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About the Role

As a Sr. Enablement Business Partner for CBU in North America, you will partner closely with Commercial sales leaders, frontline managers, and cross-functional stakeholders to diagnose performance gaps, design targeted enablement programs, and reinforce critical selling behaviors. You will serve as the primary enablement partner for your assigned region/segment, helping shape the GTM enablement strategy in alignment with business priorities, OKRs, and the local needs of your stakeholders. In this role, you will own the strategic, end-to-end enablement plan and calendar for your supported teams. You will design, deliver, and measure enablement programs that accelerate talent development across products, segment/industry knowledge, and role-based competencies, ultimately driving stronger customer conversations and revenue growth.

Responsibilities

Partner with Commercial sales and other GTM leaders to understand strategic objectives, business priorities, and performance targets
Translate strategic objectives into quarterly enablement plans that address skill, process, and execution gaps
Collaborate with regional COMM leaders and frontline managers to identify specific team- and individual-level performance gaps
Analyze data from the sales tech stack (e.g., Gong, Salesforce) to identify trends and inform targeted, strategic enablement interventions
Demonstrate thought leadership by synthesizing business signals (e.g., pipeline health, conversion trends, segment performance, customer feedback) to surface performance gaps and learning opportunities
Build and execute customized enablement plans (where needed) tied to measurable performance outcomes, not just training completion
Coach frontline managers on how to drive, inspect, and reinforce performance within their teams
Serve as the primary enablement point of contact for the COMM teams you support
Design and deliver targeted training programs for COMM sales teams based on business needs and performance data
Facilitate live and virtual sessions, including workshops, deal clinics, role plays, and practice forums focused on core sales skills (e.g., discovery, negotiation, objection handling, value selling, adoption, and renewal)
Reinforce adoption of sales methodologies (e.g., MEDDICC), internal processes, and tools (e.g., Gong, Hub/ACE, Salesforce) that your stakeholders rely on to execute
Act as a strategic feedback loop to Enablement, Product, and GTM Operations by sharing actionable insights from the field
Recommend, iterate, and refine enablement programs (including onboarding) based on performance metrics, rep and manager feedback, and market or GTM changes
Partner with Enablement Operations and analytics teams to track the impact of enablement initiatives on key KPIs (e.g., win rate, pipeline coverage, deal velocity, product adoption)
Partner with the Global Enablement Program Manager for COMM, Product Marketing, Product, and GTM Operations to ensure GTM initiatives are supported with enablement programs that drive execution and adoption
Collaborate with the global enablement program manager to design enablement plans, prioritize content needs, and provide clear recommendations that inform content development
Work closely with fellow Enablement Business Partners to share best practices and ensure consistency in training and messaging across GTM functions
Ensure training and enablement assets are aligned to current product messaging, ICP and segment motions, and GTM strategies for the teams you support
Align with global enablement content, Product Marketing, and Ops teams to ensure enablement plans support launches, sales plays, and broader GTM campaigns

Requirements

Bachelor's degree in Business, Marketing, Sales, or a related field
8+ years of experience in Mid-Market Sales, Sales Enablement, Sales Strategy, or Sales Leadership
Experience delivering training - virtually or in person to a large group of stakeholders
Experience with COMM sales motions, including high-velocity and volume-based strategies to drive product adoption and consumption in a SaaS environment
Experience with COMM sales stages and methodologies (e.g., MEDDICC) and how to operationalize them through targeted enablement programs
Experience influencing Sales leaders and driving behavior change through enablement programs
Experience in enablement platform technologies including LMS such as Seismic as an example
Experience designing and executing enablement programs tied to sales KPIs (pipeline generation, lead-to-opportunity conversion, win rates, quota attainment)
Familiarity with performance coaching and behavior change strategies
Prior experience in B2B SaaS or tech environments, especially with complex, enterprise-level sales
Sales enablement, coaching, or training certifications (e.g., ATD, Challenger, MEDDIC)
Ability to analyze performance data to identify enablement gaps and recommend interventions
Experience leading cross-functional projects or mentoring junior team members
Excellent communication skills - both verbal and written
Applicants must already be authorized to work in the United States on a full-time, permanent basis without the need for current or future sponsorship.

Skills

Sales Enablement
Sales Strategy
Sales Leadership
Training Delivery
SaaS Sales
MEDDICC
Performance Coaching
B2B SaaS
Enterprise Sales
Communication Skills

Location

Hybrid

Work Type

Hybrid
Full-time

Experience Level

8+ years
Sr.

Education Level

Bachelor's degree

Salary/Compensations

California: $132,700.00 - $206,800.00 base salary
Washington, Maryland, New Jersey and New York (including NYC metro area): $126,500.00 - $182,500.00 base salary
Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.
Stock: This role is eligible to receive Restricted Stock Units (RSUs).

Benefits

Paid Time Off
Paid Parental Leave
Full Health Benefits Plans
Retirement Plans
Learning and Development
Compassionate Care Leave

About the Company

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).

Equal Opportunity

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.