Director, Sales Operations

About the opportunity

The Sales team is at the forefront of empowering businesses to achieve online visibility and digital marketing success. Through our selling approach and world-class enablement programs, we equip our team with the tools, resources, and training. This is how we keep delivering meaningful results for our customers.

Joining the Sales team also means:

• Fast forward and continuous career growth: the highest rate of promotions within the organization
• A team spread across 40+ locations around the globe
• Offline and online bootcamps as part of our onboarding process
• President's club—an opportunity to celebrate exceptional results and reward top performers in high-class vacation destination
• Quota attainment has been recognized as higher than market average, according to RepVue
• Uncapped commissions

About the Role

We're looking for a Director of Sales Operations to help scale, refine, and elevate our Sales organization. This role reports directly to the VP of Revenue Operations and will serve as a key partner in strengthening how the Sales function operates as we continue to grow and prepare for deeper evolution within Adobe.

This is a hands-on leadership role for someone who understands what great looks like and knows how to evolve an existing foundation into a more mature, predictable, and high-performing operating model. You will build on what is already in place by sharpening processes, improving forecasting rigor, and introducing the structure needed to operate effectively at greater scale and complexity.

What You'll Do

Build the Operational Foundation, Operating Cadence, and KPIs

• Refine and evolve the existing Sales operating model, including territory design, segmentation, and coverage strategy to support continued growth
• Strengthen sales processes to improve consistency, inspection, and predictability
• Enhance the operating cadence across the Sales organization, including pipeline reviews, forecast calls, and quarterly business reviews
• Continuously improve core KPIs (such as pipeline generation, conversion rates, deal velocity, and attainment) and ensure metrics are tightly connected to behaviors, accountability, and performance management

Drive Insight and Performance

• Own and elevate forecast methodology, accuracy, and accountability across Sales leadership
• Improve pipeline visibility and inspection to drive higher-quality forecasting and execution
• Partner with Analytics teams to develop and enhance dashboards, reporting, and analytics to support faster, more confident decision-making
• Translate data into clear, actionable insights that influence Sales and executive leadership
• Identify opportunities to increase productivity, efficiency, and pipeline quality

Strategic Business Partnership

• Act as a trusted advisor to Sales leadership, helping guide decision-making with data and structure
• Lead and support planning cycles, including annual planning, quota setting, capacity modeling, and territory design
• Serve as a key partner in shaping sales compensation strategy, leveraging data and performance insights to influence plan design, incentives, and alignment to company goals
• Partner on strategic initiatives such as new market expansion, GTM evolution, and integration planning
• Bring clarity and alignment to cross-functional initiatives that span Sales, Finance, and Customer Success

Cross-Functional Alignment & Teambuilding

• Strengthen alignment with Customer Success, Product, and Finance across the full revenue lifecycle
• Align on funnel definitions, handoffs, shared metrics, and revenue goals
• Help connect strategy to execution across teams, ensuring consistency in how the business operates
• Develop and mentor Sales Operations talent, raising the overall capability of the team
• Foster a culture of accountability, ownership, and continuous improvement

About you

• Operator Mindset
• Analytical and Technical Strength
• Business Partnership
• Builder and Scaler Mentality

Qualifications

• 5 to 8 years of experience in Operations, Revenue Operations, or Sales Operations, with significant experience directly supporting Direct, Indirect, and Overlay Sales teams/models
• Experience operating at a Director level or equivalent scope, with ownership over forecasting, planning, and cross-functional initiatives
• Track record of scaling and maturing Sales Operations functions in a growing B2B SaaS or recurring revenue environment
• Experience working in or preparing for complex organizational environments, such as acquisitions or integrations
• Demonstrated ability to partner with senior leadership and influence decisions that impact company performance