Dir, Sales Operations

The Director, Strategy & Operations for Digital GTM & Sales is a critical leader responsible for driving business performance, operational rigor, and strategic alignment across the end-to-end digital funnel. This role partners closely with sales, marketing, pricing, product, retail, and regional teams to identify performance gaps, prioritize initiatives, and ensure execution against the highest-impact growth opportunities.

Reporting to the Senior Director, this individual will serve as a central point of integration for key priorities - including defining, aligning, and tracking OKRs across the GTM & Sales organization. The role requires strong intuition for business, analytical depth, and executive presence, as well as the ability to lead a team and influence senior leaders across a fast-paced, high-growth environment.

This is a San Jose-based role and is not a remote opportunity.

• Lead business operations across the digital business, identifying areas requiring attention, investigation, and efforts sought at accelerating business outcomes.
• Drive structured RTB (Run-The-Business) cadences to surface insights, prioritize issues, and mobilize cross-functional initiatives.
• Analyze funnel performance, diagnose root causes, and implement programs and actions to improve conversion, growth, and efficiency.
• Influence organizational leaders and cross-functional partners to align on corrective actions and performance acceleration plans.

• Own the QRF (Quarterly Rolling Forecast) and Sales Operations process; Ensure alignment between strategic goals and operational execution across digital and retail channels.
• Build and manage coordinated roadmaps of execution programs in partnership with AUP, A.com, Marketing, Pricing Operations, and other execution teams.
• Lead functional prioritization processes that feed into quarterly and annual planning cycles, particularly for Creators and Creative Pros (CPros).
• Lead retail-related planning processes, including quarterly SOPs and APC budget alignment.

• Assess quarterly performance of marketing spend and identify areas of opportunity across spend channels and regions; Partner with marketing teams to evaluate return on spends, investment allocation, and performance levers.
• Drive cross-functional initiatives to improve demand generation, funnel progression, and customer acquisition efficiency.
• Identify regional growth opportunities and align priorities with federal execution teams. Ensure disciplined performance tracking and accountability across regional initiatives.

• Lead and develop a high-performing Strategy & Operations team, fostering strong analytical rigor and operational excellence.
• Operate as a connective hub across Digital GTM & Sales, ensuring clarity of priorities, streamlined decision-making, and measurable outcomes.
• Lead all aspects of the definition, alignment, and tracking of goals and achievements across key initiatives.
• Anticipate organizational friction points and proactively remove barriers to execution.

• 10+ years of experience in Strategy, Finance, Business Operations, or related fields within fast-paced, high-growth organizations.
• Proven experience running business operations, including business performance management, planning cadences, and cross-functional execution.
• Strong analytical and financial savvy, capable of unpacking funnel metrics and translating data into actionable insights.
• Experience managing and developing teams, with demonstrated leadership and coaching capability.
• Executive-level communication skills and capacity to influence senior partners without direct authority.
• Deep understanding of GTM motions, digital funnels, marketing effectiveness, and planning frameworks.
• Strong operational rigor with skill in balancing critical thinking and detailed execution.
• High degree of ownership, resilience, and leadership poise.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe's industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We're on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let's Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity 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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process 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 +1 408-536-3015.

AI Use Guidelines for Interviews:
Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI - and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it's restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

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.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.