Growth Strategy & Operations Manager

UNAVAILABLE; San Francisco (CA); Hybrid; USD 160,000 - 230,000; Full time

Job summary

DocuSign is seeking a Growth Strategy & Operations Manager to lead portfolio orchestration for their AI-first GTM experimentation engine. You''ll align Prospecting Science experiments with pipeline impact, resources, and enterprise narratives, reporting to the Director of Sales Development Strategy & Operations.

This high-visibility role partners with senior leaders across Sales, Marketing, DTS, and Finance, translating results into strategic decisions and shaping how we scale experiments from

Responsibilities

• Own and maintain a living portfolio prioritization framework (expected pipe value x probability of success x speed-to-scale + resource cost) that ranks all active and proposed experiments against the FY27 pipeline ambition
• Define and enforce stage-gate criteria for experiment progression (Discover -> Plan -> Run -> Scale), including quantitative thresholds for kill, pivot, iterate, and scale decisions
• Draft SteerCo narratives, ELT investment memos, and QBR decks that connect experiment-level performance to enterprise outcomes (CW, productivity, AI reinvestment thesis)
• Build scenario models and program resource allocation recommendations (for example, "what if we shift 30% of outbound to agentic agents") with quantified pipe/CW impact and confidence intervals
• Serve as the GTM integration point for Prospecting Science, ensuring experiments inform and are informed by AOP planning, Growth pods, ICP/routing decisions, compensation design, and coverage models
• Partner with the operating model lead to evolve ceremonies, Jira workflows, and intake processes as the program scales from 20 to 50+ experiments
• Produce quarterly portfolio rebalance recommendations that identify which experiments to accelerate, which to sunset, and where new bets should be placed
• Collaborate with DTS and GDA leads to ensure measurement infrastructure and attribution methodology are correctly translated into strategic decisions
• Represent Prospecting Science in cross-functional GTM forums (AOP, Growth pods, Commercial/Enterprise programs) so the core team can focus on execution

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

The Growth Strategy & Operations Manager will serve as the strategic lead for portfolio orchestration across Docusign's AI-first GTM experimentation engine. Reporting to the Director, Sales Development Strategy & Operations, this role connects where we are today to where we need to go by aligning the Prospecting Science experiment portfolio, pipeline impact, and resourcing. You will translate experiment-level results into enterprise-level narratives, ensure resources are focused on the highest-impact motions, and act as the primary link between Prospecting Science and broader GTM strategy forums. This is a high-visibility role that partners daily with senior leaders across Sales, Marketing, DTS, and Finance.

This position is an individual contributor role reporting to the Director, Strategy & Operations - Sales Development.

Responsibility

• Own and maintain a living portfolio prioritization framework (expected pipe value x probability of success x speed-to-scale + resource cost) that ranks all active and proposed experiments against the FY27 pipeline ambition

• Define and enforce stage-gate criteria for experiment progression (Discover -> Plan -> Run -> Scale), including quantitative thresholds for kill, pivot, iterate, and scale decisions

• Draft SteerCo narratives, ELT investment memos, and QBR decks that connect experiment-level performance to enterprise outcomes (CW, productivity, AI reinvestment thesis)

• Build scenario models and program resource allocation recommendations (for example, \"what if we shift 30% of outbound to agentic agents\") with quantified pipe/CW impact and confidence intervals

• Serve as the GTM integration point for Prospecting Science, ensuring experiments inform and are informed by AOP planning, Growth pods, ICP/routing decisions, compensation design, and coverage models

• Partner with the operating model lead to evolve ceremonies, Jira workflows, and intake processes as the program scales from 20 to 50+ experiments

• Produce quarterly portfolio rebalance recommendations that identify which experiments to accelerate, which to sunset, and where new bets should be placed

• Collaborate with DTS and GDA leads to ensure measurement infrastructure and attribution methodology are correctly translated into strategic decisions

• Represent Prospecting Science in cross-functional GTM forums (AOP, Growth pods, Commercial/Enterprise programs) so the core team can focus on execution

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