Global Prospecting Director

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).

As the Growth Global Prospecting – Partner Development Director, you are a highly experienced and strategic-minded leader responsible for leading the development and execution of our Global Partner-Sourced Prospecting strategy within the Sales Development organization. You will be responsible for aligning Partner Sales, Field Sales, and Marketing goals with Sales Development (Sales Dev) objectives specific to partner-sourced pipeline creation through both sell-through and sell-with motions, driving innovation in partner prospecting methodologies including AI-powered and agentic prospecting capabilities, identifying and creating scalable partner engagement motions that drive results, and optimizing conversion rates through insightful data analysis.

In this role you will serve as a trusted advisor to the Sr. Growth Global Prospecting Director, Sr. Director Partner Sales Development, and other leaders on Docusign's Global Partner Prospecting strategy, as well as own and drive in-market execution, operational efficiency, and innovation. You will diagnose and implement process improvements including automation, communications, and cross-team collaboration to optimize partner-sourced pipeline creation and velocity success of the organization.

Partnering with Partner Operations, FP&A, Strategy, and Analytics teams you will work to align initiative goals and processes, establishing a clear link between strategic goals, execution and return on investment (ROI). You will test and learn new ways of scaling and accelerating impact of partner prospecting inclusive of surfacing and scaling regional best practices globally, in order to foster a thriving culture of delivering results and teamwork across the Partner ecosystem.

This position is an individual contributor role reporting to the Sr Director, Growth Global Prospecting and Inbound Sales.

• Develop a clear Partner-Sourced Prospecting strategy and execution plan encompassing sell-through and sell-with motions, including AI-powered and agentic prospecting capabilities, to enhance the overall Prospecting strategy and drive efficiency
• Act as the primary owner of Partner-Sourced Prospecting within Sales Development, work with and across our Executive Leadership team, Partner Sales Leadership, and Field Sales to define goals, align them cross-functionally and build an implementation and execution roadmap working backwards from impact
• Drive the evolution of partner-sourced pipeline creation and acceleration methodologies and strategies to keep the organization ahead of industry trends
• Support the development of operational system improvements and reviews to drive progress on the organization's partner-sourced pipeline goals and strategy
• Support the Annual Priority for this workstream that supports Prospecting Science and spans the Growth, Field Sales, and Partner organizations and adjacent teams
• Collaborate with Partner Sales, Field Sales, and Marketing teams to align goals with Sales Development capacity
• Partner with the Partner Sales, Field Sales, and Marketing organizations to develop a connected execution plan for Partner Prospecting strategy and execution across sell-through and sell-with motions
• Develop Sales Development playbooks, talk tracks, and enablement specific to partner-sourced prospecting motions, ensuring Sales Development teams are enabled on relevant partners for their segments
• Assess the performance of various partner prospecting motions, engagement channels,…