GTM Operations Manager

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

This role supports quota planning and run-the-business operations for Docusign's GTM organization, with a primary focus on designing, configuring, and operating quota models for Sales, Customer Success, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners). The Sr. Planning Analyst is a detailed, adaptable problem-solver responsible for building and maintaining planning logic, supporting quota runs, and partnering with GTM Operations, Finance, Compensation, and DTS to deliver accurate, auditable quotas to the field. You will think critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes that clear future roadblocks and improve the speed and quality of quota planning cycles.

This position is an individual contributor role reporting to the Senior Manager, Quota Operations.

Responsibility

• Support quota design leaders in building quota methodologies and frameworks for Sales, CS, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners)

• Design and maintain quota logic, workflows, and calculations within Oracle EPM Sales Planning in partnership with DTS configuration teams

• Build and run scenario modeling and impact analysis (by segment, role, geo) to evaluate quota design options, over-assignment strategies, and trade-offs, and summarize insights for GTM and Finance stakeholders

• Help develop and maintain capacity and coverage models that translate revenue targets into headcount, productivity, and quota requirements for targeted roles

• Act as a functional/business administrator for quota planning models in Oracle EPM to configure forms, rules, workflows, and views based on approved business requirements

• Maintain planning assumptions (e.g., retention, churn, productivity, ramp, over-assignment, allocation drivers) and ensure they are correctly reflected in scenarios and quota runs

• Support scenario management activities, including creating working versions, comparing scenarios, and promoting them for executive approval

• Maintain clear configuration documentation so changes in quota models are traceable and auditable across planning cycles

• Execute day-to-day RTB activities such as quota runs, true-ups, transfers, LOA adjustments, and manual exceptions in Oracle EPM and, where applicable, transitional spreadsheet models

• Prepare and maintain operational and field-facing reports and views for GTM, Finance, and Compensation, including quota publications, snapshots, and exception tracking

• Support monthly and quarterly RTB for overlay roles, including data refreshes, reconciliations, formula maintenance, and quality checks

• Collaborate with DTS data and technology teams on integrations between Oracle EPM, Salesforce, Snowflake, Workday, Xactly, and workflow tools; validate data mappings and rule outcomes in planning models

• Participate in CRP, SIT, and UAT testing cycles, helping to validate forms, business rule outcomes, Smart View templates, dashboards, and reports

• Surface recurring RTB issues, data defects, and quota logic edge cases to Quota Design Operations and DTS to inform roadmap and automation improvements

• Support governance and approval processes for quota methodologies, allocation strategies, and guardrails, ensuring alignment with GTM leadership and Finance

• Contribute to documentation and enablement materials explaining quota frameworks, planning assumptions, and methodology changes for field leadership and operations teams

• Help maintain strong controls around quota publication, including approval workflows, locking, releasing, and snapshot management in Oracle EPM

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

• Bachelor's degree in Business, Economics, Finance, Mathematics, Data Science, Engineering or a related field

• 8+ years of experience in Sales Operations, Revenue Operations, FP&A or GTM Strategy & Operations roles with exposure to quota or territory planning

• Experience working with planning systems, ideally Oracle EPM Planning / Sales Planning, including building and maintaining business rules, forms, and scenarios

• Experience building and operationalizing analytical models that support quota setting, performance analysis, or headcount and productivity planning

• Experience with Salesforce and Snowflake or similar CRM and data platforms

• Business-level English and Portuguese

Preferred

• Hands-on experience supporting Oracle EPM Sales Planning implementations, including CRP/SIT/UAT testing and business-side administration

• Background in quota methodology design and revenue operations, including over-assignment strategies, capacity planning, and productivity assumptions

• Familiarity with integrations and data flows across Salesforce, Workday, Snowflake, and Xactly in a GTM environment

• Experience in a SaaS or subscription-based business model

• Highly analytical problem-solver with strong attention to detail and intellectual curiosity

• Structured, systems-thinking mindset with the ability to translate business concepts into planning logic and configuration

• Adept at driving automation and process standardization across operational workflows

• Excellent communicator capable of translating complex data into clear narratives for all stakeholders

• Comfortable operating in fast-paced, global, and sometimes ambiguous settings, providing structured recommendations

• Customer and seller-focused collaborator embodying Docusign's core values

• Strong analytical skills and advanced proficiency in Excel/Google Sheets; comfortable working with large datasets and complex formulas

• Leveraging Al & Technology: Connects teamwork and deliverables to broader business outcomes, identifying opportunities to increase value or reduce risk

• Strong written and verbal communication skills

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

Canada: CAD $X/hour - CAD $X/hour or CAD $X - CAD $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

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

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 accommodations@docusign.com.

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