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Salary: USD 82,958 - 113,174 / annual
DocuSign is seeking a Prospecting Science Innovation Adoption Specialist to drive adoption of AI-powered sales agents across the organization. This is an individual contributor role within the GTM Innovation, Tools & Capabilities team, focused on bridging the gap between product development and field adoption.
You will own the activation layer for the Prospecting Science program—a global initiative spanning 4 regions, 12 languages, and all customer segments. Your core responsibilities include:
• Design and execute activation campaigns for experiments moving to Scale stage, from awareness through proficiency
• Define what "adopted" means for each workflow, including quality usage behaviors and measurement signals
• Partner with Operations and analytics to instrument reporting and track adoption curves, usage quality, override patterns, and productivity shifts on a weekly basis
• Diagnose resistance patterns by interviewing reps and analyzing usage data; design interventions when agents are bypassed or misused
• Design and deliver enablement experiences combining quick-start guides, practical labs, video walkthroughs, office hours, manager/peer champion programs, and "day in the life" demos
• Maintain an activation calendar aligned with the build roadmap so field teams can prepare
• Build structured feedback loops capturing quality issues, improvement ideas, and wins; translate field input into clear requirements for the build team
• Partner with Regional Sr. Managers to localize activation for different markets, languages, and seller profiles
• Contribute activation readiness assessments at bi-weekly Operating Leadership forums
• Track and report on productivity shifts from rep-led to agent-assisted workflows, making progress visible and celebrated
This role requires strong cross-functional collaboration with engineering, product, operations, and frontline managers. You'll work across time zones and multiple markets, translating field needs into structured requirements while learning about underlying systems.
REQUIREMENTS:
Basic (Required):
• 3+ years in sales enablement, change management, product adoption, or learning & development in a B2B SaaS environment
• Experience driving adoption of new tools or workflows among sales teams
• Experience with AI/automation tools
Preferred:
• Experience supporting or leading Sales Development teams (SDR, BDR, MDR, inside sales, or related revenue roles)
• Familiarity with common Sales Dev and enablement tools (Salesforce, Outreach, Gong, LinkedIn Sales Navigator, ZoomInfo, Seismic)
• Experience planning pilot → learn → iterate → scale programs, including launch criteria, feedback loops, retrospectives, and readiness assessments
• Experience working across regions and time zones, tailoring approaches to different markets or segments
• Comfort collaborating with technical stakeholders and translating field needs into structured requirements
• Strong learning-design and content creation skills (video, one-pagers, structured training)
• Data fluency and quantitative adoption measurement
• Empathy for sellers and understanding adoption as an emotional journey
• Excellent cross-functional communication
