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C-level executive with experience in product management, Agile product development…
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Joining Costanoa Ventures as an Executive in Residence
Joining Costanoa Ventures as an Executive in Residence
After spending the last 20+ years in product management and executive leadership roles at tech companies both large and…
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Tom Tsao shared thisI'm hiring for an exciting and transformative UX Design Leader role here in PLG at Docusign -- Senior Director of the Product-Led Growth User Experience Team! Please learn more and apply here: https://lnkd.in/dH6T-FDNSenior Director, PLG User Experiences in Multiple Locations | careers-homeSenior Director, PLG User Experiences in Multiple Locations | careers-home
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Tom Tsao reposted thisTom Tsao reposted thisI'm grateful that Fast Company has recognized us as one of the World's Most Innovative Companies for 2026. With the exception of email, a fax machine, and e-signature, for nearly 100 years, contracting tools essentially stayed the same. A static document that slowed business down instead of driving it forward. At Docusign, we set out to change that. Our Intelligent Agreement Management platform unlocks the insights trapped inside agreements and turns contracts into a real strategic advantage. Our customers are already proving what that looks like in practice. Leading venture-backed fintech company Vestwell connected IAM to its CRM and reduced the time required to create a new customer agreement package from 75 minutes to 5 minutes. Move Forward Financial a real estate lender, is saving money and delivering a better customer experience by using IAM for Sales. Payworks, a Canadian developer of workforce management software, increased 24-hour contract completion rates from 55% to 87%, and recovered more than $400,000 in annual sales representative productivity by integrating IAM workflows with a complex Salesforce implementation. Every one of those numbers represents a real team getting time back to focus on work that actually matters. IAM is now the fastest-growing product in Docusign history, with more than 25,000 customers. We have more than 200 million private, consented agreements in Docusign Navigator, our intelligent repository, giving a depth of contract understanding you can't replicate with general-purpose models. The platform manages the full lifecycle: generating, reviewing, negotiating, signing, and analyzing agreements at scale. I think the reason this is working is that we focused on solving a problem that actually matters to businesses every single day. When you turn contracts from a bottleneck into a source of intelligence, the impact compounds fast. Thank you to the Docusign team for all their hard work that earned this recognition, and to our customers for showing us what's possible. #FCMostInnovative
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Tom Tsao shared thisI am hiring for an amazing Lead or Principal Growth PM to drive self-serve (PLG) growth for SMBs in our Docusign SF office who has both a growth and revenue owner mindset! Please ping me directly if you have any amazing referrals!Principal Growth Product Manager- Self-Serve-Led Growth for SMBs in San Francisco, California | DocusignPrincipal Growth Product Manager- Self-Serve-Led Growth for SMBs in San Francisco, California | Docusign
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Tom Tsao shared thisReposting for visibility across my network. Rose is a great SEO leader and we are looking for an amazing Sr. SEO Manager to join our team. Please reach out if you know amazing SEO talent!Tom Tsao shared thisI'm hiring! Come join the SEO team at Docusign and take our SEO content to the next level. https://lnkd.in/gDpgD99HSr. SEO Manager in San Francisco, California | DocusignSr. SEO Manager in San Francisco, California | Docusign
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Tom Tsao shared thisAmazing opportunity!Tom Tsao shared thisAs we kick off the year, Docusign is experiencing a surge in momentum. The introduction of a cutting-edge AI-powered platform, along with the addition of inspiring new leaders like Meghan Gendelman, sets the stage for another year focused on driving innovation and growth alongside some of the best colleagues in the industry. And we are looking for more rockstars to join us! We have multiple open positions within my team. Three positions are available in the US, and two are based in Sao Paulo, Brazil. If you are a Growth Marketer seeking a fresh challenge or know someone who is, we encourage you to apply or get in touch for further details. Explore the roles: - US Opportunities: - [Position 1](https://lnkd.in/g3w-mfdv) - [Position 2](https://lnkd.in/giaqziDZ) - [Position 3](https://lnkd.in/gfkgKeSB) - Sao Paulo, Brazil Opportunities: - [Position 1](https://lnkd.in/gK2Tdaf5) - [Position 2](https://lnkd.in/g4PivWZB) Join us in this exciting journey alongside Neil Raina, Tom Tsao, Meghan Gendelman, Zand Ushijima, Luke Severn, Tarundeep Singh, Katie Walovich White, and more. #Docusign #GrowthMarketing
