Job Description

Overview

Director, GTM Enablement Business Partners for NA and LATAM. This role leads a team of GTM Enablement Business Partners and Trainers to drive sales effectiveness and performance for GTM teams in North America and Latin America. Reports to the Vice President, GTM Enablement.

Responsibilities

• Define and deliver regional or segment-level enablement strategy aligned with GTM leadership priorities
• Translate executive business goals (pipeline, ACV growth, churn reduction) into performance-focused enablement plans
• Lead quarterly/annual business reviews with GTM leadership to show enablements impact
• Lead, coach, and develop a high-performing team of GTM Enablement Business Partners in North America and LATAM
• Set team and individual goals and establish processes to ensure alignment with global standards
• Act as a player-coach when needed, especially for GTM stakeholders who do not have an assigned GTM Performance Partner
• Routinely interact with and effectively influence cross-functional partners and stakeholders
• Ensure the consistent achievement of team goals and objectives on time, within budget, and to the highest quality
• Hire, develop, and retain diverse top talent for your team
• Act as the primary point of contact for GVPs/Regional GTM Leadership and escalate issues from the field to global enablement leadership
• Influence GTM leadership agendas by surfacing performance insights and recommending changes to process, methodology, or resourcing
• Ensure your team is closely aligned with leadership priorities and represents those priorities to the broader GTM Enablement team
• 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 that aligns with the business goals of stakeholders on a quarterly basis
• Plan and prepare to deliver a quarterly business review to the regional GTM leadership teams
• Ensure your GTM Enablement Business Partners contribute to the strategic plan and that the performance gaps of their respective teams are captured
• Guide your team in using data, feedback, and field insights to identify skill, process, behavior, or product knowledge gaps
• Ensure program recommendations align with key business metrics like pipeline coverage, conversion rates, deal size, and quota attainment
• Oversee the creation of performance improvement plans by your team, ensuring they clearly identify problems, necessary training, and content dependencies
• Oversee the delivery of field training to GTM stakeholders
• Collaborate with Enablement content leaders to ensure consistency between global programs and local delivery
• Help standardize frameworks for global enablement programs
• Track and report on the impact of enablement using key performance indicators and GTM performance metrics
• Collect insights from your team to inform global enablement programs, content, and internal tools
• Lead retrospectives and post-mortem analyses to assess the effectiveness of interventions and programs
• Seek and provide real-time feedback on the training delivered by your team
• Create and promote a culture of learning, accountability, and data-driven decision-making

What you bring

Basic

• 12+ years of experience in Sales Enablement, Sales Leadership, or GTM roles within B2B SaaS or tech companies with a Bachelors degree; or 12 years and a Masters degree; or a PhD with 8 years experience; or equivalent experience
• Strong grasp of B2B sales processes, sales methodologies (e.g., MEDDICC, Challenger), and sales performance metrics
• Experience with Salesforce.com, Microsoft Word, PowerPoint and Excel
• Experience with Google Suite

Preferred

• Sets team and individual team member objectives and goals by cascading functional objectives and goals to ensure alignment
• Accountable to ensure consistent achievement of own and team's goals and objectives on-time, within-budget, and to the highest quality
• Delivers projects or work that enable the function to achieve its goals
• Interacts with cross-functional partners and stakeholders and effectively influences with or without authority
• Effectively hires, develops, and retains diverse top talent
• Proven ability to coach, manage, and scale distributed enablement teams
• Exceptional communication, stakeholder management, and cross-functional collaboration skills
• 5+ 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 (Mindtickle, Highspot, Gong, Seismic) and CRM/reporting tools (Salesforce, Clari, Tableau)
• Familiarity with customer success or marketing enablement in addition to sales

Wage Transparency

Pay for this position is based on location and knowledge/experience; ranges are provided where applicable by location in the original posting.

Benefits

• Paid Time Off, paid company holidays based on region
• Paid Parental Leave
• Full Health Benefits Plans
• Retirement Plans
• Learning and Development assistance
• Compassionate Care Leave

EEO and Privacy

Equal Opportunity Employer. Docusign is committed to equal opportunity in employment and compliant with applicable law. If you need accommodation during the application process, contact accommodations@docusign.com.

Job Details

• Seniority level: Director
• Employment type: Contract
• Job function: Business Development and Sales
• Industries: Software Development

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