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!
We are looking for a leader to build the Sales Analytics function under the DMe Sales Strategy & Business Operations team.
This role will lead sales & revenue analytics for Mid-Market (Field), EDU (Field), SMB (Phones & Chat), and Reseller (Channel) GTM motions.
The Sales Analytics leader will partner with Global Sales Operations, Sales, Marketing, Finance, and Data Engineering to chart a path for sustained and repeatable sales excellence via excellent data, reporting, and deep analytics.
This individual will manage a distributed team of GTM analysts / managers in the US and India and be part of a learning culture where partnership and collaboration are encouraged, excellence is rewarded, and diversity is valued!
What You'll Do
Define, architect, and implement the DMe B2B sales analytics & reporting roadmap to support short- and long-term strategic priorities.
Understand the current ad-hoc, manual, and non-standard reporting landscape across teams and define a plan / roadmap to standardize these reports into global source of truth’ dashboards.
Deploy vital business instrumentation closely with Adobe’s internal technology & data service and DMe B2B data engineering teams.
Build dashboards & reporting across product lines and segments related to marketing / sales funnel, pipeline generation & progression, BDR & sales productivity, and deal type / ARR buckets (net new, upsell, cross-sell, churn & migration), etc.
Implement data availability, data accuracy, and quality assurance practices to ensure that every business intelligence asset developed meets high-quality standards.
Establish a robust quarterly / yearly target setting process based on sales capacity, funnel & pipeline conversion rates, pipeline to bookings coverage ratios, and other economic, budget & staffing constraints.
Key contributor in the financial outlook calls and RTB meetings, and drive business growth via. Deep insights and inform GTM strategy & plans with targeted analytics on performance across various dimensions (product, regions, segments, route-to-markets, deal types, sales teams, and other meaningful cuts).
What you need to succeed
10+ years of experience in analytics roles and 3+ years in supporting Sales or other GTM functions in B2B SaaS.
Bachelor's degree in Engineering, Business, Finance, or other quantitative fields. MBA or similar advanced degree is desirable.
Experience with SQL via. data platforms like Hadoop / Snowflake / Databricks and familiarity with data models. Possess a degree of comfort working with imperfect or incomplete data.
Experience with visualization software such as Power BI or Tableau. Strong expertise in Salesforce.com or MS Dynamics reporting and dashboards.
Ability to tackle complex problems, think independently, and develop recommendations via an iterative approach. Ability to relentlessly prioritize based on business impact, superb execution, and a track record of meeting customer needs and timelines.
Excellent communication, documentation, and presentation skills, with strong attention to detail. Comfortable presenting insights to technical and business audiences at various levels across the organization.
Authentic, empathetic, and inspiring leader with significant experience developing & nurturing talent and committed to the team's success.