Senior GTM Operations Analyst

Company Overview Docusign brings agreements to life. More than 1.8 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 the Docusign AI-native IAM platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). What you'll do As a Senior GTM Operations Analyst, you will leverage data, analytical tools, and Al to investigate complex GTM operational issues, uncover insights, and recommend resolutions that improve sales execution and support annual planning. You will develop a strong understanding of GTM strategy, bookings frameworks, sales compensation, quota, and opportunity crediting to analyze exceptions, identify root causes, and deliver accurate, data-driven recommendations and solutions. A key focus of this role is resolving complex GTM and Sales Operations exceptions by analyzing sales, post-sales, opportunity, quota, and compensation data. You will use analytical methods, including Al-assisted analysis, to evaluate scenarios, summarize findings, and develop recommendations that improve accuracy, ensure consistent application of established guidelines, and reduce manual effort. You will also identify opportunities to simplify and selectively automate repeatable analytical workflows where appropriate. This position is an individual contributor role reporting to the Sr. Director, Sales Operations. Responsibility Investigate complex GTM and Sales Operations exceptions involving opportunity credit, quota, compensation, and related operational scenarios. Analyze relevant data and business context to identify root causes, evaluate alternatives, and recommend clear, well-supported resolutions Leverage data from sources such as Snowflake, Tableau, Salesforce, and Oracle, along with analytical tools such as spreadsheets, Python, and Al solutions, to examine complex scenarios, validate findings, summarize issues, and develop actionable recommendations Apply Al and emerging technologies to enhance analytical workflows, accelerate investigations, synthesize complex information, and reduce repetitive manual effort. Identify suitable opportunities for automation based on business value, feasibility, and the need for accuracy and human judgment Apply bookings frameworks, quota structures, and sales compensation metrics to develop analyses and capacity models that support annual planning, resource allocation, and GTM decision-making Investigate cross-system operational challenges, identify recurring issues and underlying causes, and recommend scalable solutions that improve data accuracy, reduce field friction, and prevent repeat exceptions Partner with GTM leadership and stakeholders across FP&A, Revenue Operations, HR, Sales Compensation, Field Leadership, and Strategy to understand business context, validate assumptions, and align on data-driven recommendations and resolutions Job Designation 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. What you bring Basic 8+ years of experience in Sales Operations, GTM Operations, Sales Strategy, Consulting, or related Strategy & Operations roles Bachelor's degree or equivalent practical experience Experience investigating and resolving complex GTM operational exceptions involving opportunity credit, quota, sales compensation, or related processes, including reconciling data across systems and developing well-supported resolutions Experience with analytical tools such as Excel or Google Sheets, with experience working with data from enterprise systems such as Snowflake, Salesforce, or Oracle Experience with SaaS business models, GTM principles, bookings frameworks, quota structures, and sales compensation Experience leveraging Al or emerging technologies to analyze data, synthesize findings, or improve operational efficiency Experience managing complex assignments independently, prioritize competing demands, and maintain accountability for analytical quality, execution, and business outcomes Experience collaborating effectively across functions and adapt in fast-paced environments where priorities evolve and solutions are not fully defined Preferred Experience in B2B SaaS within a global or complex, matrixed organization Experience using SQL, Python, or similar analytical tools to investigate complex scenarios, reconcile data, and develop repeatable analytical solutions Experience with Tableau or other business intelligence and data visualization tools Experience applying Al to develop repeatable analytical workflows or streamline complex, recurring processes Experience supporting annual GTM planning, quota and capacity modeling, sales compensation analysis, or opportunity crediting Experience identifying recurring operational exceptions and recommending process improvements, controls, or targeted automation to prevent rework and improve accuracy Experience leading cross-functional improvements or implementing changes that affect multiple teams, business processes, or systems Experience partnering with senior stakeholders across GTM Operations, FP&A, Sales Compensation, HR, Field Leadership, and Strategy to resolve complex bus