Sr. Monetization Strategy Specialist

Company Overview

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).

What you'll do

As a Sr. Monetization Strategy Specialist focused on Partners and Developers, you will be responsible for developing business model and monetization strategies to support and accelerate the company's growth via the partner channel and with developers. You will work to define and optimize business models to grow the adoption of Docusign's portfolio of products and services through partners such as resellers, independent software vendors (ISVs), systems integrators and corporate developers. Your collaboration with Product, Finance, Partner Strategy and Go-to-market teams will be instrumental in creating and implementing successful pricing strategies. The role involves a combination of critical thinking, data analysis, and market research.

This is a unique opportunity for a highly driven individual with diverse skills that spans strategic thinking, product marketing/management, execution, analytical problem solving, and storytelling. You must excel at working with multiple teams to ensure alignment on strategy and drive decision making to help turn concepts into a reality. Comfort with ambiguity, ability to structure and drive projects end to end, and extensive experience working iteratively in a fast-paced environment are a must. In-depth knowledge of different SaaS partner channels and associated business models, and familiarity with channel margin structures, incentives and go-to-market strategies will be critical to being successful in this role.

This position is an individual contributor role reporting to the Director, Monetization Strategy.

Responsibility

• Develop and implement comprehensive business model and monetization strategies to drive business growth via partner channels and developers.

• Develop and refine unique channel-specific packaging and pricing approaches

• Gain a deep understanding of needs of different partner types, and identify strategies and incentives to build value across the channel

• Conduct detailed analysis to stay ahead of market trends, understand customer and partner behavior, and navigate the competitive landscape

• Partner closely with Finance, Partner Strategy and Go-to-Market teams to implement packaging and pricing strategies

• Monitor and evaluate the effectiveness of strategies, adjusting as needed to achieve desired results

• Apply primary and secondary research on customer/market trends and benchmarks, supported by industry knowledge and expertise, in order to develop and maintain competitive, best-in-class offerings and programs

• Provide thought leadership and insights on packaging and pricing best practices and innovative approaches.

• Collaborate with Marketing and Sales Enablement teams to develop relevant program collateral for new services offerings, for both internal and external use

• Communicate strategies to relevant partners and executives

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 in management consulting, strategy, pricing, finance, product management or product marketing roles

• Bachelor's degree

• 3+ years monetization strategy or pricing experience for technology/SaaS products

Preferred

• Strong understanding of B2B SaaS business models and go-to-market strategies

• In-depth understanding of channel strategies, business models and incentives

• Ability to think strategically and creatively to solve complex problems

• Analytical skills with the ability to interpret complex data and make data-driven decisions

• Expertise in qualitative and quantitative pricing research techniques

• Strong track record of leading cross-functional projects across diverse collaborators to define and implement pivotal initiatives

• Excellent verbal and written communication skills to influence senior leadership

Wage Transparency

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

California: $134,900.00 - $216,975.00 base salary

Illinois: $129,000.00 - $182,250.00 base salary

Washington: $129,000.00 - $190,550.00 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 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 accommodations@docusign.com.

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

Equal Opportunity Employer

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.

EEO Know Your Rights poster

#LI-Hybrid