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About the Role

This role leads the strategic and operational engine for the Technical Pre-Sales organization, translating go-to-market priorities into clear plans, disciplined execution, and measurable outcomes. It serves as the primary strategic and operational partner to TPS leadership, balancing hands-on execution with leadership and prioritization.

Responsibilities

• 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
• 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
• 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
• 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
• 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
• 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

Requirements

• 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

Skills

• SaaS / enterprise technology environments
• Pre-sales workflows (solution consulting, technical validation, POCs or comparable experience)
• Small, high-impact teams or early-stage org building
• AI-enabled workflows

Location

• California
• New York
• Illinois

Work Type

• Full-time

Experience Level

• Director

Salary/Compensations

• $176,900 -- $323,350 annually
• $223,300 - $323,350 (California)
• $223,300 - $323,350 (New York)
• $199,700 - $289,100 (Illinois)

Benefits

• Comprehensive benefits programs

About the Company

• 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.
• 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.
• At Adobe, you will be immersed in an exceptional work environment that is recognized around the world.
• You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.
• If you’re looking to make an impact, Adobe's the place for you.
• Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.
• There's more than meets the eye when it comes to Adobe.
• Take the quiz and see how well you know us!

Equal 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.
• Adobe aims to make Adobe.com 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 (408) 536-3015.