# Director of Sales Operations, Technical Pre-Sales (TPS)

**Company**: Adobe
**Experience**: executive
**Job type**: full-time
**Salary**: $159,900 - $325,900 annually
**Category**: Sales
**Industry**: Technology

**Apply**: https://adobe.wd5.myworkdayjobs.com/en-US/external_experienced/job/San-Francisco/Director--TPS-Strategy---Business-Operations_R170411?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_f95281e9-807

## Description

We are seeking a Director of Sales Operations, Technical Pre-Sales (TPS) 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

**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

**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

**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

**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 → execution → measurable outcomes

- Create a closed-loop system from insight to action

**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-coach,comfortable 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**

- 10–15 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

## Skills

### Required
- Strategy
- Business Operations
- Sales Operations
- GTM Operations
- Analytical skills
- Financial modeling
- Executive-level communication

### Nice to have
- SaaS
- Enterprise technology
- Pre-sales workflows
- Solution consulting
- Technical validation
- POCs

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Source: [Apply at adobe.wd5.myworkdayjobs.com](https://adobe.wd5.myworkdayjobs.com/en-US/external_experienced/job/San-Francisco/Director--TPS-Strategy---Business-Operations_R170411?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)