Director, Sales Process Owner

Our Company

Changing the world through digital experiences is what Adobes all about. We give everyonefrom emerging artists to global brandseverything they need to design and deliver exceptional digital experiences! Were passionate about empowering people to create beautiful and powerful images videos and apps and transform how companies interact with customers across every screen.

Were on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization and we know the next big idea could be yours!

The Opportunity

We are seeking a Director Sales Process Owner to lead and deliver global Sales process and systems transformation at scale. This is a senior hands-on leadership role designed for an individual with deep expertise in Sales process transformation across multiple SaaS companies who is excited to own outcomes as part of Sales at Adobe!

The Process Owner brings a strong external perspective on what great looks like in modern SaaS Sales paired with the ability to pragmatically apply that expertise in a complex real-world environment. This role is accountable for understanding the Sales business end to end translating strategy and seller needs into future-state process and capability designs and ensuring those designs are delivered through systems data and enablement.

This role serves as the voice of Sales to IT representing seller requirements and business priorities while partnering closely with technology leaders to deliver scalable capabilities. The Process Owner manages the capability roadmap within their Sales process domain. This includes process systems data and personas. They lead a team responsible for completing that roadmap!

Key Responsibilities

Sales Process Transformation & Ownership

• Own and transform end-to-end Sales processes within a process domain (such as opportunity management & forecasting or renewals and customer base expansion)
• Develop a deep understanding of Sales strategy operating models seller workflows and business requirements.
• Be accountable for process outcomes including seller productivity speed data quality compliance and customer experience.

Future-State Design & Roadmap Management

• Design the future-state Sales processes and capabilities aligned to company growth strategy and go-to-market motions.
• Own and manage the capability roadmap for assigned Sales process areas inclusive of process systems data and personas.
• Identify gaps between current state and future state and sequence initiatives to drive meaningful transformation.
• Balance standardization scalability and flexibility across regions segments and routes to market.

Business Requirements & Technology Partnership

• Represent the voice of Sales with IT Product and Engineering teams.
• Translate Sales business needs and future-state designs into clear prioritized business requirements and success criteria.
• Partner with IT to deliver capabilities that enable Sales processes through CRM automation analytics and AI.
• Ensure delivered solutions meet Sales needs and drive adoption and measurable impact.

Cross-Functional & Executive Leadership

• Partner with Sales Leadership to align process transformation priorities to revenue goals.
• Collaborate with Sales Ops / RevOps Legal Finance Product and IT to ensure processes are executable compliant and scalable.
• Act as a senior leader and decision-maker when tradeoffs arise between speed control and scale.

People Leadership

• Lead coach and develop a team of process architects and business analysts
• Set clear goals accountability and development plans for the team.
• Establish consistent standards methodologies and ways of working for Sales process design and delivery.

Governance Adoption & Measurement

• Establish and lead governance forums to review roadmap progress prioritize investments and manage risk.
• Define benchmarks and success metrics to evaluate Sales process efficiency and transformation progress.
• Inspire change management enablement and communication to ensure strong adoption by sellers and managers.

Qualifications

• 1012 years of progressive experience leading Sales process and systems transformation within SaaS companies and/or management consulting.
• Demonstrated experience delivering multiple large-scale Sales process transformations preferably as a management consultant serving SaaS or technology clients or as a process architect or owner across multiple SaaS companies.
• Deep expertise in end-to-end SaaS Sales processes and operating models including enterprise mid-market SMB and partner-led motions.
• Proven ability to translate ambiguous business problems into clear future-state process designs and executable roadmaps.
• Strong experience defining business requirements and partnering with IT Product and Engineering teams to deliver CRM and Sales technology capabilities.
• Hands-on expertise with CRM platforms (Salesforce and/or Microsoft Dynamics) and adjacent Sales technologies.
• Experience influencing and aligning senior Sales leaders and executives without direct authority.
• Prior people management experience including leading teams through complex change.
• Strong executive communication skills with the ability to represent Sales credibly to technical and non-technical audiences.

Preferred Qualifications

• Experience with Microsoft Dynamics CRM
• Prior experience at a leading management consulting firm dedicated to Sales Revenue Operations or commercial transformation.
• Experience transitioning from consulting into an internal transformation or process owner role.
• Experience leading global Sales process standardization across regions.
• Familiarity with business architecture frameworks value streams and capability modeling.
• Experience using AI automation and analytics to transform Sales execution.
• Lean Six Sigma or similar process excellence certification.
• Bachelors degree in business engineering or a related field or equivalent experience; MBA preferred.

Who This Role Is Perfect For

This role is ideal for a former or current management consultant who has led multiple Sales or commercial transformations for SaaS or technology clients and is now looking to:

• Move from advisory work into a role with direct ownership and accountability for outcomes
• Apply proven transformation frameworks while adapting them pragmatically inside one organization
• Act as a senior thought partner to Sales leaders not just a process executor
• Shape how Sales operates at scale rather than optimizing around the edges

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.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and fair chance ordinances.

Colorado:

Application Window Notice

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.

Massachusetts:

Massachusetts Legal Notice

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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