modelsProficiency with enablement platforms (Mindtickle, Highspot, Gong, Seismic) and CRM/reporting tools (Salesforce, Clari, Tableau)Familiarity with customer success or marketing enablement in addition to salesWage TransparencyPay 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 salaryIllinois, Colorado, Massachusetts and Minnesota: $170,900.00 - $241,400.00 base salaryWashington, Maryland, New Jersey and New York (including NYC metro area): $170,900.00 - $251,325.00 base salaryThis 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 DocusignWorking hereDocusign 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.AccommodationWe 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 PrivacyEqual Opportunity Employer. Applicants from all backgrounds are encouraged to apply. Privacy notice and state eligibility information apply as required. #J-18808-Ljbffr