Role Overview The Senior Director, JAPAC Enterprise Sales Operations is a critical leadership role responsible for driving operational excellence, business rigour, and strategic insight across the Asia‑Pacific & Japan (JAPAC) region. Reporting to the Head of Global Enterprise Sales Operations, this role partners closely with the JAPAC President and regional executive leadership to drive performance, enable growth, and ensure disciplined execution of the operating plan. In addition to serving as the primary business partner to regional leadership, the role contributes to international level initiatives and global operating rhythms, providing high‑quality insight, analysis, and executive ready communication. Key Responsibilities Regional Business Leadership Own and drive the cadence of the JAPAC business, including weekly forecasting, pipeline health, productivity assessments, deal reviews, and quarter‑end execution Provide clear, actionable insights through regular and ad‑hoc executive reporting and engagement Lead end‑of‑quarter processes, reconciliation, productivity reviews and regional QBRs Deliver high‑impact content and insight for regional, international, and worldwide business reviews Executive Partnership Serve as a trusted advisor to the JAPAC President and executive stakeholders Own senior management presentations including QBRs, Deep Dives, planning reviews Support account and opportunity planning for priority deals and strategic customers Organisational leadership Lead a team of regionally dispersed sales operations professionals as a proven leader of leaders Develop a solid people plan that supports talent attraction, development, retention Embody a ‘model, coach, care’ philosophy when it comes to the team Drive a strong performance culture, recognising and rewarding top performance, and constantly reviewing capability and performance against future success criteria Build for an AI first ops team future; leveraging, adopting, innovating, testing, learning Strategic Planning & Execution Define and operationalise the JAPAC strategic and operating plan, aligned to global priorities Partner with Sales, Marketing, Finance, HR, and Partner organisations to enable scalable growth Drive go‑to‑market execution plans, including territory design, quota setting, coverage, and pipeline execution plans Provide input into organisational design, capacity planning, and hiring progress Performance Management & Execution Lead sales pipeline management, forecasting collation, and variance analysis within an integrated Go-to-market plan Leverage ROI, scorecards, dashboards, to surface actionable insights and make re-prioritisation or redeployment recommendations Review sales program performance for efficacy, and make iterative recommendations or ecosystem alignment asks Act as the JAPAC focal point for enablement initiatives and priorities Sales Compensation & Governance Act as senior liaison to Finance, HR, Plan Design and Commissions Support Compensation teams to ensure all compensation plans are documented, auditable, and consistently applied. Provide recommendations on dispute resolution and incentive treatment when outside standard policy Oversee quota and territory changes and ensure appropriate documentation and controls are in place Drive the landing of equitable quotas during planning cycle, including standard plan application Leadership Profile This role is suited to an executive‑calibre leader who: Operates comfortably at both strategic and operational altitude Brings strong commercial acumen, analytical rigour, and executive presence Is viewed as a trusted partner and advisor by senior sales leadership Thrives in complex, matrixed, international environments Drives outcomes through influence, clarity, and disciplined execution 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 .
