Strategic Growth & GTM Operations Lead

DocuSign, Inc.; San Francisco (CA); Hybrid; USD 146,400 - 235,375; Full time

Benefits offered by this job

RSUs

Job summary

DocuSign is seeking a Growth Strategy & Operations Manager to act as the strategic lead for portfolio orchestration within its AI-first GTM engine. You will translate experiment results into enterprise narratives and ensure resources focus on high-impact motions, partnering with senior leaders across Sales, Marketing, DTS, and Finance.

The role reports to the Director, Strategy & Operations - Sales Development and is an individual contributor position with hybrid in-office/remote work.

Qualifications

• 8+ years of experience in management consulting (MBB or equivalent), corporate strategy, sales/revenue strategy, or GTM operations at a high-growth technology company
• 3+ years of experience in portfolio management, program strategy, or experiment-driven growth roles
• Experience building and maintaining prioritization frameworks that drive resource allocation decisions at the executive level
• Experience creating executive-facing content (board decks, ELT memos, QBR narratives) that synthesizes complex operational data into clear strategic recommendations
• Experience with financial modeling, including scenario analysis, sensitivity modeling, and ROI/expected-value calculations
• Bachelor's degree

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

Skills

Management consulting / strategy

Portfolio management

Prioritization frameworks

Executive-facing content

Financial modeling

Education

Bachelor's degree

MBA (preferred)

Job description

DocuSign is seeking a Growth Strategy & Operations Manager to act as the strategic lead for portfolio orchestration within its AI-first GTM engine. You will translate experiment results into enterprise narratives and ensure resources focus on high-impact motions, partnering with senior leaders across Sales, Marketing, DTS, and Finance.

The role reports to the Director, Strategy & Operations - Sales Development and is an individual contributor position with hybrid in-office/remote work.