Adobe Inc.

GTM Strategy and Operations Manager

Adobe Inc. • $182K — $264K *
San Jose, CA 95123In-Person
Enterprise Technology
8 - 10 years of experience
5 days ago
Job Overview by Ladders

Qualifications

  • 8-10+ years in GTM strategy, sales operations, management consulting, or a similar analytical role in enterprise SaaS or technology.
  • Proven track record of managing complex workstreams from problem framing to execution with accountability for results.
  • Strong executive presence with ability to communicate insights confidently to C-level audiences.
  • Effective in driving alignment across multiple departments such as Product, PMM, Sales, and Finance.
  • Eager to learn and adapt; skilled in hypothesis-driven problem solving in fast-paced settings.
  • Bachelor's degree required; MBA or equivalent operational experience preferred.
  • Familiarity with AI-powered analytical tools and a proactive approach to developing data products and insights.

Responsibilities

  • Pressure-test go-to-market strategies against real field scenarios to ensure alignment with sales objectives.
  • Lead interdepartmental alignment to embed field insights into planning and execution.
  • Translate Firefly Enterprise strategy into actionable sales objectives during planning cycles.
  • Define customer targeting criteria and maintain feedback loops for strategy refinement.
  • Own comprehensive performance reporting covering pipeline health, close rate trends, and product adoption.
  • Build business models and analyses to inform planning and strategic decisions.
  • Own the analytical narrative for executive business reviews, structuring insights on performance and priorities.
  • Collaborate with Sales Operations Managers to translate strategy into actionable activities for field reps.

Benefits

  • Opportunity to work at the forefront of Adobe's AI business growth.
  • Gain exposure to high-level decision-making processes across various departments.
  • Contribute to shaping critical market strategies for emerging AI technologies.
  • Work in a dynamic and fast-paced environment that encourages innovation and learning.
Full Job Description
The Opportunity

Adobe's Creativity & Productivity Enterprise team is bringing Firefly Enterprise offers to market at scale across the world's largest brands. The GTM Strategy & Operations function sits at the center of this motion, translating product and PMM strategy into field-ready execution and feeding a continuous performance signal back to leadership. This is a highly visible individual contributor role with domain-level ownership. It involves crafting strategy, driving analytical rigor, and acting as a trusted thought partner to sales leadership, PMM, Product, and Finance. We offer a rare opportunity to work at the intersection of an emerging AI business and a world-class enterprise sales motion!

We are building something new; and we want you to help shape it. This role is at the heart of Adobe's AI growth strategy, where GTM motions are actively being defined, tested, and refined. You'll bring structure to ambiguity, use AI and analytics tools to improve how we engage the field and inform leadership, and will move fluidly between critical thinking and hands-on execution. If you thrive in rapidly evolving environments where our work directly influences how a category-defining business goes to market, this role was made for you! Want to build the future of Enterprise AI at Adobe?

What We Do

Build GTM Strategy & Field Execution
  • Pressure-test go-to-market motions against field reality, ensuring strategies are executable and aligned with enterprise sales objectives before reaching the field.
  • Lead GTM alignment interlocks, embedding field perspective into strategy before it flows into planning and execution and supporting structured reviews with CRO- and VP-level leadership to ensure field and leadership objectives are aligned.
  • Support prioritization and plan development during annual and quarterly planning cycles. Translate Firefly Enterprise strategy into clear sales objectives. Finance, Field, and Leadership can then complete these.
  • Define customer qualification and targeting criteria for prioritized Firefly Enterprise sales motions, maintaining a continuous feedback loop that surfaces field reality back to PMM and Product for ongoing strategy refinement.

Drive Business Performance & Insights
  • Own end-to-end performance reporting, including pipeline health, close rate trends, ARR expansion signals, and product adoption indicators.
  • Build business models and scenario analyses that support annual planning, investment decisions, and in-year strategy adjustments, including territory sizing, white-space quantification, and ARR impact modeling.
  • Own the analytical narrative for executive-facing business reviews, including QBRs, deep dives, and leadership readouts, structuring insights around performance, strategic implications, and forward priorities.
  • Respond to ad hoc requests from senior collaborators with structured analysis and clearly framed recommendations, compressing ambiguous questions into data-backed points of view.

