Director Sales Operations

Adobe London a month ago

Our Company

Changing 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 Director of Sales Operations is responsible for the Enterprise International Digital Media business which includes Adobe’s flagship Creative Cloud and Document Cloud solutions in EMEA, APAC, and Japan. This person will partner with the Senior Vice President of International Sales to help define the strategy and operations of a best-in-class sales force, and support outstanding execution by the sales organisation.

The Director is accountable for the development of a comprehensive sales operations plan based on a substantial understanding of modern field operation dynamics to drive revenue growth. In addition, optimising a field readiness architecture to enable continued scale and success of Adobe’s field operations professionals will be a key objective for the experienced executive.

What you’ll do

  • Manage a team of professionals providing centralised support for the International Digital Media Organisation in EMEA, APAC, and Japan.

  • Drive field sales and ecosystem annual planning including determining account segmentation, financial targets, organisational design, account coverage, capacity model, territory assignment, quotas, and compensation plans.

  • Lead, coordinate and refine weekly sales forecasting processes driving predictability.

  • Develop and action productivity and performance reporting of sales management, individuals and account opportunity.

  • Support and optimise the GTM strategy including core sales processes and efficiency drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model.

  • Establish highly repeatable (and scalable) sales processes, automation and reporting methodology that can be implemented across regions and business units.

  • Help recruit, inspire, lead, mentor and empower the sales organisation to capitalise on the market opportunity for Adobe.

  • Effectively partner and appropriately challenge leadership to effectively overachieve revenue targets and instil centralised processes.

  • Measure how Sales Reps spend their time and use that data to improve process and IT automation priorities.

  • Accountability to assist sales teams to improve performance by assigning sales goals, quotas and compensation plans and for the development of sales training and management programs.

  • Conduct historical reviews of account performance, account segmentation and prioritisation, and oversee win/loss analysis and other predictive analytics.

  • Year-end and pipeline modelling; manage the sales pipeline by supervising deal-flow across stages and conduct performance reporting.

What's needed to succeed

  • Experience leading a best-in-class, sophisticated Sales Operations function supporting aggressive revenue growth. Capable of running a centralised go-to-market operational team responsible for supporting $1B+ of revenues.

  • A consistent success record 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 utilise combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield outstanding performance.

  • Able to research, develop and execute on sales tools, technologies and automation solutions/strategies in the field.

  • Experience developing and managing sales compensation plans as well as an expertise in contract review and negotiations.

  • Highly entrepreneurial and results-oriented.