Director of Sales Operations

$319,600 - $319,600/Yr

Adobe - San Francisco, CA

Full-time - Senior

San Francisco, CA

Publishing Industries

About the position

The Director of Sales Operations at Adobe is responsible for leading the Strategic Partnership Program (SPP) organization, which focuses on Adobe's largest and most strategic accounts. This role involves defining the strategy and operations of a high-performing sales force, developing comprehensive sales operations plans, and optimizing field readiness to drive revenue growth. The Director will work closely with the Vice President of Strategic Partnership Sales and the Head of Global DX Sales Operations to ensure superior execution by the sales organization.

Responsibilities

• Management responsibility for a team of professionals providing centralized support for the Strategic Partnership Program (SPP).
• Building and delivering C-Level executive presentations, including RTBs, QBRs, and regular deep-dive sessions.
• Leading, coordinating, and refining weekly sales forecasting processes to drive predictability.
• Developing and actioning productivity and performance reporting of sales management, individuals, and account opportunities.
• Overseeing sales team productivity and tracking critical KPIs (close rate, pipeline growth, upsell, cross-sell, churn rate, etc.).
• Establishing highly repeatable and scalable sales processes, automation, and reporting methodologies for implementation across regions and business units.
• 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, and Enterprise Data-Driven Operating model.
• Ensuring that all field sales teams fully adopt the defined GTM.
• Helping recruit, inspire, lead, mentor, and motivate the sales organization to capitalize on the market opportunity for Adobe.
• Effectively partnering and appropriately challenging leadership to overachieve revenue targets and instill centralized processes effectively.
• Measuring how Sales Reps spend their time and using 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.
• 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.
• Experience developing tactical initiatives that improve sales productivity and performance.
• Background of introducing innovative performance metrics and improvement programs.
• 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.

Benefits

• Competitive salary range of $143,900 -- $319,600 annually based on location and experience.
• Short-term incentives in the form of sales commission plans for sales roles.
• Long-term incentives in the form of a new hire equity award for certain roles.
• Comprehensive health benefits including medical, dental, and vision insurance.
• Flexible work environment with opportunities for remote work.
• Professional development programs and ongoing training opportunities.