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!

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.