Manager, Enterprise Market Development

Job Description

Manager, Enterprise Market Development
Sales & Business Development | San Francisco, CA

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

Our agreement with employees
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. And for that, you’ll be loved by us, our customers, and the world in which we live.

The team Our Sales & Business Development teams collaborate with customers and partners across the globe to help them leverage the DocuSign Agreement Cloud to transform the entire system of agreement process—from preparing to signing, acting on, and managing contracts and other types of agreements. Our team partners with some of the largest, most innovative companies in the world in dozens of industries to bring the power of DocuSign to more customers. Whether you are selling to a small business or a large enterprise, you will apply your extensive knowledge of our solutions, and leverage our strategic partnerships to help our customers grow their top and bottom line.

This position
The Manager, Enterprise Market Development has demonstrated the ability to manage and motivate a team of Market Development Representatives (MDRs) to achieve individual opportunity generation quotas. They also possess previous experience to measure, monitor and hold MDRs accountable for their activities and results as well as lead by example. The Manager, Market Development will lead MDRs to improve cold calling, qualification and discovery calls, prospecting sequences, appointment setting, follow up, organization, and overall prospecting effectiveness. The individual will work with the Senior Manager of Market Development to recommend efficiencies and process changes affecting multiple teams within the department. This Manager will mentor each MDR individually while also building a strong, cohesive, collaborative team that is responsible for supplying qualified leads to DocuSign Account Executives.

This position is a people manager role reporting to the Director (or Senior Manager) of Market Development and is designated Flex.

Responsibilities

• Lead and motivate a team of MDRs to achieve individual opportunity generation quotas
• Measure, monitor and hold MDRs accountable for their activities and results as well as lead by example
• Lead the MDRs to improve calling, qualification and discovery calls, prospecting sequences, appointment setting, follow up, organization, and overall prospecting effectiveness
• Work with the leader of the Market Development team to increase efficiencies and processes that affect multiple teams within the department
• Mentor each MDR individually while also building a strong, cohesive, collaborative team that is responsible for supplying qualified leads to DocuSign Account Executives

Basic qualifications

• BA/BS or equivalent experience
• 1-2 years of management or supervisory experience with specific experience in selling software in a similar SaaS based company OR 3+ years prior experience selling software in a quota-carrying role

Preferred qualifications

• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, and closing new business as well as and not limited to growing an existing install base
• Prior experience developing and maintaining business, sales, and vertical market plans as well as negotiating and closing complex deals
• Track record of building, coaching and enabling a rapidly growing team
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships key
• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve
• Strong verbal and written communication skills which includes excellent reporting (CRM) and forecasting skills

About us
DocuSign helps organizations connect and automate how they prepare, sign, act on and manage agreements. As part of the DocuSign Agreement Cloud, DocuSign offers eSignature, the world's #1 way to sign electronically on practically any device, from almost anywhere, at any time. Today, over a million customers and more than a billion users in over 180 countries use the DocuSign Agreement Cloud to accelerate the process of doing business and simplify people's lives. And we help save the world’s forests and embrace environmental sustainability.

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 orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.

Accommodations
DocuSign provides reasonable accommodations for qualified individuals with disabilities in job application procedures, including if you have any difficulty using our online system. If you need such an accommodation, you may contact us at [email protected].

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