Senior Director, Commercial Sales Development

Senior Director, Commercial Sales Development (CBU)

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: We are seeking an accomplished and strategic Senior Director, Commercial Sales Development (CBU) to lead and inspire a high performing team of Market Development Managers and their Market Development Representatives (MDRs). This role is focused on developing and executing customer segment and organizational strategy, while leading a team of Market Development Managers and Market Development Reps to build high-quality pipeline. It also includes developing scalable and efficient prospecting processes, and driving operational excellence and transformation by incorporating Gen and Agentic AI into the GTM, in support of Docusign's Commercial Business Unit (CBU). This Senior Director will build a strong, cohesive, collaborative team that is responsible for supplying qualified pipeline to Docusign Account Executives and will be a key liaison for their organization with leadership and stakeholders in other Docusign organizations. The ideal candidate will bring deep expertise in sales development leadership, experience driving outbound and inbound opportunity creation, and a passion for coaching and developing both frontline managers and their teams. This individual will own the Sales Development strategy and execution across the funnel, partnering cross-functionally with Sales, Marketing, Revenue Operations, and Enablement to ensure alignment and pipeline success. This position is a people manager role reporting to the Vice President, Global Sales Development.

Responsibilities:

• Lead and manage a team of Sales Development Managers responsible for building qualified pipeline across the Commercial Business Unit
• Oversee organization-wide MDR performance including pipeline contribution, activity metrics, productivity and quality standards
• Define and implement prospecting strategy and execution plan including ideal customer profile and target identification, team goal setting, outbound sequencing, lead follow-up, appointment setting and opportunity qualification
• Serve as key liaison between the MDR organization and senior stakeholders in Sales, Marketing, Sales Development, Sales Operations, Partner, and Finance
• Develop scalable programs that improve MDR skillsets in cold calling, discovery, objection handling, and qualification, as well as hand offs with sellers and our digital business
• Drive operational rigor through clear KPI tracking, forecasting accuracy (within 5%), and ongoing performance reviews
• Build a high-performance, collaborative team culture with strong accountability, continuous improvement, and inclusion
• Be effective at managing change and shifting priorities, including the ability to lead teams through change and be an effective communicator
• Leverage partners, tools and resources effectively to stay informed in order to make leadership decisions based on information available
• Champion the development of MDRs for career progression to Account Executive and other key roles across the business
• Contribute in pipeline councils, strategic planning, and go-to-market initiatives, resolving organizational issues and leading through change
• Launch and scale new teams, locations, or hubs as appropriate for the growing business