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).

As a Director of Packaging and Pricing, you will lead and develop a specialized team dedicated to refining and driving monetization and pricing strategies for our Self Service & Partner channels, as well as be responsible for DocuSign's comprehensive pricing operations, pricing insights, and pricing sales readiness initiatives.

In this pivotal role, you will engage with executives across the company, maximizing your expertise to drive growth. Your collaboration with the Product Led Growth team, Partner team, and Finance teams will be instrumental in optimizing DocuSign's pricing strategies.

As the manager of a dedicated team of professionals, your leadership will extend across various functions, fostering a collaborative space that aligns with our company goals and values.

This position is a people manager role reporting to the VP, Pricing & Market Strategy.

Responsibility

• Develop and execute comprehensive pricing strategies for our self-service and partner channels, including ISVs, Resellers, and Strategic Partners, to drive business growth
• Gain a deep understanding of Self Services & Partner customer needs, identifying strategies to create customer value, and tactics to differentiate competitively through innovative packaging and pricing
• Conduct detailed pricing analysis to stay ahead of market trends, understand customer behavior, and navigate the competitive landscape
• Collaborate closely with the Product Led Growth Team, Partner Team, and Finance teams to implement proactive strategies that encourage organization-wide adoption and facilitate enterprise transactions
• Manage DocuSign's Pricing Committee processes, ensuring strategic alignment and efficiency
• Partner with finance and IT to introduce new SKUs and commerce updates, unlocking new monetization opportunities
• Equip and train sales teams to optimally communicate and implement pricing strategies
• Monitor and evaluate the effectiveness of pricing strategies continuously, adjusting as needed to increase profitability and market share
• Provide thought leadership and insights on best practices and innovative ways

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.

Basic

• 5+ years experience in a technology SaaS company or product suite in strategy, pricing and packaging, monetization, or product marketing roles

Preferred

• 12+ years related business experience with a Bachelor's Degree or 8+ years related experience with a Master's Degree, in marketing, business strategy, pricing, or other related functional experience
• 2+ years of people management experience
• Proven ability to lead cross-functional projects and excel in ambiguous environments
• Excellent communication and leadership skills to influence senior leadership
• A proven track record of working across diverse team members to define and implement critical initiatives
• Strategic thinking with a bias for action and execution excellence
• Passion for coaching, mentoring, and developing people

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

California: $165,800.00 - $265,625.00 base salary

Washington: $157,900.00 - $234,275.00 base salary

This role is also eligible for bonus, equity and .

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

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.

Accommodation

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 .

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

This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.

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.

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