Director, Sales Operations - EMEA C&P Enterprise

Director, Sales Operations – EMEA C&P Enterprise Leadership Location: London, UK | Senior Leadership Role The Opportunity Adobe’s Creativity & Efficiency (C&P) Enterprise business is entering its next phase — moving away from growth based on subscription renewals toward customer value and AI-led transformation. We seek a Director of Sales Operations to partner with the EMEA C&P Enterprise Sales Leader to improve performance throughout a $1B+ ARR business. This position targets leaders within extensive, matrixed enterprise organizations who are prepared to assume greater business ownership — advancing how the business runs beyond reporting.

You will act as a strategic partner and business operator, defining the EMEA go-to-market model, driving operational rigor, and ensuring strategy translates into execution and results. What You’ll Do Drive Business Performance & Operating Rigor Own the EMEA operating cadence across pipeline, forecasting, QBRs, and executive reviews. Establish consistent, high-quality pipeline management and deal inspection practices that improve conversion, forecast accuracy, and in-quarter execution.

Partner with Sales Leadership to Deliver Results Act as a reliable consultant to the EMEA Sales Leader and staff. Apply data and insights to question assumptions. Recognize risks and promote responsibility for revenue results across regions.

Turn Data, Analytics & AI into Action Apply advanced analytics and AI to generate predictive and prescriptive insights. Identify pipeline gaps and growth opportunities early, and drive targeted initiatives that markedly change business trajectory. Build a Consistent, Scalable EMEA Operating Model Harmonize business operations across regions — adhering to global C&P standards while adapting to local market requirements.

Reduce complexity and ensure EMEA operates as a unified, efficient system. Integrate the End-to-End GTM Ecosystem Align Sales, Marketing, PMM, Customer Success, and Product around shared revenue goals. Eliminate duplication, clarify ownership, and ensure cross-functional execution drives measurable outcomes.

Lead Sales Planning & Prioritization Own territory, quota, and capacity planning to ensure resources are aligned to the highest-impact growth opportunities across EMEA. Represent EMEA in Global Sales Operations Act as the voice of the region in crafting sales processes, policies, and systems. Partner with global teams to evolve CRM, forecasting, and analytics capabilities that enable scalable execution.

Build a High-Performing, AI-Enabled Team Lead and develop a distributed Sales Operations team, encouraging a culture of ownership, innovative approaches, and ongoing growth. Use automation and AI to lessen manual efforts, speed up insights, and increase the team’s contribution as a trusted business collaborator. What You Bring 12+ years of experience in Sales Strategy, Sales Operations, or Revenue Operations in a global enterprise environment Proven track record supporting senior sales leaders and driving measurable business outcomes at scale Deep expertise in pipeline management, forecasting, and sales planning (territories, quotas, capacity) Strong analytical and problem-solving abilities, with experience applying data and AI to inform decisions Ability to influence across Sales, Finance, Marketing, and Product in a matrixed organization Experience building and leading high-performing teams Why This Role This role sits at the center of the EMEA business — connecting strategy, execution, and outcomes.

You will directly build how the organization: Plans and prioritizes resources Runs the business with focus and consistency within the field Applies data and AI to foster growth Who This Position is Intended For This position suits a leader who: Has built strong foundations in large-scale companies ($1B+ ARR) Thrives in complexity and is motivated to drive clarity, alignment, and results in fast paced environment Wants to operate as a business leader, not just a functional expert 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.

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