Growth Global Prospecting Director

Docusign • Seattle, WA

1d • Hybrid

About The Position

As the Growth Global Prospecting – Partner Development Director, you are a highly experienced and strategic-minded leader responsible for leading the development and execution of our Global Partner-Sourced Prospecting strategy within the Sales Development organization. You will be responsible for aligning Partner Sales, Field Sales, and Marketing goals with Sales Development (Sales Dev) objectives specific to partner-sourced pipeline creation through both sell-through and sell-with motions, driving innovation in partner prospecting methodologies including AI-powered and agentic prospecting capabilities, identifying and creating scalable partner engagement motions that drive results, and optimizing conversion rates through insightful data analysis. In this role you will serve as a trusted advisor to the Sr. Growth Global Prospecting Director, Sr. Director Partner Sales Development, and other leaders on Docusign's Global Partner Prospecting strategy, as well as own and drive in-market execution, operational efficiency, and innovation. You will diagnose and implement process improvements including automation, communications, and cross-team collaboration to optimize partner-sourced pipeline creation and velocity success of the organization. Partnering with Partner Operations, FPamp;A, Strategy, and Analytics teams you will work to align initiative goals and processes, establishing a clear link between strategic goals, execution and return on investment (ROI). You will test and learn new ways of scaling and accelerating impact of partner prospecting inclusive of surfacing and scaling regional best practices globally, in order to foster a thriving culture of delivering results and teamwork across the Partner ecosystem. This position is an individual contributor role reporting to the Sr Director, Growth Global Prospecting and Inbound Sales.

Requirements

• BA or BS degree in a business/quantitative field or equivalent work experience
• 12+ years of experience in Sales Development, Global Prospecting, Partner Sales, Channel Management, or GTM Strategy and Operations roles
• Experience leading functional and cross-functional projects and teams
• Experience working with product and B2B sales teams at all levels
• Experience with multi-product sales processes in a SaaS environment
• Proven track-record in driving cross-functional and global groups

Nice To Haves

• Advanced degree
• Experience in leading Prospecting go-to-market motions across sales dev, sales, marketing, and Partner organizations
• Demonstrated success building and scaling partner-sourced pipeline programs within a Sales Development organization
• Superb communication and problem-solving skills

Responsibilities

• Develop a clear Partner-Sourced Prospecting strategy and execution plan encompassing sell-through and sell-with motions, including AI-powered and agentic prospecting capabilities, to enhance the overall Prospecting strategy and drive efficiency
• Act as the primary owner of Partner-Sourced Prospecting within Sales Development, work with and across our Executive Leadership team, Partner Sales Leadership, and Field Sales to define goals, align them cross-functionally and build an implementation and execution roadmap working backwards from impact
• Drive the evolution of partner-sourced pipeline creation and acceleration methodologies and strategies to keep the organization ahead of industry trends
• Support the development of operational system improvements and reviews to drive progress on the organization's partner-sourced pipeline goals and strategy
• Support the Annual Priority for this workstream that supports Prospecting Science and spans the Growth, Field Sales, and Partner organizations and adjacent teams
• Collaborate with Partner Sales, Field Sales, and Marketing teams to align goals with Sales Development capacity
• Partner with the Partner Sales, Field Sales, and Marketing organizations to develop a connected execution plan for Partner Prospecting strategy and execution across sell-through and sell-with motions
• Develop Sales Development playbooks, talk tracks, and enablement specific to partner-sourced prospecting motions, ensuring Sales Development teams are enabled on relevant partners for their segments
• Assess the performance of various partner prospecting motions, engagement channels, and partner types, and adjust strategies accordingly
• Implement a closed-loop feedback mechanism to optimize partner-sourced conversion rates and enhance collaboration between Sales Development, Partners, Sales, and Marketing
• Work cross-functionally to surface insights on productivity and effectiveness metrics related to partner prospecting conversion across sell-through and sell-with motions
• Monitor and report performance against established goals, providing actionable insights for continuous improvement
• Evaluate and refine processes to ensure alignment with company objectives
• Partner with Sales and Marketing Strategy and Operations to define and communicate business requirements to the Data and Technology Services (DTS)
• Ensure seamless communication and collaboration to enhance partner prospecting capabilities and efficiency

Benefits

• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level