Strategic Sales Operations Director

4 days ago

San Jose, California, United States Adobe Full time

About the Company

Adobe is a leader in digital experiences, empowering individuals and organizations to create powerful and beautiful images, videos, and apps. Our mission is to hire the best talent and create exceptional employee experiences where everyone is respected and has access to equal opportunities.

The Opportunity

The Director of Sales Operations will be responsible for leading the Strategic Partnership Program (SPP) organization, partnering with the Vice President of Strategic Partnership Sales to define the strategy and operations of a best-in-class sales force for Adobe. The successful candidate will oversee weekly sales forecasting processes, drive predictability, and develop productivity and performance reporting for sales management, individuals, and account opportunities.

Key Responsibilities:

  • Building and delivering C-Level executive presentations, including QBRs and regular deep-dive sessions.
  • Leading, coordinating, and refining weekly sales forecasting processes driving predictability.
  • Developing and implementing productivity and performance reporting for sales management, individuals, and account opportunities.
  • Overseeing sales team productivity and tracking critical KPIs, such as close rate, pipeline growth, upsell, cross-sell, churn rate, etc.
  • Conducting historical reviews of account performance, account segmentation, prioritization, and overseeing win/loss analysis and other predictive analytics.
  • Driving field sales and annual ecosystem planning, including determining account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, and compensation plans.
  • Supporting and optimizing the GTM strategy, including core sales processes and productivity drivers, infrastructure, and automation, regional performance.
  • Managing the sales pipeline by monitoring deal flow across stages and conducting performance reporting.
  • Establishing sales asset needs, supporting development, and determining asset utilization and deployment guidelines.

Requirements

  • 10+ years of relevant experience in sales strategy and operations.
  • 5+ years managing direct and matrixed teams.
  • Proven track record of success in providing strategic guidance and operational oversight in Sales Operations within a complex technology sales environment.
  • 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.

Compensation

The estimated annual salary for this position is between $143,900 -- $319,600, based on location and job-related knowledge, skills, and experience. The compensation package includes a total target compensation (TTC = base + commission), short-term incentives in the form of sales commission plans, and potential long-term incentives in the form of a new hire equity award.

Diversity and Inclusion

Adobe is proud to be an Equal Employment Opportunity and 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.

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