Pricing Strategy Director, Enterprise

Company Overview
DocuSign helps organizations connect and automate how they agree. Our flagship product, eSignature, is the world's #1 way to sign electronically on practically any device, from virtually anywhere, at any time. Today, more than a million customers and a billion users in over 180 countries use DocuSign to accelerate the process of doing business and simplify people's lives.
What you'll do
We are seeking a Pricing Strategy Director to own the development of pricing and packaging strategies for our global product portfolio in order to drive reach and revenue growth within the Enterprise segment.
In this role, you will be responsible for enabling our executive team to make key strategic decisions to help drive customer penetration and expansion within our Enterprise install base, as well as acquire additional Enterprise customers onto the DocuSign platform.
You will create a clear, insightful fact base that highlights strategic implications of your analyses for offering across the DocuSign product portfolio. You will work with executives across the organization to drive business impact, collaborating extensively with Enterprise Sales, Product Management, Product and Partner Marketing, Market Intelligence, and Finance teams.
This position is an individual contributor role reporting to the Director, Pricing Strategy.
Responsibility

• Own pricing and packaging for the Enterprise including framing strategic considerations, creating potential solutions, analyzing options, collaborating with senior executives, incorporating industry learnings, and driving towards a decision
• Develop deep understanding of Enterprise customer needs, strategies to create customer value, and tactics to highlight competitive differentiation through packaging and pricing
• Collaborate closely with Enterprise Account Teams and Deal Desk to drive revenue growth through proactive strategies that incentivize organization-wide adoption and an easier enterprise buying motion
• Understand sales dynamics, incentives, and opportunities, selling value and negotiating strategies
• Analyze data, research, and reports to develop key business insights about our customers, sales motion, product attach rates, and opportunities to create more customer value
• Conduct customer research to inform our go to market strategies and investments for the business and product roadmap
• Develop an understanding of DocuSign's global product portfolio, including how products work, value proposition they deliver, their key target audiences and use cases
• Create, lead, manage, and measure Pricing Strategy initiatives in close partnership with Enterprise Sales to understand the business impact and develop strategies to improve those results

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

• Minimum 12+ years related business experience with a Bachelor's Degree or minimum 8 years related experience with a Master's Degree, driving projects in cross-functional, matrixed environments
• Minimum 5+ years experience in a technology SaaS company/product suite
• Demonstrated ability to work on cross-functional projects
• Proven ability to influence senior leadership

Preferred

• 2+ years of sales experience in B2B SaaS
• Experience selling value and understand negotiating strategies

Wage Transparency
Based on applicable legislation, the below details pay ranges in the following locations:
California: $146,800 - $235,025 base salary
Illinois: $139,800 - $197,400 base salary
Washington: $139,800 - $207,325 base salary
This role is also eligible for bonus, equity and benefits.
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

Life at DocuSign
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 provides reasonable accommodations for qualified individuals with disabilities in job application procedures. If you need such an accommodation, including if you need accommodation to properly utilize our online system, you may contact us at accommodations@docusign.com.
If you experience any technical difficulties or issues during the application process, or with our interview tools, please reach out to us at taops@docusign.com for assistance.
Applicant and Candidate Privacy Notice
States Not Eligible for Employment
This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming.
EEO Statement
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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