Position Overview
We are seeking a Director of TPS Strategy & Business Operations 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 12 execution 12 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-coach12comfortable 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
- 1015 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 runs12ensuring strategy, operations, and execution are tightly connected so the organization can move faster, operate with clarity, and deliver measurable business impact.
Expected Pay Range:
Our compensation reflects the cost of labor across several12 U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position12is $176,900 -- $323,350 annually. Pay12within this range varies by work location12and may also depend on job-related knowledge, skills,12and 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 $223,300 - $323,350
In New York, the pay range for this position is $223,300 - $323,350
In Illinois, the pay range for this position is $199,700 - $289,100
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.
