Director, TPS Strategy & Business Operations

Adobe•San Jose, CA

About The Position

We are seeking a Director of TPS Strategy & Business Operations to lead the strategic and operational engine for the Technical Pre-Sales organization. This role owns the end-to-end TPS operations, bringing together strategy, business operations, and sales operations into a single, coordinated function that translates go-to-market priorities into clear plans, disciplined execution, and measurable outcomes. As a player-coach leader, you will both define direction and directly drive critical workstreams—partnering closely with TPS leadership to ensure the organization operates with clarity, rigor, and impact.

Requirements

10–15 years in Strategy, Business Operations, Sales Operations, or GTM Operations
Experience supporting Sales and/or Technical Pre-Sales organizations
Proven ability to build operating models and personally drive execution
Strong analytical and financial modeling skills
Executive-level communication and partner management

Nice To Haves

Experience in SaaS / enterprise technology environments
Familiarity with pre-sales workflows (solution consulting, technical validation, POCs or comparable experience)
Experience in small, high-impact teams or early-stage org building

Responsibilities

Translate enterprise GTM strategy into TPS priorities, “big bets,” and execution plans
Lead annual and in-year planning (capacity, coverage, and investment decisions)
Define and continuously refine TPS growth strategy tied to pipeline, win rates, and deal outcomes
Ensure alignment between TPS priorities and sales motions
Own TPS business operations, including planning cycles, governance, and operating rhythms
Run core cadences (QBRs, pipeline reviews, capacity reviews, leadership forums)
Drive clarity on priorities, roles, and decision-making frameworks
Partner with Finance and HR on budget, workforce planning, and organizational design
Establish lightweight, scalable operating mechanisms
Help define and lead operationalization of pre-sales engagement and coverage models
Partner with Sales Ops to integrate technical breakthroughs into pipeline and forecasting
Drive awareness of technical deal progression, risk, and capacity constraints
Support territory planning and optimize pre-sales resource deployment
Define important metric framework for TPS (productivity, technical win rates, cycle time, impact on revenue)
Build and maintain a focused, high-quality reporting and insights engine
Lead performance reviews that drive decisions and accountability
Personally deliver executive-level insights and recommendations (not just delegate)
Lead a small number of high-priority initiatives that improve TPS effectiveness and scale
Drive adoption of new processes, tools, and AI-enabled workflows
Ensure strong follow-through from strategy → execution → measurable outcomes
Create a closed-loop system from insight to action
Partner with Sales Ops and technical teams to improve systems, workflows, and data quality
Standardize critical processes while avoiding unnecessary complexity
Leverage automation and AI to increase efficiency and insight generation