Lead Product Manager / Solutions Architect - CPQ Commerce Applications
DocuSign · San Francisco · $186,100–$300,550 (stated in the posting)
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
The Commerce Application Product Management group owns the systems that power how Docusign transacts, grows, and retains its customer base spanning quoting, billing, provisioning, and entitlements through account lifecycle at enterprise scale. We sit at the intersection of product, engineering, finance, and go-to-market, building the infrastructure that connects customer intent to revenue outcomes. Our work is deep, cross-functional, and consequential to how Docusign operates.
You will own commerce capabilities end to end connecting how Docusign's products are defined, priced, quoted, billed, and provisioned into a coherent, reliable system that scales with the business. This role sits across the full commerce stack, requiring someone who can hold the whole arc in mind: from the data models and governance that underpin product and pricing constructs, through the quoting and ordering controls that govern how customers and sellers transact, to the downstream fulfillment and revenue systems where commitments become outcomes.
This is a solution architect's role as much as a product manager's. You will be expected to map how decisions in one layer ripple into others, identify where fragmentation creates systemic risk, and drive the integrations and standards that make the commerce stack coherent rather than merely functional. Domain depth in any part of the stack is valuable; the ability to reason across all of it is essential.
Areas you will be responsible for include quoting experience and controls, product and pricing enablement (including the introduction of new monetization models and catalog governance), and the cross-system integrations that connect these capabilities to billing, provisioning, and revenue operations. A defining expectation for this role is an AI-first product mindset: approaching commerce experience design not by asking "where can we add AI?" but by asking "what should this experience look like when AI is native to it?" That means rethinking quoting flows, configuration guidance, and pricing recommendations from first principles designing for outcomes that are only possible when intelligence is embedded throughout, not bolted on.
This role is right for someone who combines deep commerce domain expertise with a systems mindset, thrives in cross-functional complexity, and is energized by building the infrastructure that every Docusign transaction depends on.
This position is an individual contributor role reporting to the Director, Applications Product Management - Commerce.
Responsibility
Own the product vision, strategy, and roadmap for commerce capabilities end to end spanning quoting controls, product and pricing enablement, and the integrations that connect these to billing, provisioning, and revenue operations across direct, partner, and self-serve channels
Map and manage the full commerce stack: understand how data, decisions, and system states flow from product definition through quoting, order capture, billing, and fulfillment and use that understanding to identify gaps, reduce fragmentation, and drive systemic improvements
Define and enforce quoting controls: pricing rules, discount guardrails, configuration validation, approval policies, and contract structuring logic that ensure every quote is compliant, accurate, and ready to fulfill
Drive the end-to-end quoting experience for sellers and customers reducing friction, improving accuracy, and shortening time-to-quote by addressing root causes of rework and errors across system and process boundaries
Identify systemic issues that degrade commerce performance and drive corrective action that prevents recurrence, partnering cross-functionally to resolve complex issues end to end
Enable new monetization models and pricing constructs to reach market accurately and on time defining the data standards, workflows, and governance (including NPI and catalog management) that make product and pricing launches reliable and repeatable rather than fragile and ad hoc
Partner with Engineering, Product and Technology, Finance, Sales Operations, and GTM teams to align commerce capabilities with business policies, pricing strategy, and go-to-market motions connecting team work to business outcomes
Define and drive the AI-first commerce experience strategy - designing quoting and ordering flows where AI is embedded natively, not layered on top, to deliver outcomes that are not achievable through conventional product design alone
Own the product roadmap for AI-powered commerce capabilities: intelligent configuration assistants that guide sellers and customers to valid, optimized quotes; real-time pricing recommendations grounded in deal context and business rules; natural language interfaces that reduce reliance on form-heavy workflows; and agentic automations that resolve errors, route approvals, and surface anomalies without human escalation
Define how AI capabilities are evaluated, measured, and improved over time - establishing the feedback loops, accuracy benchmarks, and confidence thresholds that determine when AI recommendations are trusted, surfaced, or escalated to human review
Partner with engineering and data science teams to shape the AI development lifecycle for commerce features: from problem framing and data requirements through prompt and model evaluation to staged rollout and post-launch learning
Establish observability across commerce platforms: dashboards, accuracy SLAs, AI performance metrics, readiness scorecards, and operational health signals that make platform and model performance visible and actionable for leadership
Mentor and develop talent across the team, contributing actively to hiring and cross-functional team growth; lead without authority and drive alignment across diverse stakeholders
Use AI tools (e.g., Claude, Gemini, Glean, Copilot) to prototype, document, and continuously improve team workflows and delivery practices
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 product management experience in commerce, quote-to-cash, or order-to-revenue domains within SaaS or enterprise software
