Sales Operations Director

5 days ago

San Jose, California, United States Adobe Full time

Unlock Career Growth with Adobe

At Adobe, we're passionate about empowering people to create beautiful and powerful digital experiences. As a Sales Operations Director, you'll be part of our mission to hire the best talent and deliver exceptional employee experiences.

About the Role

This strategic leadership position is responsible for helping define the sales strategy and operations of a best-in-class sales force for Adobe. You'll partner with the Vice President of Strategic Partnership Sales to develop and execute plans that drive predictability, productivity, and performance across the sales organization.

Your Key Responsibilities

  • Benchmark industry standards and implement tactical initiatives to enhance sales productivity and performance.
  • Lead weekly sales forecasting processes to drive predictability and accuracy.
  • Develop and refine productivity and performance reporting for sales management, individuals, and account opportunities.
  • Oversee sales team productivity and track critical KPIs such as close rate, pipeline growth, upsell, cross-sell, churn rate, and more.
  • Conduct historical reviews of account performance, segmentation, prioritization, and win/loss analysis.
  • Drive field sales and annual ecosystem planning, including account segmentation, financial targets, organizational design, account coverage, capacity models, territory assignments, quotas, and compensation plans.
  • Support and optimize the GTM strategy, including core sales processes and productivity drivers, infrastructure, and automation.
  • 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.

Requirements and Qualifications

  • 10+ years of experience in sales strategy and operations.
  • 5+ years managing direct and matrixed teams.
  • 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.
  • Ability to utilize combined industry benchmarking information with a robust analytical capability to identify market trends and test alternative strategy approaches.
  • 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.

About Compensation and Benefits

The estimated salary range for this role is $153,600 - $319,600 annually, based on U.S. geographic markets and job-related knowledge, skills, and experience. At Adobe, we offer competitive total target compensation (TTC) and short-term incentives in the form of sales commission plans. Certain roles may be eligible for long-term incentives in the form of new hire equity awards.

We're an equal opportunity employer and do not discriminate based on gender, race, color, ethnicity, national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law.

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