Sr GTM Strategy & Operations Manager

Docusign; São Paulo; Híbrido; BRL 300 000 - 540 000; Tempo integral

Resumo da oferta

Docusign seeks a Sr GTM Strategy & Operations Manager for PLG to drive durable growth through data-driven initiatives. You will own forecasting, data models, and AI-powered workflows to optimize self-serve funnels and cross-functional effectiveness across Sales, Marketing, and Product.

This role blends analytics, strategy, and execution with executive-level impact. Reporting to Growth Analytics, you will shape scalable processes, partner with PLG and Finance, and advance AI-enabled insights to

Qualificações

• BA/BS degree in a quantitative field or equivalent work experience.
• 12+ years of experience in analytics, strategy, or operations in SaaS, e-commerce, or technology.
• Experience with SQL and querying large, complex datasets and building reusable, scalable data models.
• Experience building forecasts and scenario models for conversion and revenue (ideally for self-serve or PLG motions).
• Experience with spreadsheets (Google Sheets / Excel) for modeling and ad-hoc analysis.
• Experience working with subscription business models and recurring revenue metrics.
• Experience using AI or analytics copilots (e.g., configuring prompts, working with LLM-powered tools, or integrating them into workflows).
• Experience leading cross-functional initiatives and influencing outcomes without direct authority.

Responsabilidades

• Own the data, forecasting, target-setting, and insight backbone for the PLG side of the Docusign business
• Lead the use of SQL, Google Analytics, Salesforce, experimentation results, and product analytics to identify, size, and prioritize growth opportunities
• Drive the evolution of AI tooling (including analytics copilots and LLM-based assistants) to scale insight generation and operational workflows
• Architect and own the design and configuration of AI-powered agents, copilots, and automations that support GTM workflows across PLG
• Lead cross-functional partnerships with PLG, Marketing, and Finance to drive alignment on where to invest and how to measure impact
• Define and maintain reporting frameworks to support various projects, tasks, and programs; identify data gaps, source solutions, and ensure data integrity
• Serve as the subject matter expert for PLG data and processes - understanding how things work end-to-end to advise stakeholders and recommend better approaches or solutions
• Connect teamwork and deliverables to broader business outcomes, identifying opportunities to increase value or reduce risk, especially by leveraging new efficiencies enabled by AI
• Advise peers and stakeholders by sharing insights, offering constructive feedback, and supporting sound decision-making across cross-functional dependencies
• Set and influence team goals; anticipate dependencies and risks across workstreams and drive disciplined execution toward outcomes
• Measure, track, and communicate the impact of initiatives on KPIs; utilize process mapping and data analysis to assess effectiveness and drive continuous improvement

Conhecimentos

SQL

Forecasting

Excel/Sheets

AI copilots

Cross-functional leadership

Product analytics

LLM workflows

Analytics storytelling

Formação académica

BA/BS in quantitative field

Ferramentas

Google Analytics

Salesforce

Tableau

Descrição da oferta de emprego

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).

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

From web visits to contract renewals, the Growth Strategy & Operations team cares about delighting hundreds of millions of users throughout their entire Docusign journey. By leveraging data-driven frameworks we help Sales Development, Sales, Product and Marketing identify, prioritize, and execute cross-functional initiatives. We represent a high growth and strategic area within the company and are looking to expand. Within this team, the PLG Strategy & Operations group focuses on our self-serve and product-led growth motions, helping unlock durable, efficient growth across our digital funnels and self-service experiences. As the Sr GTM Strategy & Operations Manager on the PLG Strategy & Operations team, your charter is to drive durable, efficient growth across our self-serve motions for Direct customers. To do this, you will own and evolve data frameworks to identify opportunities, lead cross-functional alignment around those opportunities, and define how we measure whether initiatives worked. At this level, you operate as a trusted advisor and subject matter expert within your function. You turn strategic priorities into actionable projects and roadmaps, anticipate risks, and lead cross-functional teams to deliver results at scale. You design scalable ways of working process, cadences, ownership - so teams can execute reliably. You'll also own the design and operationalization of AI-powered workflows and tools (analytics copilots, agents, and automations) that enable PLG to see what's happening in the funnel and take action. This role blends analytics, strategy, and execution, with direct influence on executive-level decision-making.

This position is an individual contributor role reporting to the Director, Growth Analytics.

Responsibility

• Own the data, forecasting, target-setting, and insight backbone for the PLG side of the Docusign business
• Lead the use of SQL, Google Analytics, Salesforce, experimentation results, and product analytics to identify, size, and prioritize growth opportunities
• Drive the evolution of AI tooling (including analytics copilots and LLM-based assistants) to scale insight generation and operational workflows
• Architect and own the design and configuration of AI-powered agents, copilots, and automations that support GTM workflows across PLG (e.g., signal detection, opportunity identification, pipeline health)
• Lead cross-functional partnerships with PLG, Marketing, and Finance to drive alignment on where to invest and how to measure impact
• Define and maintain reporting frameworks to support various projects, tasks, and programs; identify data gaps, source solutions, and ensure data integrity
• Serve as the subject matter expert for PLG data and processes - understanding how things work end-to-end to advise stakeholders and recommend better approaches or solutions
• Connect teamwork and deliverables to broader business outcomes, identifying opportunities to increase value or reduce risk, especially by leveraging new efficiencies enabled by AI
• Advise peers and stakeholders by sharing insights, offering constructive feedback, and supporting sound decision-making across cross-functional dependencies
• Set and influence team goals; anticipate dependencies and risks across workstreams and drive disciplined execution toward outcomes
• Measure, track, and communicate the impact of initiatives on KPIs; utilize process mapping and data analysis to assess effectiveness and drive continuous improvement

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 degree in a quantitative field (e.g., Statistics, Economics, Engineering, Computer Science, Finance) or equivalent work experience
• 12+ years of experience in analytics, strategy, or operations roles in SaaS, e-commerce, or technology
• Experience with SQL and querying large, complex datasets and building reusable, scalable data models
• Experience building forecasts and scenario models for conversion and revenue (ideally for self-serve or PLG motions)
• Experience with spreadsheets (Google Sheets / Excel) for modeling and ad-hoc analysis
• Experience working with subscription business models and recurring revenue metrics
• Experience using AI or analytics copilots (e.g., configuring prompts, working with LLM-powered tools, or integrating them into workflows)
• Experience leading cross-functional initiatives and influencing outcomes without direct authority

Preferred

• High degree of comfort using advanced SQL techniques
• Familiarity with Tableau or other related BI tools
• Experience designing scalable processes, cadences, or operating models adopted by cross-functional teams
• Excellent presentation and communication skills; ability to translate complex analysis into clear narratives and actionable recommendations for executive stakeholders
• Comfort working in fast-paced, ambiguous environments and collaborating with globally distributed teams
• Experience mentoring or developing less experienced analysts

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 [e-mail].

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

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