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 Lead Product Manager for eCommerce under Product-Led Growth (PLG) organization, you will architect the Hybrid engine of our growth. This role focuses on building seamless self-service capabilities that coexist with our direct Sales motion. You will define the journey for customers who want to start with a self-service purchase but may eventually require a high-touch sales interaction for enterprise-wide deployment. Your mission is to eliminate friction across the Buy, Expand, and Retain experiences while building the intelligence systems that signal to Sales when a self-service account is ready for an upgrade.
This position is an individual contributor role reporting to the Sr. Director, Commerce Platform - Digital Experience.
Responsibility
- Define and execute the end-to-end roadmap for a hybrid commerce model, balancing self-service ease with enterprise-grade requirements
- Develop in-product triggers and Product-Qualified Lead (PQL) logic that identifies high-intent self-service users for Sales follow-up
- Drive the development of checkout and other related commerce workflows that seamlessly support both direct online purchases and Contact Sales engagement
- Build self-service expansion, upgrade, and retention flows that allow customers to expand their footprint without manual intervention, while maintaining visibility for Account Executives.
- Work closely with cross functional architecture teams to define the capabilities to enable usage aggregation, discounting, and monetization strategies to grow revenue at scale
- Partner with Sales Operations and Marketing to ensure a no-dead-ends customer journey, where self-service data informs Sales conversations
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
- 12+ years of experience in Product Management, with a focus on PLG and eCommerce in a B2B SaaS environment that utilizes both direct and self-service channels
- 5+ years of experience having worked directly with UX, Engineering, and Testing teams
- Experience driving complex commerce initiatives across a large, cross-functional organization
- Experience building experiences that effectively solve customer pain points and enable them to achieve their business goals
- Experience analyzing data from a variety of sources, identify key insights, spot optimization opportunities, and inform product decisions, with a bias to action and experimentation
- Experience with billing and subscription management systems that handle both automated and manual (invoice-based) billing
Preferred
- Experience with CRM integration (e.g., Salesforce) and how product usage data flows into Sales workflows
- Deep understanding of seat-based and usage-based pricing models in a hybrid environment
- Exceptional ability to influence cross-functional stakeholders across Product, Sales, Customer Success, and Finance
- Excellent written and verbal communication skills, with an ability to communicate with a wide range of team members and job functions, including executives, and to lead through influence across teams
- Strong analytical skills: Ability to map complex multi-touch customer journeys from initial sign-up to enterprise expansion
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 [Confidential Information].
If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at [HIDDEN TEXT] for assistance.
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