Dir, Sales Operations

Adobe•San Jose, CA

1d•Onsite

About The Position

The Opportunity 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.

Requirements

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.

Responsibilities

Business Performance & Operations 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.
Planning, Roadmaps & Operational Alignment 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.
Marketing Effectiveness & Regional Growth Acceleration 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.
Team Leadership & Organizational Integration 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.