Director, Central Sales Planning and Operations

The Opportunity

Adobe's Creativity & Productivity (C&P) Enterprise business is advancing to its next phase—transitioning from growth based on renewals to focusing on customer value and AI transformation partnerships. To support this, we seek a Director of Central Sales Planning and Operations for Central functions. This person will be the operational core of the global C&P Enterprise, driving proactive business oversight, increasing pipeline rigor and forecasting reliability, and integrating C&P and CXO Enterprise sales processes into a unified One Adobe Enterprise sales operating model.

As the leader, you will build and implement the global sales planning system—including capacity strategy, territory composition, quota calibration, incentive governance, pipeline outlook, and performance management frameworks—to align structure, coverage, and investment with portfolio maturity and long‑term growth.

What you'll do

• Integrate C&P and CXO Enterprise sales approaches into a unified One Adobe framework.
• Empower the field with actionable customer insights (usage, adoption, whitespace, renewal signals) to increase rep efficiency and sales management efficacy.

Take charge of Global Sales Planning Architecture

• Lead annual and multi‑year sales planning (capacity, coverage, deployment).
• Build territory segmentation and account allocation frameworks.
• Monitor territory health and adjust accordingly.
• Build portfolio‑aware coverage models reflecting mature renewal products, expansion plays, and AI transformation opportunities.
• Drive structural optimization to improve productivity per seller.

Lead Quota & Incentive Governance

• Architect quota‑setting methodology in partnership with Finance.
• Calibrate quotas based on historical performance, addressable market opportunity, competitive density, and capacity efficiency curves.
• Diagnose attainment gaps: structural vs. performance vs. quota‑setting issues.
• Collaborate with Compensation to guarantee incentive alignment with expansion, AI transformation positioning, and customer value realization.

Drive Global Pipeline Outlook & Forecasting Rigor

• Own global pipeline analytics and forward‑looking revenue modeling to drive greater predictability.
• Build standardized pipeline health frameworks across geos and regions.
• Establish efficiency benchmarks by segment, product, and role.
• Lead executive‑level business reviews and planning cadences.

Advance Sales Productivity & Structural Efficiency

• Identify structural inefficiencies in role build and seller mix.
• Analyze revenue per head, attainment distribution, incremental efficiency, and non‑quota vs. quota‑carrying balance.
• Drive structural recommendations to improve efficiency and return on investment.
• Partner with GTM Strategy & Ops on enterprise‑wide deep dives.

Operational Governance & Sales Excellence

• Establish global governance for territory & quota changes, headcount planning, and capacity modeling.
• Standardize opportunity management and account planning frameworks.
• Improve sales systems accuracy and planning infrastructure.
• Lead operational change management initiatives.

What you'll need to succeed

• Global experience as a senior sales operations leader.
• A high‑performance people leader who develops and grows diverse talent.
• An outstanding understanding of sales processes, systems, and procedures.
• The capacity to perform well in a high‑speed setting.
• Over 12 years of experience in sales strategy, sales operations, or revenue operations within a global enterprise software company.
• Demonstrated ownership of sales pipeline management, quota modeling, capacity strategy, and territory build at scale.
• Strong executive presence—able to influence CRO, Finance, and Geo leaders.
• Proven experience diagnosing structural efficiency challenges.
• Advanced financial and statistical modeling skills.
• Deep understanding of enterprise sales coverage models, multi‑product portfolio selling, subscription and renewal economics.
• Experience supporting AI, platform, or change‑focused GTM models.
• Ability to operate strategically (multi‑year planning horizon) and tactically (hands‑on model building).
• Experience modernizing sales planning & operations through automation, advanced analytics, and AI augmentation to reduce manual processes and grow decision velocity.

Expected Pay Range

Our compensation reflects the cost of labor across several U.S. geographic markets and is paid differently by defined markets. The U.S. pay range for this position is $159,900 – $325,900 annually. Pay within this range varies by work location and may also depend on job‑related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for your location during the hiring process.

In California, the pay range for this position is $225,100 – $325,900.

Note: Sales roles start with total target compensation (TTC = base + commission); short‑term incentives are sales commissions. Non‑sales roles start with base salary and short‑term incentives are the Annual Incentive Plan (AIP). Certain roles may be eligible for long‑term incentives in the form of a new hire equity award.

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. Learn more.

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