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- Implement a quota plan aligned with the overall company strategy and Customer Success team objectives.
- Create effective measurements and performance indicators to evaluate individual and team performance, ensuring that goals contribute to the desired outcomes of the company.
- Analyze historical data and market trends to create a fair and equitable quota plan.
- Assign individual quotas to Customer Success Account Managers (individuals and leadership) based on their territories and performance history.
- Segment customers into different groups based on factors such as regions, segment, size, industry, or revenue to help tailor quotas to specific customer segments.
- Collaborate with Customer Success leaders to understand team needs and challenges.
- Work closely with the Sales Ops team to ensure alignment across GTM team's quota plans.
- Build strong relationships with other areas of the company, such as Finance (FP&A), to ensure strategic alignment.
- Monitor quota plan performance - on a monthly, quarterly and ad-hoc basis - and make adjustments as needed.
- Analyze performance data to identify trends and improvement opportunities and optimize the quota plan.
- Track individual and team performance against quotas to identify areas for improvement and provide timely feedback.
- Evaluate the effectiveness of the quota structure and make necessary adjustments to optimize revenue generation and drive the right Customer Success outcomes.
- Serve as the main partner to Compensation Administration, Payroll, HR and finance for the Customer Success Account managers.
- Design reporting cadence, governance and data strategy for customer success strategic programs.
- Identify key opportunities for business improvement through analytics, quantitative insights, and good business sense.
- Conceptualize and implement projects to improve our go-to-market engine by collaborating across the Docusign business with multiple team members involved in GTM approach.
- Drive the evolution of our CS and GTM functions using a consultative approach to shape incremental improvement in a programmatic fashion.
- Translate operational performance into financial outcomes to drive business decision making.
- Advise on reporting issues and handle escalations.
- Collaborate with Compensation Analytics team on strategic data analyses.
- Identify and calculate new critical metrics to monitor the business, pre and post sales.
- Develop and establish business objectives and measurements to support the business plan.
- Develop, manage and monitor the operational plans for the covered business segments.
Strategy and Data Analytics Compensation Lead - São Paulo - DocuSign, Inc.

Descrição
Job Title: Customer Success Lead Strategy & Operations Analyst
Description:
This role contributes to the development of strategic and operational plans to accelerate the growth and optimization of the business across multiple revenue streams within the customer lifecycle.
The ideal candidate will be very analytical and ideally has a strong foundational knowledge of compensation processes, as well as financial reporting and can quickly identify trends and can synthesize data into meaningful, consumable information that can help drive continued growth in the business.
Experience with planning, administering and reconciling compensation models is required. The successful candidate will also be able to communicate well with multiple levels of internal partners to share information and insights into areas that can help build and improve business performance and operational efficiencies.
You will be partnered with our Compensation, Operations and Service lines on strategic priorities for the organization.
Responsibilities:
Requirements:
Bachelor's degree in Finance, Business, Economics, or related field preferred. 8+ years of experience in Compensation, Sales Ops, Consulting, Finance, or Business Analyst roles.
Experience with quota setting and analytics, stakeholder management, project management, Salesforce, Tableau/SQL, and Google Workspace is required.
What We Offer:
Docusign offers competitive compensation, comprehensive benefits package, and a flexible work environment. We value diversity, equity, and inclusion and strive to create a workplace where everyone feels welcome and valued.
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