Sr. Director, Sales Strategy & Operations

Senior Director Of Emea Sales Strategy & Operations

The Senior Director of EMEA Sales Strategy & Operations is a critical leadership role responsible for driving regional performance, execution excellence, and strategic alignment across the EMEA theater. Reporting to the VP of Sales & Partner Strategy and Operations, you will act as a primary strategic advisor to the EMEA leadership team. This role bridges the gap between global strategy and regional execution, ensuring that global frameworks are localized effectively while maintaining high standards of operational rigor. You will lead a team to deliver actionable insights, optimize sales processes and drive predictable growth across diverse markets.

This position is a people manager role reporting to the Vice President, Sales and Partnerships Strategy & Operations.

Responsibility

• Serve as the primary strategic partner to the GVP of EMEA Sales and their cross-functional leadership team (CS, Solution Consulting, XDR, Marketing, etc)
• Translate executive GTM priorities into measurable, data-driven workstreams that guide the Strategy & Operations team's execution
• Lead the annual and quarterly planning cycles for EMEA, including strategy development, quota setting, territory design, and resource allocation, ensuring alignment with global HQ targets
• Develop executive-ready presentations and dashboards that clearly communicate performance drivers and business impact
• Identify and account for specific regional nuances across EMEA markets while ensuring adherence to global sales frameworks and standards
• Own the operating rhythm of the EMEA business, including weekly forecast calls, QBRs, OKR reviews and monthly business reviews
• Oversee the delivery of advanced analytics and reporting
• Translate complex data into executive-level narratives that drive decision-making
• Champion continuous improvement in GTM data quality, reporting standards, and operational workflows
• Drive continuous improvement in sales productivity by identifying bottlenecks in the sales cycle and implementing scalable solutions
• Partner with the Sales Process, Enablement and IT teams on rollout and adoption of GTM processes, methodologies (e.g., MEDDPICC), and systems (e.g., forecasting platforms)
• Partner with Finance, RevOps & Data teams to align GTM analytics with broader business priorities, ensuring consistency in forecasting, goal-setting, and reporting
• Connect the dots across EMEA functions (Marketing, SC, CS) to ensure a unified go-to-market approach
• Represent EMEA interests at the global level, influencing global strategy based on regional performance data and market trends
• Lead and mentor a high-performing team, overseeing the execution of critical workstreams including complex data modeling, CRM hygiene and territory optimization to ensure regional operational excellence

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. 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

• 15+ years of experience in Sales Operations, Business Operations, or Management Consulting, with at least 5 years in a senior leadership capacity within a high-growth SaaS environment
• Bachelor's degree in Business, Finance, Economics, or a related field
• Experience leading teams (5+) of professionals, focusing on mentorship, career development, and high-quality output on complex deliverables
• Experience managing operations across diverse EMEA markets, accounting for local nuances while driving global alignment
• Experience with Salesforce, Tableau, and SQL with ability to synthesize complex data into intuitive, executive-ready dashboards and actionable narratives
• Experience leading cross-functional initiatives (Finance, Marketing, CS) that balance high-level strategic priorities with hands-on execution

Preferred

• Master of Business Administration (MBA)
• Ability to influence Senior VPs and C-suite executives independently, acting as a trusted advisor to the GVP of EMEA
• Exceptional verbal and written communication skills, with the ability to simplify complex concepts for executive audiences and influence diverse stakeholders
• Ability to translate corporate-level strategy into a localized regional vision and measurable workstreams
• Demonstrated track record leading geographically dispersed teams
• Track record of success in leading large-scale, strategic initiatives
• Experience navigating a fast-paced environment with competing priorities
• Highly results-driven, self-motivated, and capable of working independently
• Demonstrated ability to inspire, coach, and motivate teams to achieve stretch goals
• Excellent quantitative skills and strong intellectual curiosity

Life At DocuSign

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.

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