Director, Sales Operations, Technical Pre-Sales

Adobe Inc.; San Jose (CA); On-site; USD 223,300 - 323,350; Full time

Job summary

Adobe Inc. is seeking a Director of TPS Strategy & Business Operations in California to lead the strategic and operational engine for the Technical Pre‑Sales organization.

The role unifies strategy, business and sales operations into a single function that translates GTM priorities into clear plans, disciplined execution, and measurable outcomes. The leader will couple hands‑on delivery with executive leadership, guiding a small team to align TPS priorities with sales motions, budgeting, and

Qualifications

• 10–15 years in Strategy, Business Operations, Sales Operations, or GTM Operations

Responsibilities

• Translate GTM strategy into TPS priorities and execution plans.
• Lead planning cycles (annual and in-year) and investment decisions.
• Define TPS growth strategy tied to pipeline and deal outcomes.
• Own TPS operations, governance, and operating rhythms.
• Define and manage metric framework for productivity, win rates, and revenue impact.
• Lead cross‑functional collaboration with Finance, HR, and Sales Ops.

Skills

Strategy

Sales Ops

Executive comms

Financial modeling

Pre‑sales

Job description

Position Overview

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.

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

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

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

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)

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

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

• Operate as a player‑coach‑comfortable going deep into analysis and execution when needed
• Prioritize ruthlessly, focusing the team on the few things that matter most
• Bring structure and clarity without over‑engineering
• Build strong cross‑functional relationships and drive alignment without formal authority

Qualifications

Required

• 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

Preferred

• Experience in SaaS or 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 runs—ensuring strategy, operations, and execution are tightly connected so the organization can move faster, operate with clarity, and deliver measurable business impact.

Expected Pay Range

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 $176,900 – $323,350 annually. Pay within this range varies by work location and may also depend on job‑related knowledge, skills, and experience.

In California, the pay range is $223,300 – $323,350.

In New York, the pay range is $223,300 – $323,350.

In Illinois, the pay range is $199,700 – $289,100.

Equal Employment Opportunity

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.

State‑Specific Notices

California

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

Colorado

If this role is open to hiring in Colorado, 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

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.