Director, Sales Planning and Operations

The Opportunity

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.

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

• 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

• 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

• 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

• 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

• 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…