Director, Sales Operations, Technical Pre-Sales

Director Of Sales Operations, Technical Pre-Sales (TPS)

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 workstreamspartnering closely with TPS leadership to ensure the organization operates with clarity, rigor, and impact.

Scope of Role

• Own TPS Strategy, Business Operations, and Sales Operations as a unified function
• Lead a small, high-impact team (3 FTEs) across strategy, analytics, and operations
• Serve as the primary strategic and operational partner to TPS leadership
• Balance hands-on execution with leadership and prioritization

Key Responsibilities

Strategy & Planning

• 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

Operating Model & Business Operations

• 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

Sales Operations (Pre-Sales Focus)

• 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

Performance Management & Insights

• 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 (not just delegate)

Execution & Transformation

• 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

Systems, Data & Process Excellence

• 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

Leadership Expectations

• Operates as a player-coachcomfortable 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

Qualifications

Required

• 1015 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

Preferred

• 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

What Success Looks Like

• TPS operates with clear priorities and strong execution rigor
• Leadership has simple, trusted awareness of performance, capacity, and pipeline
• Strong alignment between Sales and TPS improves win rates and deal velocity
• The team consistently delivers a small number of high-impact improvements
• Systems and processes feel lightweight, effective, and scalable

Why This Role Matters

This role is the single point of accountability for how TPS runsensuring strategy, operations, and execution are tightly connected so the organization can move faster, operate with clarity, and deliver measurable business impact.

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.

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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

In New York, the pay range for this position is $225,100 - $325,900

In Illinois,