Director, Central Sales Planning and Operations

Adobe•San Jose, CA

About The Position

Adobe’s Creativity & Productivity (C&P) Enterprise business is advancing to its next phase — transitioning from growth based on renewals to focusing on customer value and AI transformation partnerships. To support this, we seek a Director of Central Sales Planning and Operations for Central functions. This person will be the operational core of the global C&P Enterprise. They will drive proactive business oversight, increase pipeline rigor and forecasting reliability. Additionally, they will bring together C&P and CXO Enterprise sales processes within a single, cohesive One Adobe Enterprise sales operating model. This leader will build and implement the sales planning system on a global scale — including capacity strategy, territory composition, quota calibration, incentive governance, pipeline outlook, and performance management frameworks — ensuring our structure, coverage, and investment model are aligned to portfolio maturity and long-term growth. You will directly influence how we deploy sellers and set quotas. You will also drive accountability and build a scalable enterprise sales system. This system will deliver predictable growth across a complex and evolving portfolio. We’re seeking a leader focused on customer experience who works efficiently and effectively. You should think strategically while being willing to get involved in the details and complete tasks. You will develop and lead sales planning strategies and maintain regular sales planning and operational reviews. This role involves collaborating with a global, cross-functional team for assistance.

Requirements

Global experience as a Senior Sales Operations leader
A high-performance people leader, experience leading and developing a hard-working team with a track record of engaging and growing diverse talent to greater success
An outstanding understanding of sales processes, systems, and procedures
The capacity to perform well in a high-speed setting
Over 12 years of experience in Sales Strategy, Sales Operations, or Revenue Operations within a global enterprise software company
Demonstrated ownership of sales pipeline management, quota modeling, capacity strategy, and territory build at scale
Strong executive presence — able to influence CRO, Finance, and Geo leaders
Proven experience diagnosing structural efficiency challenges
Advanced financial and statistical modeling skills
Deep understanding of: Enterprise sales coverage models, Multi-product portfolio selling, Subscription and renewal economics
Experience supporting AI, platform, or change-focused GTM models
Ability to operate at both: Strategic (multi-year planning horizon) and Tactical (hands-on model building)
Experience modernizing Sales Planning & Operations through automation, advanced analytics, and AI augmentation — reducing manual processes and growing decision velocity

Responsibilities

Integrate C&P and CXO Enterprise sales approaches into a unified One Adobe framework
Empower the field with actionable customer insights (usage, adoption, whitespace, renewal signals) to increase rep efficiency and sales management efficacy
Take charge of Global Sales Planning Architecture
Lead annual and multi-year sales planning (capacity, coverage, deployment)
Build territory segmentation and account allocation frameworks
Monitor territory health and adjust accordingly
Build portfolio-aware coverage models reflecting: Mature renewal products, Expansion plays, AI transformation opportunities
Drive structural optimization to improve productivity per seller
Lead Quota & Incentive Governance
Architect quota-setting methodology in partnership with Finance
Calibrate quotas based on: Historical performance, Addressable market opportunity, Competitive density, Capacity efficiency curves
Diagnose attainment gaps: Structural vs. performance vs. quota-setting issues
Collaborate with Compensation to guarantee incentive alignment with: Expansion, AI transformation positioning, Customer value realization
Drive Global Pipeline Outlook & Forecasting Rigor
Own global pipeline analytics and forward-looking revenue modeling to drive greater predictability
Build standardized pipeline health frameworks across Geos and Regions
Establish efficiency benchmarks by segment, product, and role
Lead executive-level business reviews and planning cadences
Advance Sales Productivity & Structural Efficiency
Identify structural inefficiencies in role build and seller mix
Analyze: Revenue per head, Attainment distribution, Incremental efficiency, Non-quota vs. quota-carrying balance
Drive structural recommendations to improve efficiency and return on investment
Partner with GTM Strategy & Ops on enterprise-wide deep dives
Establish global governance for: Territory & quota changes, Headcount planning, Capacity modeling
Standardize opportunity management and account planning frameworks
Improve sales systems accuracy and planning infrastructure
Lead operational change management initiatives