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.

We're on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

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., Zoom Info, 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…