Director – Revenue Retention Strategy and Operations

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. We are committed to creating exceptional employee experiences where everyone is respected and has equal opportunity. We realize new ideas can come from anywhere in the organization. We know the next big idea could be yours!

The Opportunity

The Americas is Adobe’s largest region, and you will join at a key moment to design, develop, and help deliver our future. You will work closely with senior sales leaders in the region to improve our business. As the head of Revenue Retention & Growth Strategy for the Americas region, you will focus on driving strong recurring revenue growth and managing change across Enterprise Sales, Customer Success, Professional Services, and Partners.

We seek someone with a customer experience focus who is both highly effective and efficient. They must think strategically and be ready to tackle hands-on work.

We’ll need you to develop and drive the renewals strategy and maintain a regular schedule of business reviews. You will also manage day-to-day operations within the Americas while working with a global cross-functional team for support.

What you’ll do

• Work in close partnership with sales and customer success executive leadership to direct the operations of the renewals business
• Manage field sales and ecosystem annual planning, encompassing the determination of financial objectives, organizational setup, account distribution, capacity modeling, territory allocation, quota setting, and compensation frameworks for the renewals business.
• Lead, coordinate and refine the renewal forecasting cadence, processes and artifacts, driving predictability.
• Develop and implement productivity and performance reporting for renewals management, individuals, and account opportunity.
• Support and optimize the renewals strategy including core sales processes and efficiency drivers, infrastructure and automation, regional performance and Enterprise Data Driven Operating model.
• Establish highly repeatable (and scalable) sales processes, automation and reporting methodology, both quantitative and qualitative that can be implemented across regions, and provide deep insights.
• Lead key sales productivity initiatives across Americas; focused on customer success, retention, bookings growth and ecosystem alignment
• Maintain strong relationships with Americas peers and collaborators to evaluate effectiveness of programs and impact of operational strategies, programs and improvements
• Effectively partner and appropriately challenge leadership to effectively overachieve targets and instill centralized processes.
• Accountability to assist renewals teams to improve performance through the development and driving deep adoption of both strategic and tactical programs.
• Conduct historical reviews of performance, and use predictively to direct the business to improved performance.

What's needed to succeed

• Experience leading a premier, sophisticated Renewal Strategy and Operations function driving significant financial advancement.
• A high-performance self-starter and people leader capable of leading and developing a high performing centralized but distributed operational team responsible for supporting $1B+ of revenues.
• A consistent success record in delivering strategic advice and operational management in Renewals Strategy and Operations within a complex technology sales environment.
• Skilled in developing tactical initiatives to increase renewal sales productivity and performance. History of launching innovative performance metrics and improvement programs.
• Ability to apply combined industry benchmarking information with a strong analytical capability to identify market trends and test alternative approaches to strategy that yield outstanding performance.
• Able to research, develop and complete sales tools, technologies and automation solutions/strategies in the field.
• Leading communication skills, both interpersonal and written, especially in presenting at senior levels within the organization
• Passionate about challenging the status quo and obsessed with operational excellence, finding improvements and results.
• The capacity to operate efficiently in a rapidly changing environment.
• Proven leadership and experience working across functional groups ensuring alignment of process driving the defined business strategy.
• Strong sense of ownership and flexible and resilient under pressure.
• Assertive and creative problem solver with a diplomatic approach who operates at the highest level of integrity.

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 [email protected] 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 $159,900 -- $325,900 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 $225,100 - $325,900

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.