Job Description
The OpportunityWe are seeking a
Director, Sales Process Owner to lead and deliver global Sales process and systems transformation at scale. This is a senior, hands-on leadership role designed for an individual with deep expertise in Sales process transformation across multiple SaaS companies, who is excited to own outcomes as part of Sales at Adobe!
The Process Owner brings a strong external perspective on what "great" looks like in modern SaaS Sales, paired with the ability to pragmatically apply that expertise in a complex, real-world environment. This role is accountable for understanding the Sales business end to end, translating strategy and seller needs into future-state process and capability designs, and ensuring those designs are delivered through systems, data, and enablement.
This role serves as the voice of Sales to IT, representing seller requirements and business priorities while partnering closely with technology leaders to deliver scalable capabilities. The Process Owner manages the capability roadmap within their Sales process domain. This includes process, systems, data, and personas. They lead a team responsible for completing that roadmap!
Key ResponsibilitiesSales Process Transformation & Ownership- Own and transform end-to-end Sales processes within a process domain (such as opportunity management & forecasting or renewals and customer base expansion)
- Develop a deep understanding of Sales strategy, operating models, seller workflows, and business requirements.
- Be accountable for process outcomes including seller productivity, speed, data quality, compliance, and customer experience.
Future-State Design & Roadmap Management- Design the future-state Sales processes and capabilities aligned to company growth strategy and go-to-market motions.
- Own and manage the capability roadmap for assigned Sales process areas, inclusive of process, systems, data, and personas.
- Identify gaps between current state and future state and sequence initiatives to drive meaningful transformation.
- Balance standardization, scalability, and flexibility across regions, segments, and routes to market.
Business Requirements & Technology Partnership- Represent the voice of Sales with IT, Product, and Engineering teams.
- Translate Sales business needs and future-state designs into clear, prioritized business requirements and success criteria.
- Partner with IT to deliver capabilities that enable Sales processes through CRM, automation, analytics, and AI.
- Ensure delivered solutions meet Sales needs and drive adoption and measurable impact.
Cross-Functional & Executive Leadership- Partner with Sales Leadership to align process transformation priorities to revenue goals.
- Collaborate with Sales Ops / RevOps, Legal, Finance, Product, and IT to ensure processes are executable, compliant, and scalable.
- Act as a senior leader and decision-maker when tradeoffs arise between speed, control, and scale.
People Leadership- Lead, coach, and develop a team of process architects and business analysts
- Set clear goals, accountability, and development plans for the team.
- Establish consistent standards, methodologies, and ways of working for Sales process design and delivery.
Governance, Adoption & Measurement- Establish and lead governance forums to review roadmap progress, prioritize investments, and manage risk.
- Define benchmarks and success metrics to evaluate Sales process efficiency and transformation progress.
- Inspire change management, enablement, and communication to ensure strong adoption by sellers and managers.
Qualifications- 10-12+ years of progressive experience leading Sales process and systems transformation within SaaS companies and/or management consulting.
- Demonstrated experience delivering multiple, large-scale Sales process transformations, preferably as a management consultant serving SaaS or technology clients, or as a process architect or owner across multiple SaaS companies.
- Deep expertise in end-to-end SaaS Sales processes and operating models, including enterprise, mid-market, SMB, and partner-led motions.
- Proven ability to translate ambiguous business problems into clear future-state process designs and executable roadmaps.
- Strong experience defining business requirements and partnering with IT, Product, and Engineering teams to deliver CRM and Sales technology capabilities.
- Hands-on expertise with CRM platforms (Salesforce and/or Microsoft Dynamics) and adjacent Sales technologies.
- Experience influencing and aligning senior Sales leaders and executives without direct authority.
- Prior people management experience, including leading teams through complex change.
- Strong executive communication skills, with the ability to represent Sales credibly to technical and non-technical audiences.
Preferred Qualifications- Experience with Microsoft Dynamics CRM
- Prior experience at a leading management consulting firm dedicated to Sales, Revenue Operations, or commercial transformation.
- Experience transitioning from consulting into an internal transformation or process owner role.
- Experience leading global Sales process standardization across regions.
- Familiarity with business architecture frameworks, value streams, and capability modeling.
- Experience using AI, automation, and analytics to transform Sales execution.
- Lean, Six Sigma, or similar process excellence certification.
- Bachelor's degree in business, engineering, or a related field, or equivalent experience; MBA preferred.
Who This Role Is Perfect ForThis role is ideal for a former or current management consultant who has led multiple Sales or commercial transformations for SaaS or technology clients and is now looking to:
- Move from advisory work into a role with direct ownership and accountability for outcomes
- Apply proven transformation frameworks while adapting them pragmatically inside one organization
- Act as a senior thought partner to Sales leaders, not just a process executor
- Shape how Sales operates at scale, rather than optimizing around the edges
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
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.
