Director, Sales Operations, Technical Pre-Sales

About this role

Position Overview 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 workstreams—partnering 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

2) 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

3) 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

4) 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)

5) 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

6) 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-coach—comfortable 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 • 10–15 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 runs—ensuring 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 no

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