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Director, Strategic Partnerships



Sales & Business Development
San Francisco, CA, USA
Posted on Thursday, May 16, 2024

Director, Strategic Partnerships

ID 2024-24452
US-CA-San Francisco
Business Development
Position Type

Company Overview

Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM).

What you'll do

We are seeking a seasoned and strategic leader to join our team as Director of Strategic Partnerships. In this pivotal role, you will be responsible for managing the global go-to-market partnership with one of Docusign’s most strategic partners, Salesforce. You will be responsible for implementing a comprehensive partnership strategy that expands Docusign's reach through Salesforce, unlocks new revenue streams, and fuels customer success. The ideal candidate will have extensive experience in building and handling strategic partnerships, with a strong focus on driving quantifiable revenue growth and enhancing market presence.

Finally, this leader will collaborate closely with executive leadership in Sales, Marketing, Customer Success, Product and Enablement to drive vision and strategy for the Salesforce Ecosystem globally.

This position is a people manager role reporting to the Vice President, Strategic Partnerships.


  • Lead day to day management of our largest strategic partnership through the development and execution of a comprehensive partnership strategy focused on using the Salesforce ecosystem to drive business growth and expand market reach
  • Manage a successful team of partnership professionals, providing mentorship and guidance to achieve individual and team goals
  • Track, analyze, and report on partnership performance metrics and KPIs to measure success and identify areas for improvement
  • Lead the identification, evaluation, and development of the strategic partnership that aligns Docusign's overall business objectives and go-to-market strategy with that of Salesforce
  • Build and maintain strong relationships with key partners at Salesforce, including executives, product managers, partner and sales teams.
  • Develop and supervise partnership programs that drive joint marketing initiatives, co-selling opportunities, co-innovation programs, product development alignment, and seamless customer integration
  • Collaborate closely with internal cross-functional teams, including Sales, Marketing, Product, and Customer Success, to ensure a cohesive partnership experience
  • Lead negotiations and contract discussions to establish mutually beneficial partnership agreements
  • Stay informed about industry trends, competitive landscape, and identify emerging partnership opportunities within the Salesforce ecosystem
  • Represent Docusign at Salesforce events and conferences, building brand awareness and fostering thought leadership within the partnership ecosystem
  • Direct the global partner management, partner enablement, and partner pipeline, and support the solution development, sales, and marketing required by the partnership
  • Lead development and approval of a joint business plan, support legal agreements, and gain commitment from cross-functional collaborators, and guide internal teams with access to product management, development, support and training resources from Salesforce
  • Contribute to the overall Docusign partner ecosystem growth with best practices, ideas and strategy development

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


  • 12+ years of experience in strategic partnerships, business development, or a related field, with a proven track record of success in building and managing high-value partnerships
  • Bachelor's degree in Business Administration, Marketing, or related field
  • Proven track record of building and managing strategic partnerships with Salesforce or other leading technology companies in business development, alliances and/or marketing
  • Deep cross-functional experience, blending sales, marketing, product and operations, and a well-honed ability to deal with multiple, competing demands and prioritize appropriately, as well as work effectively in matrices, with multiple departments and customers
  • In-depth understanding of the Salesforce ecosystem, including its products, solutions, and partner programs
  • Demonstrated ability to build and maintain strong relationships with senior executives and key decision-makers


  • Strong analytical and problem-solving skills with the ability to develop and implement data-driven partnership strategies
  • Excellent negotiation, communication, and interpersonal skills, with the ability to influence and collaborate effectively with internal and external collaborators.
  • Proven ability to lead, motivate and inspire a team, fostering a collaborative and results-oriented environment
  • Strategic problem solver with the ability to develop and implement long-term partnership strategies aligned with business objectives
  • Analytical approach with the ability to use data and insights to drive informed decision-making
  • Entrepreneurial spirit with a passion for innovation and driving results in a fast-paced environment
  • Experience managing and similar large scale partnership with Salesforce
  • Experience working for Salesforce strongly preferred
  • Experience in SI Partner Alliances
  • Direct experience as Partner Account Manager or equivalent
  • Excellent written communication skills, including capability to develop detailed GTM strategy plans
  • Autonomous, focused, hands-on, get-it-done mentality
  • Positive, upbeat and assertive personality
  • MBA
  • Experience in SAAS
  • Capacity to work on cross-functional projects

Wage Transparency

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

California: $195,500.00 - $315,775.00 base salary

This role is also eligible for bonus, equity and benefits.

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

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.


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 [email protected].

If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [email protected] 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 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.

EEO Know Your Rights poster


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