Company 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

The Manager, Sales Development will possess the ability to manage and motivate Market Development Representatives (MDR) & Sales Development Representatives (SDR) to achieve individual sales and opportunity generation quotas. You also must be able to measure, monitor, and hold xDRs accountable for their activities and results, as well as lead by example. The Manager, Sales Development is required to make lead qualification calls with SDRs, assist in appointment setting, and effectively present Docusign's corporate overview and value proposition. You will work with the Director of the Japan xDR Sales Development. You will mentor each xDR on your team individually while also building a strong, cohesive, collaborative team and are responsible for monitoring pipeline, conversion rates, and delivering on quota and forecast.

This position is a people manager role reporting to the Director, Sales Development - Japan.

Responsibility

• Grow Annual Contract Value (GNACV) in defined vertical markets and geographic territories from new SMB, Corporate, and Enterprise accounts
• Develop and complete sales processes and strategies and ensure compliance with internal data management and reporting, including use of
• Assess sales activities and forecasts to determine sales progress and required improvements
• Recommend and implement improvements to achieve sales and opportunity creation goals
• Collaborate with the Marketing Demand Generation team to ensure effective follow-up on leads to generate sales opportunities
• Communicate results and adjust plans according to evolving business needs
• Provide detailed reporting of lead flow and key performance indicators to senior management
• Manage and coach a team of Commercial Business Unit (CBU) MDRs & SDRs to develop their sales skills, including vertical market knowledge, forecasting, prospecting, and other necessary skills, while maintaining individual accountability to goals
• Maintain and protect DocuSign's core values, leading by example
• Work with each CBU MDR & SDR to develop and implement business/sales plans to achieve sales quota
• Identify and support opportunities for the training and professional development of department personnel
• Operate well in a fast-paced, dynamic environment without requiring significant supervision

Job Designation

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.

What you bring

Basic

• BA/BS in a business or a technical related field of study from an accredited college or university
• 2+ years prior sales leadership exeprience in a position selling SaaS/Cloud Applications Software or B2B

Preferred

• Proven leadership ability
• Ability to consistently exceed sales and prospecting targets
• Ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented
• Excellent communication and presentation skills, both verbal and written
• Ability to identify new, creative ways to drive more SMB, Corporate, and Enterprise businesses to purchase and use Docusign's diverse solution suite

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:

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

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

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

States Not Eligible for Employment

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

EEO Statement

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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