Senior GTM Sales Planning and Strategy Manager

Our Company
Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. 
We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

 

About the Role

We are looking for a Senior GTM Sales Planning and Strategy Manager to drive the fiscal planning, go-to-market (GTM) design, and executive business reviews for our Field organization. As a senior individual contributor in the Sales Strategy team, you will play a critical role in defining and optimizing our sales and customer success structure, ensuring alignment between revenue goals, capacity planning, and organizational design.

The ideal candidate will have deep expertise in fiscal planning, sales strategy, and operational execution within a high-growth SaaS environment. You will work cross-functionally with Sales, Finance, PMM, and other Field functions to set the foundation for scalable growth.

Key Responsibilities

• Own Fiscal Planning & GTM Strategy
• Go-to-market planning for DME - Build quarterly and annual plans that will deliver growth in alignment with revenue targets (from acquisition to monetization to renewal)
• Develop GTM segmentation strategies – Lead the definition and optimization of our GTM segmentation, sales coverage models, and role design to maximize efficiency and market opportunity.
• Headcount Planning - Develop and manage headcount plans, in partnership with Finance, ensuring accurate capacity modeling and budget alignment.
• Design and Implement Compensation Structures – Develop and implement compensation structures, in collaboration with Finance and Sales Ops, to ensure incentive programs align with strategic objectives and market standards.
• Lead Executive-Level Planning & Reviews
• End-to-end management: Own the end-to-end management of corporate QBRs and executive business reviews, ensuring data-driven insights drive strategic decision-making.
• Market Research: Set the hypothesis and analysis needs to understand key business performance, revenue trends, and strategic recommendations to the Executive Leadership Team.
• Executive Reporting: Drive ad-hoc executive reporting and special projects that impact GTM and revenue operations.

What We're Looking For

• 7+ years of experience in sales strategy, GTM planning, finance, or revenue operations in a SaaS or technology company.
• Strong background in capacity planning, sales segmentation, headcount modeling, and quota design.
• Experience working with senior executives and influencing decision-making at the highest levels.
• Expertise in using business analytics and sales data to make decisions and find trends to validate or invalidate existing GTM strategy
• Proven track record of converting complex scenarios into manageable workstreams to generate compelling insights
• Executive-level storytelling and presentation skills, with the ability to synthesize complex data into clear recommendations.
• Ability to work cross-functionally, partnering with Sales, Finance, and Operations leaders to drive alignment and execution.
• A proactive, problem-solving mindset with a passion for driving operational excellence.

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 $125,500 -- $220,800 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.

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.

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 applicable characteristics protected by law. Learn more.

 

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