Manager, Sales Development

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).

The Manager, Sales Development will possess the ability to manage and motivate Market Development Representatives (MDR) & Sales Development Representatives (SDR) to achieve individual sales and opportunity generation quotas. You also must be able to measure, monitor, and hold xDRs accountable for their activities and results, as well as lead by example. The Manager, Sales Development is required to make lead qualification calls with SDRs, assist in appointment setting, and effectively present DocuSign's corporate overview and value proposition. You will work with the Director of the Japan xDR Sales Development. You will mentor each xDR on your team individually while also building a strong, cohesive, collaborative team and are responsible for monitoring pipeline, conversion rates, and delivering on quota and forecast.

This position is a people manager role reporting to the Director, Sales Development - Japan.

Responsibility

• Grow Annual Contract Value (GNACV) in defined vertical markets and geographic territories from new SMB, Corporate, and Enterprise accounts
• Develop and complete sales processes and strategies and ensure compliance with internal data management and reporting, including use of Salesforce.com
• Assess sales activities and forecasts to determine sales progress and required improvements
• Recommend and implement improvements to achieve sales and opportunity creation goals
• Collaborate with the Marketing Demand Generation team to ensure effective follow-up on leads to generate sales opportunities
• Communicate results and adjust plans according to evolving business needs
• Provide detailed reporting of lead flow and key performance indicators to senior management
• Manage and coach a team of Commercial Business Unit (CBU) MDRs & SDRs to develop their sales skills, including vertical market knowledge, forecasting, prospecting, and other necessary skills, while maintaining individual accountability to goals
• Maintain and protect DocuSign’s core values, leading by example
• Work with each CBU MDR & SDR to develop and implement business/sales plans to achieve sales quota
• Identify and support opportunities for the training and professional development of department personnel
• Operate well in a fast-paced, dynamic environment without requiring significant supervision

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.

Basic

• BA/BS in a business or a technical related field of study from an accredited college or university
• 2+ years prior sales leadership experience in a position selling SaaS/Cloud Applications Software or B2B

Preferred

• Proven leadership ability
• Ability to consistently exceed sales and prospecting targets
• Ability to successfully resolve situations that are broadly defined, complex, diverse, and occasionally unprecedented
• Excellent communication and presentation skills, both verbal and written
• Ability to identify new, creative ways to drive more SMB, Corporate, and Enterprise businesses to purchase and use DocuSign’s diverse solution suite

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

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at for assistance.

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