GTM Operations Manager

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

This role supports quota planning and run-the-business operations for Docusign's GTM organization, with a primary focus on designing, configuring, and operating quota models for Sales, Customer Success, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners). The Sr. Planning Analyst is a detailed, adaptable problem-solver responsible for building and maintaining planning logic, supporting quota runs, and partnering with GTM Operations, Finance, Compensation, and DTS to deliver accurate, auditable quotas to the field. You will think critically, logically, and creatively to increase automation, resolve issues, and develop proactive processes that clear future roadblocks and improve the speed and quality of quota planning cycles.

This position is an individual contributor role reporting to the Senior Manager, Quota Operations.

Responsibility

• Support quota design leaders in building quota methodologies and frameworks for Sales, CS, and overlay roles (e.g., xDRs, Specialists, Solution Consultants, Partners)

• Design and maintain quota logic, workflows, and calculations within Oracle EPM Sales Planning in partnership with DTS configuration teams

• Build and run scenario modeling and impact analysis (by segment, role, geo) to evaluate quota design options, over-assignment strategies, and trade-offs, and summarize insights for GTM and Finance stakeholders

• Help develop and maintain capacity and coverage models that translate revenue targets into headcount, productivity, and quota requirements for targeted roles

• Act as a functional/business administrator for quota planning models in Oracle EPM to configure forms, rules, workflows, and views based on approved business requirements

• Maintain planning assumptions (e.g., retention, churn, productivity, ramp, over-assignment, allocation drivers) and ensure they are correctly reflected in scenarios and quota runs

• Support scenario management activities, including creating working versions, comparing scenarios, and promoting them for executive approval

• Maintain clear configuration documentation so changes in quota models are traceable and auditable across planning cycles

• Execute day-to-day RTB activities such as quota runs, true-ups, transfers, LOA adjustments, and manual exceptions in Oracle EPM and, where applicable, transitional spreadsheet models

• Prepare and maintain operational and field-facing reports and views for GTM, Finance, and Compensation, including quota publications, snapshots, and exception tracking

• Support monthly and quarterly RTB for overlay roles, including data refreshes, reconciliations, formula maintenance, and quality checks

• Collaborate with DTS data and technology teams on integrations between Oracle EPM, Salesforce, Snowflake, Workday, Xactly, and workflow tools; validate data mappings and rule outcomes in planning models

• Participate in CRP, SIT, and UAT testing cycles, helping to validate forms, business rule outcomes, Smart View templates, dashboards, and reports

• Surface recurring RTB issues, data defects, and quota logic edge cases to Quota Design Operations and DTS to inform roadmap and automation improvements

• Support governance and approval processes for quota methodologies, allocation strategies, and guardrails, ensuring alignment with GTM leadership and Finance

• Contribute to documentation and enablement materials explaining quota frameworks, planning assumptions, and methodology changes for field leadership and operations teams

• Help maintain strong controls around quota publication, including approval workflows, locking, releasing, and snapshot management in Oracle EPM

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. Prefer