Experience reasoning end to end across commerce systems, understanding how product definitions, pricing constructs, quoting rules, billing logic, and provisioning outcomes connect, and how a change in one area creates downstream consequences in others
Experience with one or more layers of the commerce stack (CPQ, catalog/pricing systems, billing platforms, provisioning, or revenue operations) and the ability to quickly build fluency in adjacent layers
Experience with quoting controls: pricing rules, discount governance, configuration validation, approval hierarchies, and policy enforcement across direct and partner channels
Experience enabling new products or monetization models to reach market, including familiarity with the data standards, workflow governance, and cross-functional coordination (e.g., NPI processes and product catalog management) that make launches reliable and scalable
Experience working with enterprise commerce platforms (e.g., CPQ tools, subscription management systems such as Zuora, ERP/CRM systems such as Oracle or Salesforce) with an understanding of how data and state flow across system boundaries
Experience identifying systemic issues in commerce or operational workflows and drive corrective action that prevents recurrence, not just resolves the immediate incident
Experience with AI-first products: a track record of designing or shipping AI-powered capabilities in an enterprise context, not just integrating AI tools, but owning the product decisions around what the AI does, when it acts autonomously versus defers to humans, how its outputs are evaluated, and how it improves over time
Experience with the building blocks of applied AI in enterprise workflows: LLM-based assistants, agentic task execution, retrieval-augmented generation, structured output and tool use, and the evaluation and feedback loops that make AI systems production-reliable
Experience working fluently with engineering and data science teams on AI feature development - including translating business outcomes into model objectives, defining evals, and shaping rollout criteria for AI-assisted or AI-driven experiences
Experience with data pipelines and analytics tools (e.g., Snowflake, Looker, Tableau) to monitor, analyze, and report on commerce platform performance and operational health
Experience influencing priorities, shaping cross-functional strategies, and aligning multiple teams toward shared objectives
Experience leading complex, high-impact cross-functional initiatives and communicate outcomes clearly to senior leadership
Experience with Agile/Scrum and tooling such as Jira and Confluence
Related technical degree (Computer Science, Engineering) or equivalent practical experience
Preferred
Masters in Business, Computer Applications, or other advanced degree
Experience with self-service or partner-led quoting and ordering models in a high-volume SaaS environment
Experience building or shipping copilots, agents, or AI-native products in a commerce, sales, or revenue operations context, especially where the AI is taking action, not just surfacing information
Certification in Lean Six Sigma, Agile, or Product Management
Excellent written and verbal communication skills, with the ability to create clarity and alignment across senior cross-functional stakeholders
Wage Transparency
Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.
Based on applicable legislation, the below details pay ranges in the following locations:
California: $186,100.00 - $300,550.00 base salary
This role is also eligible for the following:
- 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).
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.
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.
#LI-Hybrid
The Commerce Application Product Management group owns the systems that power how Docusign transacts, grows, and retains its customer base spanning quoting, billing, provisioning, and entitlements through account lifecycle at enterprise scale. We sit at the intersection of product, engineering, finance, and go-to-market, building the infrastructure that connects customer intent to revenue outcomes. Our work is deep, cross-functional, and consequential to how Docusign operates.
You will own commerce capabilities end to end connecting how Docusign's products are defined, priced, quoted, billed, and provisioned into a coherent, reliable system that scales with the business. This role sits across the full commerce stack, requiring someone who can hold the whole arc in mind: from the data models and governance that underpin product and pricing constructs, through the quoting and ordering controls that govern how customers and sellers transact, to the downstream fulfillment and revenue systems where commitments become outcomes.
This is a solution architect's role as much as a product manager's. You will be expected to map how decisions in one layer ripple into others, identify where fragmentation creates systemic risk, and drive the integrations and standards that make the commerce stack coherent rather than merely functional. Domain depth in any part of the stack is valuable; the ability to reason across all of it is essential.
Areas you will be responsible for include quoting experience and controls, product and pricing enablement (including the introduction of new monetization models and catalog governance), and the cross-system integrations that connect these capabilities to billing, provisioning, and revenue operations. A defining expectation for this role is an AI-first product mindset: approaching commerce experience design not by asking "where can we add AI?" but by asking "what should this experience look like when AI is native to it?" That means rethinking quoting flows, configuration guidance, and pricing recommendations from first principles designing for outcomes that are only possible when intelligence is embedded throughout, not bolted on.
This role is right for someone who combines deep commerce domain expertise with a systems mindset, thrives in cross-functional complexity, and is energized by building the infrastructure that every Docusign transaction depends on.
This position is an individual contributor role reporting to the Director, Applications Product Management - Commerce.
