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
As a Senior Analyst focused on the Pipeline Center of Excellence (COE), you will own global visibility into pipeline health, coverage, and conversion across key go‑to‑market motions, including Sales‑led AEs, Sales Development, and Partner. You will turn funnel and pipeline data into actionable insights and narratives that inform investment decisions, improve conversion and velocity, and help leaders run the business. You will also play a lead role in designing and scaling AI‑powered workflows including agentic tools that make reporting, diagnostics, and storytelling faster and smarter. You will partner closely with Sales Strategy & Operations, Sales Development Strategy & Operations, Regional Sales leadership, Growth Marketing, Partner teams, Finance, and Analytics, with high visibility to executive‑level forums such as pipeline councils and QBRs. This role blends analytics, AI‑driven automation, and program ownership.
This position is an individual contributor role reporting to the Strategy & Operations Lead.
Responsibility
Monitor and analyze end‑to‑end pipeline performance from leads and opportunity creation through SQO, pipeline generation, and closed‑won, across Sales‑led, Sales Development, and Partner motions
Build standardized views of pipeline health and coverage across regions, segments, contributors, enabling leaders to quickly understand where we are on track, at risk, or over‑performing
Diagnose drivers of change in pipeline volume, mix, quality, and conversion (e.g., source, segment, stage, owner, product) and translate findings into clear, actionable recommendations
Support and refine leading indicators for pipeline health (coverage ratios, conversion benchmarks) that connect to bookings and growth objectives
Use SQL (e.g., Snowflake) and Salesforce data to build, maintain, and document datasets and views that power core pipeline dashboards, diagnostics, and rhythm‑of‑business reporting
Identify data gaps, anomalies, and definition misalignments, propose and drive improvements to how pipeline is tracked, attributed, and reported
Design scalable, self‑serve reporting for stakeholders, minimizing one‑off analysis and manual work
Build and deliver content for global and regional pipeline councils, QBRs, MBRs, and leadership reviews, including pipeline KPIs, trends, risks, and action plans
Support weekly pipeline views used for forecast calls and inspection, ensuring consistent stories across Sales, Sales Development, and Partner motions
Contribute to target setting, coverage modeling, and scenario analysis for annual planning and in‑year rebalancing, in partnership with Strategy, Finance, and regional teams
Design and own AI‑powered workflows that streamline reporting, diagnostics, and narrative generation for pipeline (e.g., natural‑language diagnostics, QBR narratives)
Partner with Analytics, Data Science, and internal AI teams to pilot and deploy agent‑based tools to production that improve speed, quality, and consistency of pipeline insights
Embed AI into core workflows (e.g., automated data quality checks, metric reconciliation, quick‑turn ad hoc analyses), and coach stakeholders on adopting these tools
Evaluate emerging AI and LLM capabilities - including forecasting enhancements and new visualization techniques to improve how we analyze, explain, and communicate pipeline performance
Collaborate with Sales Strategy & Operations, Sales Development Strategy & Operations, Partner, Marketing, and Finance to define pipeline KPIs, align on standards, and track outcomes against plan
Translate complex analyses into clear, concise stories for senior audiences, tailoring depth and framing for different stakeholders (e.g., field leadership vs. executive staff)
Serve as a subject‑matter expert on pipeline metrics and definitions, helping ensure consistency across tools, dashboards, and communications
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
BA/BS degree in Business, Economics, Statistics, Engineering, Data Science, Computer Science, or a related analytical field
5+ years of experience in Sales Strategy & Operations, Sales Development Operations, Revenue Operations, Business Intelligence, or Marketing Analytics roles, preferably with direct exposure to pipeline management
Experience with SQL and relational databases / data warehouses (e.g., Snowflake), including experience working with large, complex datasets
Experience with pipeline, funnel, and forecasting analytics across multiple motions and stages
Experience with BI and visualization tools (e.g., Tableau) and AI-assisted analytics tools (e.g., LLM-based) to build dashboards and executive-ready views
Preferred
Experience in a SaaS or high‑growth B2B environment working with Sales organizations
Experience with partner or channel motions
Experience using AI tools, including LLMs and agentic frameworks, in an analytics or operations context (e.g., building agents or agentic workflows)
Experience with CRM systems (e.g., Salesforce) and sales analytics tools, with an understanding of how pipeline and forecast processes operate in practice
Experience creating and delivering executive‑level content (e.g., pipeline council decks, QBR narratives) with a focus on storytelling and clear data visualization
Comfort working in fast‑paced environments with changing priorities and incomplete information, with a high degree of ownership and intellectual curiosity
Strong business judgment and ability to convert data into clear recommendations and narratives for non‑technical stakeholders
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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