Director, Sales Operations, Technical Pre-Sales

Position Overview

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 workstreamspartnering closely with TPS leadership to ensure the organization operates with clarity rigor and impact.

Scope of Role

• 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

Key Responsibilities

Strategy & Planning

• 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

Leadership Expectations

• Operates as a player-coachcomfortable 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

Qualifications

Required

• 1015 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

Preferred

• 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

What Success Looks Like

• 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

Why This Role Matters

This role is the single point of accountability for how TPS runsensuring strategy operations and execution are tightly connected so the organization can move faster operate with clarity and deliver measurable business impact.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity productivity and personalized customer experiences. Adobes 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 30000 employees worldwide are creating the future and raising the bar as we drive the next decade of growth. Were 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.

Lets 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.

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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 its restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

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.