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 in Sales Development Strategy & Operations, you will turn Sales Development funnel and productivity data into actionable insights that improve pipeline generation, conversion, and efficiency across Sales Development motions (inbound, outbound, and partner). You will own visibility into Sales Development performance from routed lead to pipeline and closed-won, supporting Docusign’s Inbound and Outbound Sales Development teams. You will partner closely with Sales Development leadership, Sales, Growth Marketing, Partner teams, Finance, and Analytics to inform strategic decisions, optimize go-to-market investments, and improve how we measure impact. This role blends analytics, strategy, and execution, with exposure to executive-level decision-making.
This position is an individual contributor role reporting to the Director, Strategy & Operations - Sales Development.
Responsibility
Monitor and analyze performance across the lead-to-SQO-to-pipeline funnel (volume, conversion, quality) for inbound and outbound motions (i.e., identifying key drivers of change and surfacing actionable recommendations to improve pipeline and closed-won outcomes)
Build standardized views of performance across segments, roles, motions (outbound, inbound, partner), and geographies so leaders can quickly see what is working and what is at risk
Use SQL (e.g., Snowflake) and Salesforce data to build and refine datasets that power Sales Development reporting and analysis, including lead routing, contact engagement and pipeline reporting
Ensure data accuracy and consistency, proactively identifying gaps, anomalies, and opportunities to improve measurement for all motions
Analyze Sales Development productivity, via Sales Development-sourced pipeline, and attribution to evaluate performance and inform investment decisions across inbound, outbound, and partner motions
Partner with stakeholders to improve how we measure and optimize ROI across channels, sequences, and incentive structures
Deliver insights and reporting for QBRs, weekly business reviews, pipeline councils, annual planning, and OKRs for Sales Development, with clear views by motion, region, and segment
Contribute to pipeline forecasting, target setting, and performance narratives used by Sales Development and GTM leadership, including rep productivity, coverage ratios, and motion mix
Collaborate with Sales Development leaders, Sales, Growth Marketing, Partner, Finance, and Analytics on high-priority initiatives, bringing structure to ambiguous problems and aligning teams around data-driven decisions
Translate complex analyses into clear, concise stories and recommendations for senior audiences in Sales Development and broader GTM leadership forums (e.g., Quarterly Business Reviews)
Own end-to-end delivery of moderately complex analyses and workstreams, including scoping, stakeholder alignment, and translating findings into clear recommendations and follow-up actions for inbound and outbound motions
Balance short-term priorities with longer-term strategic projects that improve how Sales Development runs the business and how leaders consume insights
Explore new technological approaches, specifically leveraging AI and agentic workflows, to improve reporting, diagnostics, experimentation, and narrative generation where possible
Apply functional knowledge to deliver both routine and complex tasks independently, using AI as a tool to enhance speed, quality, and scalability of analytics, and recommend improvements to processes or tools based on experience and insights
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 a business, analytics, or quantitative field (e.g., Economics, Business, Statistics, Engineering, Data Science)
5+ years of experience in Business Intelligence, Sales Development Operations, Sales Operations, Partner Operations, or Marketing Analytics roles, with direct exposure to inbound and outbound Sales Development / Sales teams and motions
Experience with SQL, with knowledge of relational databases and data warehouses (e.g., Snowflake)
Experience managing and analyzing large datasets to support funnel, attribution, and pipeline reporting and diagnostics
Experience translating data into clear, actionable recommendations for non-technical stakeholders
Preferred
Experience in a SaaS company or high-growth B2B environment working with Sales Development and Sales organizations, ideally including partner or channel motions
Experience with AI, Tableau, Power BI, or similar analytics and visualization tools
Experience working with senior leaders and presenting insights in QBRs or executive forums
Comfort working in fast-paced environments with changing priorities and incomplete information, with a high degree of intellectual curiosity and ownership
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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