GTM Strategy and Operations Manager

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

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 $135,400 -- $264,800 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.

 



In California, the pay range for this position is $182,900 - $264,800


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.