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 Director, Sales Development EMEA will be responsible for leading and motivating a large team of Sales Development Representatives (SDRs) and a team of SDR managers, to exceed opportunity generation quotas and pipeline requirements. This role requires a highly motivated, organized, and data-oriented individual. The Director will provide vision and strategy for the organization and ensure best-in-class execution of sales development programs. The Director, Sales Development EMEA will lead an organization of 40 Sales Development Representatives and 4 managers. They will measure, monitor, and hold their team accountable for their activities and results, leading by example. They will also develop organizational strategy and work with managers and SDRs to improve prospecting effectiveness. The Director will increase efficiencies and processes within the department and build a strong, collaborative team that supplies qualified leads to Account Executives.

This position is a people manager role reporting to the EMEA AVP, Sales Development.

Responsibility

Act as the liaison for the SDR organization with senior leaders in other Docusign organizations, such as Sales, Marketing, and Sales Operations
Forecast accurately within 5%
Set the vision and prospecting strategy for the organization
Resolve issues and make tough decisions when needed
Make planning and resourcing decisions and managing expense priorities
Lead change and multiple complex, organization-wide initiatives
Develop the organization to help individuals progress in their careers
Manage multiple managers and remote teams
Lead efforts to build a more diverse and inclusive organization
Develop and implement organizational policies
Leverage demand generation activities to meet regional pipeline targets
Hire and effectively onboard new SDRs
Drive structured and consistent coaching
Manage Salesforce lead queues, reporting, and data analysis to anticipate issues

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 of experience managing large sales or sales development teams, with proven success managing both reps and managers (30+ people org)
3+ years of experience managing managers in a fast-paced B2B environment
BA/BS degree from an accredited college or university

Preferred

Strong sales development and/or sales closing experience
Proven track record of attaining sales/sales development targets and building a positive team culture
The ability to analyse data, identify trends, and make data-driven decisions
Experience developing and managing business, sales, and vertical market plans
Deep understanding of modern prospecting techniques and lead qualification methodologies (e.g., MEDDPICC, BANT)
Experience implementing and optimizing a full sales development tech stack (Salesforce, Outreach, Chorus, ZoomInfo, etc.)
Experience launching new teams, processes, or locations in a high-growth company, with a proactive, creative, and innovative mindset
Experience leveraging Generative AI (GenAI) tools and methodologies to drive efficiency, enhance strategic decision-making, and identify new opportunities within a fast-paced global sales development or revenue generating environment
Strong interpersonal, collaboration, and communication skills
Proven ability to work within cross-functional teams to lead joint initiatives and solve issues collaboratively
Comfortable with change and trying new ideas
Experience with CRM systems and other sales tools
The ability to network across the company and build/manage cross-functional virtual teams
Proficiency in PowerPoint and Excel (or Google Suite tools), with Salesforce.com experience being an advantage
Self-motivated, organized, detail-oriented, and resourceful

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.

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Director, Sales Development Representatives

Job Description