GTM Strategy and Operations Manager

Adobe

GTM Strategy and Operations Manager responsible for Adobe's go-to-market strategy and operations in AI sector. Collaborating across Sales, PMM, and Finance to align and execute strategies effectively.

Posted 5/29/2026full-timeSan Jose • California • 🇺🇸 United StatesSeniorLead💰 $135,400 - $264,800 per yearWebsite

About the role

Key responsibilities & impact

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.
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.

Requirements

What you’ll need

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.

Benefits

Comp & perks

Comprehensive benefits programs
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

GTM strategysales operationsbusiness performance reportingpipeline health analysisscenario analysisterritory sizingdata-backed recommendationsproblem framingaccountability for outcomesAI-powered analytical tools

Soft Skills

executive presencecommunication skillscollaborationhypothesis-led problem solvingbias for actionadaptability in ambiguitystructured recommendationsnatural collaboratoreagerness to learnstrategic alignment

Certifications

Bachelor's degreeMBA