Job Description
The Opportunity
We 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 Responsibilities
Sales 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 For
This 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
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 not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other protected characteristic. Learn more.
Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.
AI Use Guidelines for Interviews: Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.
At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience.
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.
State-Specific Notices:
California:
Fair Chance Ordinances
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.
Colorado:
Application Window Notice
If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.
Massachusetts:
Massachusetts Legal Notice
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.