Responsibility
Own the product vision, strategy, and roadmap for commerce capabilities end to end spanning quoting controls, product and pricing enablement, and the integrations that connect these to billing, provisioning, and revenue operations across direct, partner, and self-serve channels
Map and manage the full commerce stack: understand how data, decisions, and system states flow from product definition through quoting, order capture, billing, and fulfillment and use that understanding to identify gaps, reduce fragmentation, and drive systemic improvements
Define and enforce quoting controls: pricing rules, discount guardrails, configuration validation, approval policies, and contract structuring logic that ensure every quote is compliant, accurate, and ready to fulfill
Drive the end-to-end quoting experience for sellers and customers reducing friction, improving accuracy, and shortening time-to-quote by addressing root causes of rework and errors across system and process boundaries
Identify systemic issues that degrade commerce performance and drive corrective action that prevents recurrence, partnering cross-functionally to resolve complex issues end to end
Enable new monetization models and pricing constructs to reach market accurately and on time defining the data standards, workflows, and governance (including NPI and catalog management) that make product and pricing launches reliable and repeatable rather than fragile and ad hoc
Partner with Engineering, Product and Technology, Finance, Sales Operations, and GTM teams to align commerce capabilities with business policies, pricing strategy, and go-to-market motions connecting team work to business outcomes
Define and drive the AI-first commerce experience strategy - designing quoting and ordering flows where AI is embedded natively, not layered on top, to deliver outcomes that are not achievable through conventional product design alone
Own the product roadmap for AI-powered commerce capabilities: intelligent configuration assistants that guide sellers and customers to valid, optimized quotes; real-time pricing recommendations grounded in deal context and business rules; natural language interfaces that reduce reliance on form-heavy workflows; and agentic automations that resolve errors, route approvals, and surface anomalies without human escalation
Define how AI capabilities are evaluated, measured, and improved over time - establishing the feedback loops, accuracy benchmarks, and confidence thresholds that determine when AI recommendations are trusted, surfaced, or escalated to human review
Partner with engineering and data science teams to shape the AI development lifecycle for commerce features: from problem framing and data requirements through prompt and model evaluation to staged rollout and post-launch learning
Establish observability across commerce platforms: dashboards, accuracy SLAs, AI performance metrics, readiness scorecards, and operational health signals that make platform and model performance visible and actionable for leadership
Mentor and develop talent across the team, contributing actively to hiring and cross-functional team growth; lead without authority and drive alignment across diverse stakeholders
Use AI tools (e.g., Claude, Gemini, Glean, Copilot) to prototype, document, and continuously improve team workflows and delivery practices
Basic
12+ years of product management experience in commerce, quote-to-cash, or order-to-revenue domains within SaaS or enterprise software
Experience reasoning end to end across commerce systems, understanding how product definitions, pricing constructs, quoting rules, billing logic, and provisioning outcomes connect, and how a change in one area creates downstream consequences in others
Experience with one or more layers of the commerce stack (CPQ, catalog/pricing systems, billing platforms, provisioning, or revenue operations) and the ability to quickly build fluency in adjacent layers
Experience with quoting controls: pricing rules, discount governance, configuration validation, approval hierarchies, and policy enforcement across direct and partner channels
Experience enabling new products or monetization models to reach market, including familiarity with the data standards, workflow governance, and cross-functional coordination (e.g., NPI processes and product catalog management) that make launches reliable and scalable
Experience working with enterprise commerce platforms (e.g., CPQ tools, subscription management systems such as Zuora, ERP/CRM systems such as Oracle or Salesforce) with an understanding of how data and state flow across system boundaries
Experience identifying systemic issues in commerce or operational workflows and drive corrective action that prevents recurrence, not just resolves the immediate incident
Experience with AI-first products: a track record of designing or shipping AI-powered capabilities in an enterprise context, not just integrating AI tools, but owning the product decisions around what the AI does, when it acts autonomously versus defers to humans, how its outputs are evaluated, and how it improves over time
Experience with the building blocks of applied AI in enterprise workflows: LLM-based assistants, agentic task execution, retrieval-augmented generation, structured output and tool use, and the evaluation and feedback loops that make AI systems production-reliable
Experience working fluently with engineering and data science teams on AI feature development - including translating business outcomes into model objectives, defining evals, and shaping rollout criteria for AI-assisted or AI-driven experiences
Experience with data pipelines and analytics tools (e.g., Snowflake, Looker, Tableau) to monitor, analyze, and report on commerce platform performance and operational health
Experience influencing priorities, shaping cross-functional strategies, and aligning multiple teams toward shared objectives
Experience leading complex, high-impact cross-functional initiatives and communicate outcomes clearly to senior leadership
Experience with Agile/Scrum and tooling such as Jira and Confluence
Related technical degree (Computer Science, Engineering) or equivalent practical experience
Preferred
Masters in Business, Computer Applications, or other advanced degree
Experience with self-service or partner-led quoting and ordering models in a high-volume SaaS environment
Experience building or shipping copilots, agents, or AI-native products in a commerce, sales, or revenue operations context, especially where the AI is taking action, not just surfacing information
Certification in Lean Six Sigma, Agile, or Product Management
Excellent written and verbal communication skills, with the ability to create clarity and alignment across senior cross-functional stakeholders