We are seeking a Director of Sales Operations, Technical Pre-Sales (TPS) 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.
Own TPS Strategy, Business Operations, and Sales Operations as a unified function
Lead a small, high-impact team (3 FTEs) across strategy, analytics, and operations
Serve as the primary strategic and operational partner to TPS leadership
Balance hands-on execution with leadership and prioritization
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
2) Operating Model & Business Operations
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
3) Sales Operations (Pre-Sales Focus)
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
4) Performance Management & Insights
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)
5) Execution & Transformation
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
6) Systems, Data & Process Excellence
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
Operates as a player-coach—comfortable going deep into analysis and execution when needed
Prioritizes ruthlessly-focuses the team on the few things that matter most
Brings structure and clarity without over-engineering
Builds strong cross-functional relationships and drives alignment without formal authority
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
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
TPS operates with clear priorities and strong execution rigor
Leadership has simple, trusted awareness of performance, capacity, and pipeline
Strong alignment between Sales and TPS improves win rates and deal velocity
The team consistently delivers a small number of high-impact improvements
Systems and processes feel lightweight, effective, and scalable
This role is the single point of accountability for how TPS runs—ensuring strategy, operations, and execution are tightly connected so the organization can move faster, operate with clarity, and deliver measurable business impact.
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.
Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.
** Let’s Adobe together**
At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.
Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.
Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.
AI Use Guidelines for Interviews: Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.
At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $159,900 -- $325,900 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
In California, the pay range for this position is $225,100 - $325,900 In New York, the pay range for this position is $225,100 - $325,900 In Illinois, the pay range for this position is $185,300 - $268,250
At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.
If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
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