Territory Operations Manager

Company Overview

What You'll Do

As a Territory Operations Manager, you will play a crucial role in shaping and optimizing our global sales territory strategy. You will be responsible for designing, implementing, and continuously improving how we allocate and manage sales territories across all go-to-market teams. Your efforts will directly impact sales effectiveness, ensuring that territories are distributed fairly and strategically to support our growth goals. This position offers the opportunity to collaborate with cross-functional teams, leverage data-driven insights, and drive operational excellence in a fast-paced, high-growth environment.

This position is an individual contributor reporting to the Sr Manager, Territory Operations.

• Oversee the end-to-end territory planning process, ensuring alignment with company objectives and market opportunities

• Build and maintain the data infrastructure and logic required for effective territory assignment and management

• Work closely with go-to-market and sales leaders to coordinate territory strategies and optimize resource distribution

• Collaborate with teams across Sales Strategy, Customer Success, Quota, and Compensation to streamline processes and implement best practices

• Deliver regular analysis and reports on territory performance, identifying trends and areas for improvement

• Lead change management efforts related to territory adjustments, ensuring clear communication and minimal disruption for sales teams

• Influence effectively without authority at varying organizational levels in and outside assigned function

• Act as a trusted advisor to stakeholders, as evidenced through their feedback

• Challenge stakeholders and partners when needed diplomatically , without compromising relationships, timing, and deliverables

• Use advanced EQ to cultivate and strengthen work relationships

• Act as a strong team player who does the right thing for the business and the team

• Influence improvements in functional and cross-functional deliverables and ways of working

Job Designation

What You Bring

• 8+ years of experience in Sales Operations/Sales Strategy within a high-growth SaaS company

• Have wide-ranging experience; uses professional concepts and company objectives to resolve complex issues in creative and effective ways

• Experience working on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors

• Hands-on experience in territory planning, account segmentation, or book management

• Advanced skills in SQL for data analysis and experience with business intelligence platforms such as Tableau, Looker, or PowerBI

• Proven track record in program or project management, with a focus on organization, process optimization, and attention to detail

• Practical experience with AI tools and automation, including workflow design and performance measurement

• Exceptional communication skills, with the ability to clearly convey complex concepts to both technical and non-technical audiences

• Demonstrated success in leading organizational change and uniting cross-functional teams around new initiatives and processes

• Strong problem-solving abilities, with a talent for quickly assessing new situations, identifying opportunities for improvement, and designing scalable solutions

• Able to effectively advise less experienced team members in their work

• Acts as a coach and mentor to other team members

• Able to develop other team members' capabilities

• Consistently does their part to drive an inclusive culture

• A strong ability to execute and a keen eye for operational detail

• Strong analytical abilities and familiarity with CRM systems, particularly Salesforce, as well as proficiency in Google Sheets or Excel

Life At Docusign

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