GTM Process Manager

GTM Business Process Manager

As the GTM Business Process Manager, your charter is to design scalable GTM processes, and canonical flows that bring system-level coherence to a complex, multi-system enterprise revenue ecosystem. Bridging GTM strategy, operations and AI systems, you will transform operational complexity into visual clarityusing service design and process visualization to model how human teams interact with autonomous AI agents. You will serve as the primary process designer and BRD writer for end-to-end seller workflows, establishing human-in-the-loop governance that drives measurable business outcomes. This position is an individual contributor role reporting to the Director, GTM Process & Systems Governance.

Responsibilities:

• Develop and design Process Architecture, focusing on end-to-end business design and structural integrity to re-engineer or reimagine business processes utilizing AI, and establish standards and frameworks for process design and maintenance
• Map, redesign, and maintain end-to-end canonical GTM and sales process flows and service blueprints (using Miro, Lucidchart, or similar enterprise mapping tools), aligning seller actions with back-stage AI agents to identify high-value opportunities where automation can reduce friction, accelerate cycle times, and improve rep productivity
• Design workflows for GTM motions including qualification, outreach sequencing, pipeline management, forecasting support, and post-sale handoffs
• Define operational checkpoints and governance frameworks visually, explicitly distinguishing full agentic automation from human-validated steps, to ensure system quality, rep trust, and clear handoff criteria
• Create and maintain key documentation including process flows, playbooks, RACIs, and developer-ready user stories/BRDs converting high-level AI capabilities into visual playbooks and interactive workflow blueprints for IT and stakeholders, keeping operational efficiency, ease of use, and effectiveness top of mind
• Facilitate process discovery workshops and decision-making sessions on proposed process initiatives, AI augmentation strategies, and agentic solutions, delivering executive-aligned visual narratives that translate complex AI architectures into clear, compelling transformation roadmaps for cross-functional leadership
• Collaborate across departments and effectively manage stakeholders and user groups to determine downstream impacts of process or system changes; provide leadership with project status updates, feedback, and reporting on key projects
• Establish metrics to monitor workflow adoption, identify operational bottlenecks, and continuously evaluate and iterate on deployed processes and agentic solutions using user feedback and business outcome data to maximize seller productivity and revenue acceleration
• Understand the GTM process architecture of key systems in the tool stack and formulate POVs on integration streamlining

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:

• BS/BA degree or equivalent in work experience
• 8+ years of experience in GTM Strategy & Operations, Business Process Re-engineering, Service Design, or Enterprise Process design
• Experience with GTM processes, systems, and tools (Salesforce, GTM ecosystems, sales engagement platforms)
• Experience in process mapping and redesign using structured methodologies (e.g., swimlane diagrams, value stream mapping)
• Experience designing new processes and driving projects to successful completion

Preferred:

• Strategic GTM Operations: Extensive background in Sales Strategy/Ops within high-growth SaaS environments, management consulting, or enterprise digital transformation
• AI & Automation Leadership: Hands-on experience mapping and deploying AI agents, LLM-driven automation, and sales intelligence bots within complex GTM ecosystems
• Technical & Design Expertise: Deep understanding of agentic orchestration, prompt engineering, and responsible AI principles, complemented by a strong service design foundation to bridge seller needs with technical infrastructure
• End-to-End Execution: Proven ability to articulate vision and lead projects from initial process discovery through successful AI deployment and adoption
• Influential Change Management: Highly adaptable to ambiguous, fast-paced environments with the ability to build consensus and influence stakeholders across all levels, from individual contributors to executives
• Builder Mindset: Intellectual curiosity and self-confidence, with a focus on experimenting with emerging AI tools and operationalizing them at scale
• Business requirements gathering mastery and experience in driving feedback loops
• Strong listener and out-of-the-box thinker in developing designs that incorporate current needs with future-design thinking
• Highly focused on business process efficiency through sound design and change management
• Driver mindset with high accountability

Wage Transparency:

Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.

Based on applicable legislation, the below details pay ranges in the following locations:

California: $132,700.00 - $206,800.00 base salary

This role is also eligible for the following:

• Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
• Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Global benefits provide options for the following:

• Paid Time Off: earned time off, as well as paid company holidays based on region
• Paid Parental Leave: take up to six months off with your child after birth, adoption or foster care placement
• Full Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employment
• Retirement Plans: select retirement and pension programs with potential for employer contributions
• Learning and Development: options for coaching, online courses and education reimbursements
• Compassionate Care Leave: paid time off following the loss of a loved one and other life-changing events

Work Authorization Notice: Please note that we do not provide visa sponsorship or immigration support for this position. Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

Life at DocuSign

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.

Applicant and Candidate Privacy Notice

States Not Eligible for Employment

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

EEO Statement

It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual