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About the Role

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.

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

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

Skills

Strategy
Business Operations
Sales Operations
GTM Operations
Analytical skills
Financial modeling
Executive-level communication
Partner management
SaaS
Enterprise technology
Pre-sales workflows
Solution consulting
Technical validation
POCs
AI-enabled workflows
Automation

Location

Work Type

Full-time

Experience Level

Director
10-15 years

Salary/Compensations

$159,900 -- $325,900 annually
$225,100 - $325,900 (California)
$225,100 - $325,900 (New York)
$185,300 - $268,250 (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. 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.

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. 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 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.
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.