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Tom Tsao shared thisAmazing roles - come join us!Tom Tsao shared thisWe are hiring for some critical, high impact roles across DocuSign's Growth organization. If you, or anyone you know is a good fit, please apply via the links below: Sr. Director, Product Management (Global Commerce Experiences) https://lnkd.in/g-zTHHdD Director, Lifecycle Marketing - Acquisition https://lnkd.in/gQx7xm54 Product Management Director - New Revenue https://lnkd.in/g9dMnwKq Senior Product Manager - Payments https://lnkd.in/gmQSSFnG Lead Software Architect, Product Led Growth https://lnkd.in/gkuejBsh Lead Software Engineer, Product Led Growth https://lnkd.in/grqzvqYH Lead Frontend Software Engineer, Product Led Growth https://lnkd.in/gxg_53dn
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Tom Tsao reposted thisTom Tsao reposted thisWe’re excited to announce that Reese Witherspoon will be joining us at Momentum24 in NYC! Reese is an Academy-Award winning actress and producer. She’s an entrepreneur and founder of Hello Sunshine. In short, Reese Witherspoon is the very embodiment of momentum, and we have invited her to share her unique perspective on the power of creativity and its potential in addressing unmet needs: https://ow.ly/gaPY50R1P3l
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Tom Tsao reposted thisTom Tsao reposted thisWe’re excited to announce that Reese Witherspoon will be joining us at Momentum24 in NYC on April 11! Reese is an Academy-Award winning actress and producer. She’s an entrepreneur and founder of Hello Sunshine. In short, Reese Witherspoon is the very embodiment of momentum, and we have invited her to share her unique perspective on the power of creativity and its potential to address unmet needs. ⭐Don't wait to register, spots are limited. Sign up to join us for both Partner Day + Momentum24! ✔️Register for Partner Day on April 10: https://lnkd.in/e7wCxzP6 ✔️Register for Momentum24 on April 11: https://ow.ly/xPix50R1Pb4 #DSPartnerDay2024 #DocuSignPartners #DSMomentum24 DocuSign
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Tom Tsao shared this“Winning at all costs is not success if it produces damaged human beings.”Tom Tsao shared this"As parents, as coaches, as leaders, we can no longer lead from a place where winning is our only metric of success." Watch Valorie Kondos Field's full talk here: http://t.ted.com/I2tUHkp
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1mo
Congrats!
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Tom Tsao liked thisTom Tsao liked thisA few years ago, I shared 10 early management mistakes. It resonated with more people than almost anything else I’ve written. I came across it recently and wanted to revisit it, with a few updates and one new lesson. – Unaware of my influence. I loved brainstorming with my team, but once I put an idea on the table, people focused on it. Focusing on the outcome and stepping out gave the team room to be more creative. – Protected my team from failing. I’d suggest a different path when I thought people’s ideas wouldn’t work. A mentor told me to stop and let them fail. What surprised me was how often they didn’t. Their ideas were often better than mine. – Took on work that “wasn’t fun” myself. I’d sign up for work I couldn’t imagine enjoying. A manager once called me out, frustrated, asking why I hadn’t offered it to them. I’d assumed other people thought like me. I started offering up every task. – Was a lousy load balancer. I delegated to whoever seemed to have bandwidth, instead of who was most interested or qualified. Things improved when I stopped guessing everyone’s capacity, gave people more responsibility, and trusted them to tell me when they had too much. – Didn’t deputize my reports. I thought I needed to own initiatives that crossed the organization. Once I gave those jobs to my team and made their authority clear, they could do much more. They were happier, too. – Spent too much time with underperformers. I thought improving the team meant focusing on people who were struggling. It felt like the right thing, but others felt ignored. Things took off when I flipped the equation and gave my top performers most of my time. – Couldn’t control my emotions. My frustration led to poor decisions, poor communication, and stress for those around me. I was setting a bad example. Staying calm helped my team trust my judgment, even when things weren’t going well. – Went for 100% consensus. I wanted everyone to agree, and I was slowing down and frustrating everyone by waiting. I learned to hear people out, make the decision, and expect them to commit even if it wasn’t the decision they wanted. – Burned out my team with my own poor work-life balance. I was the first person my team saw when they came in and the last when they left. I wanted them to know I was working hard, too. But they were mirroring me, and I was burning everyone out. – Didn’t double down on my top performers. Some people are incredibly capable. I held them back by not recognizing how much more they could take on. Bigger bets on them accelerated their careers, helped the team, and furthered my own career, too. The biggest thing I’d add today: as you take on bigger organizations, your job is to get more done, not to do more yourself. At some point, doing more yourself can mean doing less of your real job. Building capability is the job: growing people, giving away authority, creating leaders, and building an organization that works without you in the middle.
