Sr. Director, ABM

Responsibilities

• Define and execute Docusign’s global ABM strategy, aligned to enterprise sales priorities, go-to-market segmentation, strategic account objectives, and revenue growth
• Build and operationalize a comprehensive ABM framework across four distinct motions
• 1:1 Strategic ABM: Highly personalized, account-specific strategies for Docusign’s largest and most strategically important enterprise customers and prospects
• 1:Few Cluster ABM: Targeted programs for groups of accounts with shared industry priorities, business challenges, buying signals, or growth opportunities
• Strategic Pursuit ABM: Opportunity-specific programs supporting high-value deals, competitive displacement, buying committee engagement, and deal acceleration
• 1:Many Scaled ABM: Technology-enabled, data-driven programs delivering personalized engagement across broader priority account segments
• Establish account selection criteria, investment tiers, engagement strategies, and service-level expectations for each ABM motion
• Develop repeatable account activation playbooks, campaign frameworks, and best practices that can be deployed across regions and segments
• Partner with Sales leadership, Field Marketing, Product Marketing, and Revenue Operations to align ABM investments with account planning, territory priorities, and growth opportunities
• Balance high-touch strategic account investment with scalable programs to maximize business impact, operational efficiency, and marketing ROI

Requirements

• 12+ years of progressive experience in B2B enterprise marketing, including account-based marketing, demand generation, field marketing, or strategic customer engagement
• 5+ years of people management experience, including leading and developing high-performing marketing teams
• Experience building, leading, or scaling ABM programs within a complex enterprise technology or B2B SaaS environment
• Experience developing and executing strategic account programs, account clusters, and scalable account-based campaigns
• Experience leading executive engagement programs, Executive Briefing Centers, or comparable high-touch enterprise customer experience programs
• Experience partnering with Enterprise Sales and Field Marketing to drive coordinated account activation and measurable pipeline outcomes
• Experience supporting complex enterprise sales cycles, multi-stakeholder buying committees, and strategic opportunities
• Experience in marketing analytics, ABM measurement, account intelligence, and marketing technology
• Experience managing teams, budgets, cross-functional initiatives, and senior executive stakeholder relationships
• Bachelor’s degree or equivalent practical experience

Preferred

• 15+ years of marketing experience, including senior leadership roles within global enterprise SaaS, cloud technology, or platform organizations
• Proven success building an ABM center of excellence and establishing global operating models across multiple regions and account segments
• Direct experience managing Executive Briefing Center operations, staffing, customer experience design, executive programming, and business performance
• Demonstrated success supporting strategic enterprise pursuits, competitive displacement, and large-account expansion
• Deep understanding of 1:1, 1:few, pursuit, and 1:many ABM strategies and their application across the customer lifecycle
• Expertise in AI-powered marketing, predictive analytics, intent data, personalization, and account-based orchestration
• Experience with platforms such as Salesforce, Marketo, Adobe, 6sense, Demandbase, LinkedIn, and business intelligence solutions, or comparable technologies
• Experience developing account-level measurement frameworks, attribution methodologies, and executive performance dashboards
• Proven ability to influence senior Sales and Marketing executives and align global and regional stakeholders
• Strong financial acumen, operational discipline, and experience managing significant marketing and customer experience investments

Benefits

• 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