The Director, Strategy & Operations for Digital GTM & Sales at Adobe Inc. is a key leadership role driving business performance, operational rigor, and strategic alignment across the digital sales funnel. This individual will lead cross-functional initiatives, manage planning processes, and build a high-performing team to accelerate growth in a fast-paced environment.
What You'll Do
- Lead business operations across the digital business, identifying areas requiring attention, investigation, and efforts sought at accelerating business outcomes.
- Drive structured RTB (Run-The-Business) cadences to surface insights, prioritize issues, and mobilize cross-functional initiatives.
- Analyze funnel performance, diagnose root causes, and implement programs and actions to improve conversion, growth, and efficiency.
- Influence organizational leaders and cross-functional partners to align on corrective actions and performance acceleration plans.
- Own the QRF (Quarterly Rolling Forecast) and Sales Operations process; Ensure alignment between strategic goals and operational execution across digital and retail channels.
- Build and manage coordinated roadmaps of execution programs in partnership with AUP, A.com, Marketing, Pricing Operations, and other execution teams.
- Lead functional prioritization processes that feed into quarterly and annual planning cycles, particularly for Creators and Creative Pros (CPros).
- Lead retail-related planning processes, including quarterly SOPs and APC budget alignment.
- Assess quarterly performance of marketing spend and identify areas of opportunity across spend channels and regions.
- Partner with marketing teams to evaluate return on spends, investment allocation, and performance levers.
- Drive cross-functional initiatives to improve demand generation, funnel progression, and customer acquisition efficiency.
- Identify regional growth opportunities and align priorities with federal execution teams.
- Ensure disciplined performance tracking and accountability across regional initiatives.
- Lead and develop a high-performing Strategy & Operations team, fostering strong analytical rigor and operational excellence.
- Operate as a connective hub across Digital GTM & Sales, ensuring clarity of priorities, streamlined decision-making, and measurable outcomes.
- Lead all aspects of the definition, alignment, and tracking of goals and achievements across key initiatives.
- Anticipate organizational friction points and proactively remove barriers to execution.
What We're Looking For
- 10+ years of experience in Strategy, Finance, Business Operations, or related fields within fast-paced, high-growth organizations.
- Proven experience running business operations, including business performance management, planning cadences, and cross-functional execution.
- Strong analytical and financial savvy, capable of unpacking funnel metrics and translating data into actionable insights.
- Experience managing and developing teams, with demonstrated leadership and coaching capability.
- Executive-level communication skills and capacity to influence senior partners without direct authority.
- Deep understanding of GTM motions, digital funnels, marketing effectiveness, and planning frameworks.
- Strong operational rigor with skill in balancing critical thinking and detailed execution.
- High degree of ownership, resilience, and leadership poise.
Team & Environment
Reports to the Senior Director. Team size and structure details are not specified.
Benefits & Compensation
- Comprehensive benefits programs
- Adobe for All (inclusion and diversity initiatives)
- Focus on people, purpose and community
- Opportunities to innovate with AI
- State-specific fair chance employment consideration for applicants with arrest or conviction records (California)
- Accommodations available for applicants with disabilities
- Annual Incentive Plan (AIP) for non-sales roles
- Long-term incentives in the form of a new hire equity award (for certain roles)
U.S. pay range: $159,900 -- $325,900 annually; In California: $225,100 - $325,900 annually. For sales roles, starting salaries are expressed as total target compensation (TTC = base + commission). Non-sales roles: base salary with short-term incentives via Annual Incentive Plan (AIP). Certain roles may be eligible for long-term incentives in the form of a new hire equity award. Short-term incentives in the form of sales commission plans (for sales roles) or Annual Incentive Plan (AIP) (for non-sales roles).
Work Mode
This is a San Jose–based role and is not a remote 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 will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.