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Tom Tsao liked thisTom Tsao liked thisReflecting on last weeks Dreamforce, I am reminded this is the most transformative time of our careers. My key takeaways: 🟣 The agentic era requires partnerships, they are not optional. To drive automation, business intelligence and agentic operations, we can all agree that business context is required. At Docusign, we are committed to bringing rich contract context to all surfaces where sellers, legal teams and procurement teams work. We appreciate Salesforce recognizing us as Global Partner of the Year. 🟣 Many orgs are evaluating CPQ as they evolve pricing, packaging and new business models in the AI era. CPQ projects are a great time to review sales contracting needs. Instead of two transformations, create one for seller experience - CPQ and contracts go hand in hand with the north star to drive 10X velocity from opportunity creation to signed contract. Its time to fully automate this last mile. Template creation, risk evaluation, redlining, internal approvals and data integrity with CRM are paramount in our Intelligent Agreement Management (IAM) for Sales outcomes. 🟣 Agreement data can drive account strategy. There is internal chaos and major time delays for orgs to issue their customer a renewal proposal. What was in the last contract? What is the hierarchy when you have many contracts with one customer? Who agreed to a particular term in the last negotiation? This takes orgs weeks or months to manage through. Help your sellers prepare with real-time conversational prompts to ask contracts themselves for what they need to know. Your customers will thank you. 🟣 Headless is the new buzzword requiring context across all AI interfaces. Docusign has been headless since eSignature was born with embedded and API experiences. We have doubled down on this design principle with our IAM platform through integrations & MCP connectors to Slack, Agentforce, Claude, OpenAI, Gemini, Harvey, Legora, Thomson Reuters & more. This reduces tool fatigue and provides user choice. 🟣 Governance, governance! Orgs want to deploy agents but have justified worries about governance. When it comes to contracting - validating risk vs. your corporate standard, identifying who can approve what term, if a contract can route for approval or not— we think about this all day. The Docusign platform can be the authoritative source for governing sellers and agents for all things contracting. Trust has been at the core of our brand since eSignature was born and drives all our design decisions today. 🟣 Lastly, in this agentic era, leadership must evolve. Thank you Slalom for hosting a panel to discuss how leaders recognize what people need the most during this transformative time. After all we can't lose our teams amidst all the change. Listening, collaboration, coaching and role/work definition all look different than 2 yrs ago. If we are honest, we are learning as we go, and that requires leadership humility with constant feedback from your team.
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Tom Tsao liked thisTom Tsao liked thisYesterday I attended and also gave a keynote at Lenny Rachitsky's Lenny & Friends Summit. Lenny said he'll be publishing all of the talks online, but there were some especially good talks that I want to encourage people to watch, especially the ones by Robby Stein of Google Search, Karri Saarinen of Linear, Katie Dill of Stripe and Shreyas Doshi. This morning I published the written narrative for my keynote, Strong Opinions, Loosely Held, which shares what I consider my biggest mistakes and regrets in the content I've published. While you could instead wait for the video, because time was so limited, I could only cover a subset of the points that you'll find in the article. I hope people find this useful: https://lnkd.in/dV56jtZiStrong Opinions, Loosely Held - Silicon Valley Product GroupStrong Opinions, Loosely Held - Silicon Valley Product Group
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Tom Tsao reacted on thisWe announced Docusign's Q2 earnings this week, and what stood out to me isn't any single number, but how we got there. Execution is a team sport, and the results say it all: revenue grew 9% year-over-year to $876M, we delivered ~$300M in free cash flow, and raised our full-year outlook across ARR, revenue, and operating margin. Behind every one of those metrics is a team that showed up for each other. We launched new agents, expanded our ecosystem, and built new capabilities on our platform for sales, procurement, and legal teams. It's what happens when Product, Engineering, Sales, Growth, and more pull in the same direction quarter after quarter. Don't miss our CFO Blake Grayson's conversation with Schwab Network that tells the full story. Thank you to the entire Docusign team for the grit and heart you bring each day, and to our customers and partners for building the future of agreements!Tom Tsao reacted on thisDocusign (DOCU) shares are higher after the company reported earnings. Docusign CFO Blake Grayson joins Marley Kayden to discuss the results, the company's outlook and AI strategy.
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Tom Tsao reacted on thisTom Tsao reacted on thisGrateful to the Optimizely team for having me at the keynote for Opticon '26 in New York! A special thanks to Alexander Atzberger for being a fantastic host. My message was that the advantage that compounds isn't your positioning, your tech stack, or your headcount - it's cycle time and speed of learning. Three takeaways: 1. Organize around the work, not the org chart. Cross-functional pods with one Directly Responsible Individual (DRI) beat functional handoffs every time. 2. Small, fast, and relentless always wins. A team that halves its cycle time doesn't double its results...it gets a different business. 3. Fix the team architecture first, then pour your AI fuel on it. At Docusign we now have autonomous agents working alongside our human teams. But the biggest wins have been our shift to more agile ways of working, borrowing principles from how great engineering teams operate. While we've learned a lot at Docusign, the truth is that no one has this fully figured out. But that's what makes it fun. Grateful for partners like Optimizely and for everyone I met who's tackling similar AI challenges.
