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DocuSign is seeking a GTM Process Manager to design and optimize scalable go-to-market processes across a complex, multi-system enterprise revenue ecosystem. This individual contributor role reports to the Director of GTM Process & Systems Governance and bridges GTM strategy, operations, and AI systems to transform operational complexity into visual clarity.
Key responsibilities include:
• Develop and design process architecture focused on end-to-end business design, leveraging AI to re-engineer and reimagine business processes while establishing standards and frameworks for process design and maintenance.
• Map, redesign, and maintain canonical GTM and sales process flows using enterprise mapping tools (Miro, Lucidchart, etc.), aligning seller actions with back-stage AI agents to identify automation opportunities that reduce friction and accelerate cycle times.
• Design workflows for GTM motions including qualification, outreach sequencing, pipeline management, forecasting support, and post-sale handoffs.
• Define operational checkpoints and governance frameworks that distinguish full agentic automation from human-validated steps, ensuring system quality and clear handoff criteria.
• Create and maintain comprehensive documentation including process flows, playbooks, RACIs, and developer-ready user stories/BRDs, converting AI capabilities into visual playbooks for IT and stakeholders.
• Facilitate process discovery workshops and decision-making sessions on process initiatives and AI augmentation strategies, delivering executive-aligned visual narratives that translate complex AI architectures into clear transformation roadmaps.
• Collaborate across departments to determine downstream impacts of process or system changes, providing leadership with project status updates and reporting.
• Establish metrics to monitor workflow adoption, identify bottlenecks, and continuously iterate on deployed processes using user feedback and business outcome data.
• Understand the GTM process architecture of key systems in the tool stack and formulate perspectives on integration streamlining.
Required qualifications: BS/BA degree or equivalent work experience; 8+ years in GTM Strategy & Operations, Business Process Re-engineering, Service Design, or Enterprise Process Design; experience with GTM processes, systems, and tools (Salesforce, sales engagement platforms); proficiency in process mapping and redesign using structured methodologies (swimlane diagrams, value stream mapping); proven ability to design new processes and drive projects to completion.
Preferred qualifications include extensive background in Sales Strategy/Ops within high-growth SaaS, management consulting, or enterprise digital transformation; hands-on experience mapping and deploying AI agents and LLM-driven automation within GTM ecosystems; deep understanding of agentic orchestration and service design; proven ability to lead projects from discovery through AI deployment and adoption; strong change management and stakeholder influence skills; builder mindset with intellectual curiosity about emerging AI tools; and mastery of business requirements gathering.
