Sr. Director, Strategic Planning & Business Insights

Sr. Director, Strategic Planning & Business Insights

Our Company
Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

The Opportunity
The Sales Strategy, Operations and Enablement (SOE) organization is the established engine that runs Adobe’s Enterprise Field organization, enabling predictable revenue growth and maximizing sales team productivity. This is a global team of over 500 professionals across critical areas including go-to-market (GTM) strategy, sales operations, enablement, compensation, and systems management.
Bring your strategic and analytical expertise to lead planning, performance analysis, and strategic initiatives across our Enterprise Sales organization. This role is instrumental in shaping our go-to-market strategy, driving data-informed decisions, and enabling scalable growth. You will partner closely with senior leaders across Sales, Finance, Marketing, and Operations to develop strategic plans, deliver actionable insights, and support high-impact initiatives that improve sales effectiveness and business performance. This is a high‑visibility role requiring a blend of strategic acumen, analytical depth, and cross‑functional leadership.

What You Will Do

• Strategic Planning: Own the annual and quarterly planning processes for Enterprise Sales, including account segmentation, coverage model design, target setting, resource allocation, quota allocation, and performance forecasting.
• Performance Reporting: Define and track key performance indicators (KPIs) to assess sales effectiveness, evaluate strategic priorities, and identify improvement levers.
• Performance Management: Lead performance reviews (QBRs, Deep Dives, Bi-Annual Review) to assess sales effectiveness and align operational changes to achieve business outcomes.
• Insights & Analytics: Deliver actionable insights through deep bespoke analysis of sales performance, pipeline trends, customer segmentation, and market dynamics; develop and present strategic recommendations and performance updates to senior leadership and executive stakeholders.
• Sales Strategy: Investigate sales performance issues, develop targeted strategies to address root causes, pilot solutions within select teams or regions, and develop plans for global rollout of proven strategies.
• Pipeline Strategy: Drive holistic pipeline management, including creation and progression tactics, in close partnership with Marketing, BDR, and Partner teams to maximize sales opportunities and accelerate growth.
• Retention Strategy: Monitor retention, renewal, and attrition performance; collaborate with post‑sales teams to deliver measurable improvements; partner with product teams to drive longer‑term enhancements in customer experience.
• Sales Tools: Champion sales tool innovation by leveraging cutting‑edge technologies (e.g., Generative AI, Machine Learning, Advanced Data Platforms) and integrating third‑party data sources (e.g., ZoomInfo, HG Insights) to enhance sales effectiveness.
• Cross‑Functional Collaboration: Partner with Sales, Finance and analytics with broader business goals.

What You’ll Need To Succeed

• 12+ years of experience in strategic planning, business analytics, or sales operations, preferably in a global B2B tech or SaaS environment.
• Proven ability to lead planning and analytics functions in a complex, matrixed organization.
• Strong business acumen and understanding of enterprise sales models and go‑to‑market strategies.
• Advanced analytical skills with proficiency in tools such as Excel, Tableau, Salesforce, and SQL; experience with planning platforms like Anaplan is a plus.
• Strong analytical skills and attention to detail, while staying focused on the big picture.
• Excellent verbal and written communication skills; strong presence in front of senior executives.
• A strategic mindset with the ability to translate data into actionable business insights.
• A passion for driving clarity, alignment, and performance across sales teams.

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 $172,000 -- $389,600 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.
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 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 applicable characteristics protected by law. Learn more.

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