Job Description
Our CompanyChanging 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
Reporting into the Head of Global DX Sales Operations, the Director of Sales Operations will also be accountable for developing a comprehensive sales operations plan based on a substantial understanding of modern field operation dynamics to drive revenue growth. In addition, a crucial objective includes optimizing the field readiness architecture to enable the continued scale and success of Adobe’s field operations professionals.
What You’ll Do
Management responsibility for a team of professionals providing centralized support for the Strategic Partnership Program (SPP)
Responsible for building and delivering C-Level executive presentations, including RTBs, 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.).
Establish highly repeatable and scalable sales processes, automation, and reporting methodologies for implementation across regions and business units.
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, and Enterprise Data-Driven Operating model. Ensure that all field sales teams fully adopt the defined GTM.
Help recruit, inspire, lead, mentor, and motivate the sales organization to capitalize on the market opportunity for Adobe. Effectively partner and appropriately challenge leadership to overachieve revenue targets and instill centralized processes effectively.
Measure how Sales Reps spend their time and use that data to improve processes and IT automation priorities. Accountability to assist sales teams in improving performance by assigning sales goals, quotas, and compensation plans; and developing sales training and management programs.
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 track record to develop tactical initiatives that improve sales productivity and performance. Background of introducing innovative performance metrics and improvement programs.
Apply combined industry benchmarking information and a strong analytical capability to identify market trends and test alternative strategy approaches that result in outstanding performance.
Experience researching, developing and deploying sales tools, technologies, and automation solutions/strategies in the field.
Experience developing and managing sales compensation plans and expertise in contract review and negotiations.
Highly entrepreneurial and able to operate independently with minimum supervision.
Committed to achieving desired outcomes; proven ability to consistently meet and surpass revenue goals.
Strong communication and presentation skills.
Experience in a subscription revenue environment.
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $143,900 -- $319,600 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
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 will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.
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. Learn more.
Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call (408) 536-3015.
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.
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