Senior GTM Operations Analyst

Company Overview

Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM 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

As a Senior GTM Operations Analyst, you will leverage data, analytical tools, and Al to investigate complex GTM operational issues, uncover insights, and recommend resolutions that improve sales execution and support annual planning. You will develop a strong understanding of GTM strategy, bookings frameworks, sales compensation, quota, and opportunity crediting to analyze exceptions, identify root causes, and deliver accurate, data-driven recommendations and solutions. A key focus of this role is resolving complex GTM and Sales Operations exceptions by analyzing sales, post-sales, opportunity, quota, and compensation data. You will use analytical methods, including Al-assisted analysis, to evaluate scenarios, summarize findings, and develop recommendations that improve accuracy, ensure consistent application of established guidelines, and reduce manual effort. You will also identify opportunities to simplify and selectively automate repeatable analytical workflows where appropriate.

This position is an individual contributor role reporting to the Sr. Director, Sales Operations.

Responsibility

• Investigate complex GTM and Sales Operations exceptions involving opportunity credit, quota, compensation, and related operational scenarios. Analyze relevant data and business context to identify root causes, evaluate alternatives, and recommend clear, well-supported resolutions
• Leverage data from sources such as Snowflake, Tableau, Salesforce, and Oracle, along with analytical tools such as spreadsheets, Python, and Al solutions, to examine complex scenarios, validate findings, summarize issues, and develop actionable recommendations
• Apply Al and emerging technologies to enhance analytical workflows, accelerate investigations, synthesize complex information, and reduce repetitive manual effort. Identify suitable opportunities for automation based on business value, feasibility, and the need for accuracy and human judgment
• Apply bookings frameworks, quota structures, and sales compensation metrics to develop analyses and capacity models that support annual planning, resource allocation, and GTM decision-making
• Investigate cross-system operational challenges, identify recurring issues and underlying causes, and recommend scalable solutions that improve data accuracy, reduce field friction, and prevent repeat exceptions
• Partner with GTM leadership and stakeholders across FP&A, Revenue Operations, HR, Sales Compensation, Field Leadership, and Strategy to understand business context, validate assumptions, and align on data-driven recommendations and resolutions

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

• 8+ years of experience in Sales Operations, GTM Operations, Sales Strategy, Consulting, or related Strategy & Operations roles
• Bachelor's degree or equivalent practical experience
• Experience investigating and resolving complex GTM operational exceptions involving opportunity credit, quota, sales compensation, or related processes, including reconciling data across systems and developing well-supported resolutions
• Experience with analytical tools such as Excel or Google Sheets, with experience working with data from enterprise systems such as Snowflake, Salesforce, or Oracle
• Experience with SaaS business models, GTM principles, bookings frameworks, quota structures, and sales compensation
• Experience leveraging Al or emerging technologies to analyze data, synthesize findings, or improve operational efficiency
• Experience managing complex assignments independently, prioritize competing demands, and maintain accountability for analytical quality, execution, and business outcomes
• Experience collaborating effectively across functions and adapt in fast-paced environments where priorities evolve and solutions are not fully defined

Preferred

• Experience in B2B SaaS within a global or complex, matrixed organization
• Experience using SQL, Python, or similar analytical tools to investigate complex scenarios, reconcile data, and develop repeatable analytical solutions
• Experience with Tableau or other business intelligence and data visualization tools
• Experience applying Al to develop repeatable analytical workflows or streamline complex, recurring processes
• Experience supporting annual GTM planning, quota and capacity modeling, sales compensation analysis, or opportunity crediting
• Experience identifying recurring operational exceptions and recommending process improvements, controls, or targeted automation to prevent rework and improve accuracy
• Experience leading cross-functional improvements or implementing changes that affect multiple teams, business processes, or systems
• Experience partnering with senior stakeholders across GTM Operations, FP&A, Sales Compensation, HR, Field Leadership, and Strategy to resolve complex business issues
• Strong analytical and critical-thinking skills, including the ability to analyze data from multiple sources, identify root causes and operational risks, and recommend practical, scalable solutions
• Strong business judgment and discretion when navigating sensitive operational issues and balancing competing business priorities
• Excellent written and verbal communication skills, including the ability to translate complex data and operational issues into concise findings, clear recommendations, and actionable guidance

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: $132,700.00 - $206,800.00 base salary

Illinois: $126,500.00 - $173,900.00 base salary

Washington: $126,500.00 - $182,500.00 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 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.

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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