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

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

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

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

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 [HIDDEN TEXT].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [HIDDEN TEXT] for assistance.

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GTM Enablement Sr. Business Partner