New Director, Business Development

San Francisco, CA, United States Posted 4 days ago
Main Location
San Francisco, CA, United States
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As a Senior Manager of Business Development, you will drive engagement with our strategic business partners as a member of the North America Business Development team, and will manage the Business Development partner team that aligns to our Commercial segment in this role. The ideal candidate must have strong business development experience building and driving business partner relationships; demonstrated experience managing and motivating a team to achieve targets; and proven success in close alignment with Sales teams to generate revenue. You will create strategies and execute GTM activities with our most important partners with a focus on pipeline development and revenue generation. This is a great opportunity for a Business Development / Alliances professional to drive a growing team, or a Sales manager looking to move into a Business Development role working with partners. This is a revenue-generating team, and the ideal candidate will have a track record of hitting and exceeding targets.

This position is a People Manager position and reports to the Senior Director NA Business Development and Channels.


  • Develop and manage relationships with key partners
  • Negotiate partner agreements
  • Drive revenue through and with partner teams committed to DocuSign business lines
  • Identify strategic imperatives for partner success for the Commercial segment across North America
  • Oversee a team of Business Development people
  • Coach and develop team members to advance their capabilities and careers
  • Create annual partner GTM plans with Sales Management
  • Work with Commercial Sales teams to generate revenue through partner channels
  • Forecast monthly, quarterly, and annual revenue through partners
  • Work cross functionally to execute GTM activities with partners
  • Act as the primary point of contact for your partners internally and externally
  • Travel up to 30% of time required

Basic Qualifications

  • A BA/BS degree
  • At least 5-7 years of experience in a SaaS company in Business Development, Alliances or Channel role

Preferred Qualifications

  • Experience managing and developing a team
  • Execution-focused and able to think strategically
  • Excellent problem-solving skills
  • Strong communication skills, both verbal and written, with strength in presentation to senior client and partner leadership
  • Self-starter with effective time management skills
  • Ability to work in a fast-paced changing environment
  • Team player who can collaborate across the org with various departments
  • MBA or Master’s degree a plus
  • Previous experience with ISV, OEM, License, Consulting, Solution Provider, or Channel partners
  • Track record of exceeding quota targets
  • Proven ability to influence senior leadership
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