What are the responsibilities and job description for the Director, Central Sales Planning and Operations position at Adobe and Careers?
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. They will drive proactive business oversight, increase pipeline rigor and forecasting reliability. Additionally, they will bring together C&P and CXO Enterprise sales processes within a single, cohesive One Adobe Enterprise sales operating model.
This leader will build and implement the sales planning system on a global scale — including capacity strategy, territory composition, quota calibration, incentive governance, pipeline outlook, and performance management frameworks — ensuring our structure, coverage, and investment model are aligned to portfolio maturity and long-term growth.
You will directly influence how we deploy sellers and set quotas. You will also drive accountability and build a scalable enterprise sales system. This system will deliver predictable growth across a complex and evolving portfolio.
We’re seeking a leader focused on customer experience who works efficiently and effectively. You should think strategically while being willing to get involved in the details and complete tasks. You will develop and lead sales planning strategies and maintain regular sales planning and operational reviews. This role involves collaborating with a global, cross-functional team for assistance. 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, 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, 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, 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, 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, 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, experience leading and developing a hard-working team with a track record of engaging and growing diverse talent to greater success
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 at both: Strategic (multi-year planning horizon) and Tactical (hands-on model building)
Experience modernizing Sales Planning & Operations through automation, advanced analytics, and AI augmentation — reducing manual processes and growing decision velocity
About Adobe
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.
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 part of 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 .
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 $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 the job location during the hiring process.
In California, the pay range for this position is $225,100 - $325,900
At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
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.
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. They will drive proactive business oversight, increase pipeline rigor and forecasting reliability. Additionally, they will bring together C&P and CXO Enterprise sales processes within a single, cohesive One Adobe Enterprise sales operating model.
This leader will build and implement the sales planning system on a global scale — including capacity strategy, territory composition, quota calibration, incentive governance, pipeline outlook, and performance management frameworks — ensuring our structure, coverage, and investment model are aligned to portfolio maturity and long-term growth.
You will directly influence how we deploy sellers and set quotas. You will also drive accountability and build a scalable enterprise sales system. This system will deliver predictable growth across a complex and evolving portfolio.
We’re seeking a leader focused on customer experience who works efficiently and effectively. You should think strategically while being willing to get involved in the details and complete tasks. You will develop and lead sales planning strategies and maintain regular sales planning and operational reviews. This role involves collaborating with a global, cross-functional team for assistance. 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, 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, 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, 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, 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, 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, experience leading and developing a hard-working team with a track record of engaging and growing diverse talent to greater success
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 at both: Strategic (multi-year planning horizon) and Tactical (hands-on model building)
Experience modernizing Sales Planning & Operations through automation, advanced analytics, and AI augmentation — reducing manual processes and growing decision velocity
About Adobe
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.
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 part of 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 .
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 $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 the job location during the hiring process.
In California, the pay range for this position is $225,100 - $325,900
At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
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.
Salary : $159,900 - $325,900