Business Development Director

DocuSign, Inc.; San Francisco (CA); Hybrid; USD 164,700 - 266,000; Full time

Benefits offered by this job

Bonus plan

Restricted Stock Units (RSUs)

Job summary

Docusign is seeking a highly motivated Business Development Director to incubate growth initiatives with partners and build a scalable partnerships engine around a new product.

The role reports to the Vice President, ISV Partnerships and requires strong business acumen, creativity, and cross-functional collaboration across product, marketing, and sales. Hybrid work arrangement with in-office and remote work is expected.

Qualifications

• 12+ years related experience with a Bachelor's degree or 8 years of related experience with a Master's degree.
• 5+ years of experience in partnerships (ISV, SI, channel) or direct sales in SaaS
• Experience with executive level engagement and negotiation

Responsibilities

• Develop partnership strategy and commercial model for a specific new product, powered by partner technology and components
• Collaborate with corporate and partner marketing to align on messaging, activations
• Negotiate and close partnership agreement
• Align cross functional team on business goals (1 year, 3 year)
• Develop an activation plan working with key marketing and sales enablement stakeholders
• Incubate the GTM motion, secure proofpoints
• Create and publish win-wire, case studies
• Leverage wins to identify, share patterns of success and best practices
• Build a playbook for scale

Skills

Partnerships

Executive engagement

SaaS sales

Education

Bachelor's degree

Master's degree

Job description

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

Business Development Director is responsible for defining, planning, and incubating growth initiatives with Docusign partners; working in close collaboration with cross functional teams and key partners. The core objective for the role is to build a scalable partnerships growth engine around a new product powered by a partner. You will work extensively with cross-functional stakeholders - especially product management, corporate development, product marketing, pricing, ops, sales enablement and sales. We are seeking a highly motivated, self-driven, persuasive, result-oriented professional. This is a zero-to-one building role (vs run the business). It requires high business acumen, creativity, analytical rigor, persuasive communication, drive and high effectiveness in cross functional collaboration.

This position is an individual contributor role reporting to the Vice President, ISV Partnerships.

Responsibility

• Develop partnership strategy and commercial model for a specific new product, powered by partner technology and components
• Collaborate with corporate and partner marketing to align on messaging, activations
• Negotiate and close partnership agreement
• Align cross functional team on business goals (1 year, 3 year)
• Develop an activation plan working with key marketing and sales enablement stakeholders
• Incubate the GTM motion, secure proofpoints
• Create and publish win-wire, case studies
• Leverage wins to identify, share patterns of success and best practices
• Build a playbook for scale

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

• 12+ years related experience with a Bachelor's degree or 8 years of related experience with a Master's degree
• 5+ years of experience in partnerships (ISV, SI, channel) or direct sales in SaaS
• Experience with executive level engagement and negotiation

Preferred

• Excellent complex business problem solving and data-driven storytelling skills
• Capable of networking across the company and work with cross-functional team
• Strong networking and relationship building skills
• Excellent analytical and problem-solving skills and quantitative approach
• Proactive, creative and innovative thinker
• Excellent verbal and written communication skills
• Self-motivated, organized, detail-oriented, and resourceful
• Demonstrated ability to build relationships across the company, influence and lead a cross-functional team without direct authority
• Ability to develop and communicate a strategy as well as short, medium and long range plan
• Willingness and ability to travel as necessary, typical about 10%

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: $164,700.00 - $266,000.00 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 [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.

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.

Equal Opportunity Employer

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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