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Tom Tsao reacted on thisTom Tsao reacted on thisI'm proud to announce that Docusign just received two incredible 2027 Salesforce Awards — for Global Partner of the Year, and for System of Engagement (Slack)! Docusign for Agentforce brings agreements into Salesforce. And Docusign IAM also lives in Slack, where approvals and negotiation happen. Our goal is to embed agreement intelligence into the surfaces where our customers already work. Deals get done faster, and intelligence from both platforms powers renewals, expansions, and cross-sells. This is the result of solid teamwork across our Partnership, Product, Engineering, Marketing and Sales teams. A huge thank you to Salesforce, and to our joint customers. Hope to see many of you at Dreamforce in a couple of weeks! #Docusign #Salesforce
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Tom Tsao reacted on thisTom Tsao reacted on thisCongratulations to our Docusign team for winning two 2027 Salesforce Partner of the Year Awards, for Global Partner and for System of Engagement (Slack). This recognition celebrates more than 20 years of partnership, customer impact, and co-innovation. Since the onset of our partnership, Docusign and Salesforce have helped sales teams move from opportunity to signature to renewal with less friction. Faster time to revenue is something we both hold as the north star. Now in the agentic AI age, Docusign for Agentforce brings agreements to sellers right inside of Salesforce, and Docusign Intelligent Agreement Management (IAM) answers conversational questions in Slack, where approvals and negotiations actually happen. When AI acts on human's behalf, agents need trusted business context. Agreements contain the commitments, pricing, terms, renewal dates, and obligations that make action reliable. Together, Docusign and Salesforce are bringing that intelligence into the systems where teams already work, so the first deal makes the next one easier, from renewal to expansion. I'm proud of what our teams have accomplished and energized for what we'll show customers at Dreamforce.
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Tom Tsao reacted on thisTom Tsao reacted on this4Y@Ds Four years at Docusign is nearly half a decade. About 1,000 working days. 8,000 working hours. It feels incredible and impossible all at once. There’s a lot I could say about the work: the complex transformations, launches, workshops, big wins, deep lessons… shoot, introducing an entirely new category while relaunching a billion-dollar company?! But looking back, what stands out most to me is the people. There are immensely talented, genuinely good humans here. People who open doors while opening hearts and minds. Who build trust through top-notch delivery and make tomorrow happen with imagination, curiosity, and a healthy willingness to thrive in the undefined. And somewhere in those 8,000 hours, I’ve made lifelong friends across Team Docusign and around the world which I’m so thankful for. I’m proud of what we’ve built together and even more grateful for who I’ve built it alongside. 💙4️⃣
Experience & Education
Volunteer Experience
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Advisor/Mentor
Stanford University StartX Startup Accelerator
- 2 months
Science and Technology
StartX is a nonprofit startup accelerator for Stanford students whose mission is to help accelerate the development of the top entrepreneurs coming out of Stanford University.
Projects
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eHealth: Health Care Marketplaces Demo at Health 2.0
See projecthttp://health2con.com/tvshow/ehealth-health-care-marketplaces/
With two decades of experience in product management, Tom Tsao, SVP of Product Management at eHealth, has extensive knowledge of how a marketplace should function. Joining the Marketplaces panel at Health 2.0, Tom demonstrated eHealth’s platform, which allows consumers to become informed on and filter through health plans.
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Mateo Campana
Early signals I’m seeing in healthtech & biotech right now Quick read. Very telling. -Teams are buying task removal, not “AI features.” If a product doesn’t eliminate a real manual step with an owner and a budget, it doesn’t survive procurement. -Longitudinal data is beating real-time dashboards. What buyers care about is reuse over time, not another live view that resets every quarter. -“Insight-only” platforms are stalling. If data doesn’t trigger a clinical, operational, or commercial decision, it’s getting deprioritized. -Security and compliance are entering the conversation earlier — quietly. Not as checkboxes, but as a test of whether the product can actually scale. -Vendor consolidation is happening without announcements. Tools aren’t being replaced because they’re bad, but because they add operational friction. -Pilots are being judged upfront. If no one owns rollout on day one, the pilot already failed. None of this is in decks yet. But it’s shaping what gets bought… and what gets dropped… this year. Curious what others are noticing on the buyer side.
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