Manager, Enablement Business Partners

Manager, Enablement Business Partners (APJ) at Docusign. Lead a team of GTM Enablement professionals focused on driving sales effectiveness and performance outcomes across our go-to-market teams in the APJ region. This role manages embedded partners who collaborate with sales, presales, customer success and other customer-facing leaders to create an enablement strategy and action plan, including identifying training and enablement needs, analyzing performance gaps, designing targeted interventions, delivering training, and measuring results to ensure desired outcomes. You will serve as the main point of contact and business partner to the Global VP for the region and become part of their leadership team, helping ensure Enablement is part of the GTM strategy.

As a Manager of Enablement Business Partners, you will lead a team of GTM Enablement professionals focused on driving sales effectiveness and performance outcomes across our go-to-market teams in the APJ region. This role will manage a team of embedded partners who collaborate directly with sales, presales, customer success and other customer-facing leaders to create an enablement strategy and action plan including but not limited to identifying training & enablement needs, analyze performance gaps, design targeted interventions, deliver the necessary training and measure results to ensure desired outcomes are achieved. You will serve as the main point of contact and business partner to the Global VP for the region and become an integral part of their leadership team, helping ensure Enablement is part of their GTM strategy. You'll be responsible for overseeing the training and enablement strategy and execution, scaling best practices, coaching your team to success, and aligning closely with senior sales and GTM stakeholders in region. This position is a people manager role reporting to VP, GTM Enablement.

Responsibilities

• Lead, coach and develop a high-performing team of GTM Enablement Business Partners aligned to the GTM functions we support including but not limited to sales, presales, customer success and partner teams
• Establish team and individual goals as well as processes or guidelines to ensure alignment with global standards for each GTM team and consistent delivery and business impact
• Act as a player-coach where needed, specifically for GTM stakeholders with no GTM Enablement Business Partner assigned
• Build a trusted relationship with the Global Vice President in APJ along with regional sales, presales, customer success and partner leadership teams and serve as their main point of contact for all GTM enablement in the region
• Ensure the team is aligned with leadership priorities and represents those priorities to the broader GTM Enablement team, especially content teams
• Act as an escalation and alignment point between GTM Enablement Business Partners and global GTM Enablement leadership
• Develop and deliver a strategic, performance-based enablement plan aligned to business goals on a quarterly basis
• Plan and prepare quarterly business reviews to GTM leadership teams in region
• Ensure GTM Enablement Business Partners provide input into strategic plans and capture performance gaps
• Use data, feedback, and field insights to identify skill, process, behavior or product knowledge gaps in stakeholders
• Make recommendations for programs to intervene aligned with key business metrics (e.g., pipeline coverage, conversion rates, deal size, quota attainment)
• Oversee creation of performance improvement plans to address gaps, ensuring problems, training, content dependencies are clearly identified
• Oversee delivery of field training to GTM stakeholders; Performance Partners will deliver training and enablement
• Collaborate with Global Program Managers to ensure consistency between global programs and local delivery
• Help standardize frameworks for global enablement programs
• Track and report on impact using enablement KPIs and GTM performance metrics
• Collect insights to inform global enablement programs, content, sales or success processes and internal tools
• Lead retrospectives and post-mortems to assess intervention effectiveness
• Provide real-time feedback on training
• Create and promote a culture of learning, accountability, and data-driven decision making
• Set team and individual objectives by cascading functional goals
• Determine team structures and approaches to work
• Ensure consistent achievement of goals on-time, within budget, and to high quality
• Deliver projects or work that enable the function to achieve strategic and operational goals
• Interact with cross-functional partners and stakeholders and influence with or without authority
• Hire, develop, and retain diverse top talent

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

• 8+ years of experience in Sales Enablement, Sales Leadership, or GTM roles within B2B SaaS or tech companies
• Strong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metrics
• Proven ability to coach, manage, and scale distributed enablement teams
• Experience with Salesforce.com, Microsoft Word, PowerPoint and Excel
• Experience with Google Suite

Preferred

• 2+ years of people leadership experience (managing enablement or customer-facing GTM team)
• Experience with sales performance consulting, coaching, or embedded enablement models
• Proficiency with enablement platforms and CRM/reporting tools (Mindtickle, Highspot, Gong, Seismic; Salesforce, Clari, Tableau)
• Familiarity with customer success or marketing enablement in addition to sales
• Exceptional communication, stakeholder management, and cross-functional collaboration skills

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.

Applicant and Candidate Privacy Notice

• Director

• Full-time

• Other

• Software Development