Partner with the Field & Enable Execution
  • Partner directly with Sales Operations Managers (SOMs) as a paired strategic counterpart, ensuring GTM priorities are translated into rep-level activity and that field execution reflects agreed strategy rather than stalling at the planning layer.
  • Build and deploy AI-powered tools and analytical frameworks. These include account targeting models, opportunity scoring engines, and self-serve insight tools. They scale GTM intelligence across the field, improve seller efficiency, and reduce manual analytical dependency.

What's Needed to Succeed
  • 8-10+ years in GTM strategy, sales operations, management consulting, or a comparable analytical and cross-functional role in enterprise SaaS or technology.
  • Proven track record of owning complex workstreams end-to-end, from problem framing through analysis, collaborator alignment, and execution, with clear accountability for outcomes.
  • Executive presence with skill in distilling ambiguity into structured recommendations and communicating findings confidently to VP- and C-level audiences.
  • Skilled at driving alignment across matrixed organizations; natural collaborator across Product, PMM, Sales, and Finance.
  • Eager to learn! Hypothesis-led problem solver with an outside-in POV, bias for action, and comfort building structure in ambiguous, fast paced environments.
  • Bachelor's degree required; an MBA or comparable operational experience is strongly preferred.
  • Comfort operating with AI-powered analytical tools; demonstrated curiosity and willingness to build or deploy data products, automation, or AI-assisted workflows that scale insight delivery across teams.


About Adobe Inc.

The Omniture product suite provides an integrated set of services: advanced web analytics and segmentation (SiteCatalyst, Discover and Data Warehouse), search marketing (SearchCenter), optimization (Advanced Testing and Targeting -- Offermatica and TouchClarity), and the marketing integration platform (Genesis). They also have an iPhone application that allows customers to sign into their Omniture account and view statistics from anywhere.

Adobe Inc. Careers

Join Adobe Inc., a global leader in digital media and digital marketing solutions, and be part of a team that thrives on innovation and creativity. Adobe offers unparalleled job opportunities that propel your career forward in an environment that fosters growth and leadership. Work You’ll Do At Adobe, you will be immersed in an atmosphere of innovative solutions and exceptional leadership, contributing to projects that drastically change the landscape of digital content. Our team at Adobe is dedicated to empowering creatives and enterprises alike through cutting-edge technology and expertise. Transform the World with Your Creativity Adobe’s mission is to change the world through digital experiences. We are looking for professionals who are passionate about creativity, technology, and driving significant market evolution. Join a diverse team that values individuality and the fresh perspectives each member brings. Lead in a Culture of Innovation Adobe Inc. is synonymous with fostering a culture of innovation where your ideas can pave the way for groundbreaking digital solutions. Our leadership is committed to nurturing a dynamic and inclusive workplace that promotes career growth and development. Collaborate with the Best Work alongside a global team of talented professionals who are leaders in their fields. At Adobe, you will enhance your skills through collaboration and be inspired by the creativity and dedication of your teammates. Our networking opportunities within the company are designed to foster connections that lead to lasting professional relationships. Explore Career Opportunities Adobe Inc. offers a range of career paths from software engineering to marketing, customer experience to IT. Explore job opportunities and internships that align with your skills and passions. Adobe is committed to hiring the best talent and providing them with the training, benefits, and support needed to succeed. Innovate and Grow Drive innovation as part of the Adobe team and see firsthand how your work contributes to the company’s success and your personal growth. Engage in projects that push the boundaries of technology and creativity. Future-Proof Your Career Adobe is dedicated to the development of its employees at all stages of their careers. We offer comprehensive training programs, including leadership development and diversity training, to ensure you are equipped for the future. Our benefits package is designed to support the well-being and financial security of our team members and their families. Stay Connected Join Our Team Search open positions that match your skills and interests. We look for driven, curious, creative, and solution-oriented team players. Start your journey with Adobe today by exploring our exciting career and internship opportunities. Keep Up to Date Stay ahead with career tips, insider perspectives, and industry-leading insights you can put to use today—all from the people who work here. READ CAREERS BLOG Job Alert Emails Customize your subscription to receive job alerts, the latest news, and insider tips tailored to your preferences. Discover the rewarding and exciting opportunities that await at Adobe Inc.
Learn more about Adobe Inc.
Size
25,988 employees
Market Cap
$154.8 billion
Industry
Enterprise Technology
Net Income
$5.2 billion
Founded
1982
5 Year Trend
+21.9%
Revenue
$12.8 billion
NASDAQ
ADBE
* Ladders Estimates

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