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!

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 challenge

The Associate will be responsible for providing analytical perspective to Enterprise business GTM for the Document Cloud (Adobe Acrobat and Adobe Sign) in the Americas, Europe, APAC, and Japan. This individual will partner with global leaders to define the strategy and operations of an outstanding salesforce for Adobe, and support superior execution by the sales organization. Additionally, you will be accountable for the development of a comprehensive sales operations plan based on a substantial understanding of field operation dynamics to drive growth.

What you’ll do

• Drive field sales and ecosystem annual planning including figuring out account segmentation, financial targets, organizational design, account coverage, capacity model, territory assignment, quotas, and compensation plans.
• Help evolve and refine sales approach and methodology to building and progressing pipeline.
• Develop and action productivity and performance reporting of sales management, individuals and account opportunity.
• Support and help optimize the GTM strategy including core sales processes and productivity drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model. Ensure that the defined GTM is fully adopted by all field sales teams.
• Conduct historical reviews of account performance, account segmentation and prioritization, and oversee win/loss analysis and other predictive analytics.
• Oversee year-end and pipeline coverage modeling, sales pipeline by monitoring deal-flow across stages and conduct performance reporting, and sales team efficiency by tracking critical metrics including close rate, pipeline growth, upsell, cross-sell, churn rate, etc.
• Help recruit, inspire, lead, mentor a team to capitalize on the market opportunity for Adobe.

What you need to succeed

• 4+ years of relevant experience; strategy and operations experience is a plus
• Demonstrated track record of influencing at senior level of an organization and driving accountability on execution across a matrixed organization
• Proven success driving business projects and programs resulting in measurable outcomes
• Experience creating GTM strategies along with a practical understanding of the technologies and tactics necessary for execution
• Exceptional analytical and quantitative problem solving skills, including conducting research, analyzing data, developing hypotheses, and synthesizing recommendations
• Strong interpersonal skills with ability to work effectively with people at all levels
• Ability to communicate complex ideas effectively verbally and in writing
• High degree of intellectual curiosity and ability to absorb concepts quickly
• Heavily results-oriented; strong track record in meeting and/or exceeding revenue targets.
• Experience in subscription revenue environment is ideal.

Desirable but not essential

• MBA with expertise in business analytics
• Masters in an well-known analytics program
• Experience in a leading technology company or strategy consulting organization
• Deep knowledge of the technology industry including direct-to-consumer and/or business-to-business models