Director of Sales Operations

Our Company

Changing the world through digital experiences is what Adobe's all about. We give everyone-from emerging artists to global brands-everything they need to design and deliver exceptional digital experiences! We're passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

We're on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

The Opportunity

The Sales Operations team is responsible for helping define the strategy and operations of a best-in-class sales force for Adobe and support superior execution by the sales organization.

The Director of Sales Operations will be responsible for the Strategic Partnership Program (SPP) organization. This group is dedicated to Adobe's largest and most strategic accounts. The Director of Sales Operations will partner with the Vice President of Strategic Partnership Sales to help define the strategy and operations of a best-in-class sales force for Adobe and support superior execution by the sales organization.

What You'll Do

• Responsible for building and delivering C-Level executive presentations, including QBRs and regular deep-dive sessions.
• Lead, coordinate and refine weekly sales forecasting processes driving predictability.
• Develop and action productivity and performance reporting of sales management, individuals, and account opportunity.
• Oversee sales team productivity and track critical KPIs (close rate, pipeline growth, upsell, cross-sell, churn rate, etc.).
• Conduct historical reviews of account performance, account segmentation, prioritization, and oversee win/loss analysis and other predictive analytics.
• Drive field sales and annual ecosystem planning, including determining account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, and compensation plans.
• Support and optimize the GTM strategy, including core sales processes and productivity drivers, infrastructure and automation, regional performance
• Manage the sales pipeline by monitoring deal flow across stages and conducting performance reporting.
• Establish sales asset needs, support development, and determine asset utilization and deployment guidelines.

What You Need to Succeed

• 10+ years of relevant experience in sales strategy and operations.
• 5+ years managing direct and matrixed teams.
• Candidates must have a proven track record of success in providing strategic guidance and operational oversight in Sales Operations within a complex technology sales environment.
• A proven ability to develop tactical initiatives that improve sales productivity and performance. Background of introducing innovative performance metrics and improvement programs.
• Ability to utilize combined industry benchmarking information with a robust analytical capability to identify market trends and test alternative strategy approaches that yield superior performance.
• Experience researching, developing and deploying sales tools, technologies, and automation solutions/strategies in the field.
• Highly entrepreneurial and able to operate independently with minimum supervision.
• Heavily results-oriented; strong track record in meeting and exceeding revenue targets.
• Strong communication and presentation skills.
• Experience in a subscription revenue environment.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

Adobe is proud to be anEqual Employment Opportunityand affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law.Learn more.

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Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other's employees.