The Challenge
Adobe needs a strategic leader to architect the performance analytics backbone for B2B growth across marketing and sales. You'll own the metrics, methodologies, and narratives that drive pipeline and revenue decisions for one of the world's largest software companies.
Your Mission
Map current analytics capabilities across Growth Marketing and Sales Analytics teams; identify gaps and quick wins in performance tracking
Establish unified KPI framework connecting marketing campaigns to pipeline and revenue outcomes across ICX and Corporate B2B segments
Build executive-ready monthly performance dashboard and narrative that leadership trusts and uses for decision-making
Conduct team assessments and create 90-day roadmap for team structure, hiring, and capability uplift
Launch integrated marketing-to-sales attribution model that tracks performance end-to-end and informs budget allocation decisions
Implement testing framework and A/B testing infrastructure across Growth Marketing to systematically improve CAC and conversion rates
Establish sales analytics insights program delivering weekly pipeline, conversion, and territory performance insights with actionable recommendations
Build cross-functional collaboration cadence with GTM, Sales Ops, and LCM leadership; influence $XX M in marketing and sales investment decisions
KPIs You'll Own
Marketing-to-Pipeline Attribution Rate
Percentage of pipeline sourced to specific campaigns and channels, measured consistently across segments.
Cost Per Pipeline Dollar (CPPD)
Marketing spend efficiency metric tracking cost to generate pipeline value; primary optimization lever.
Sales Conversion Rate & Cycle Time
Pipeline-to-revenue conversion rate and deal velocity by segment; partnership metric with Sales.
Campaign ROI & Channel Mix Efficiency
Return on marketing investment by channel and campaign; inputs to quarterly budget reallocation.
Analytics Team Velocity & Insights Adoption
Number of actionable insights delivered monthly and percentage adopted by business leadership.
Tools & Stack
Your Team
Your Manager
Chief Marketing Officer or Chief Growth Officer
Current Team
Growth Marketing Analytics team (3-5 analysts) + Sales Analytics team (2-3 analysts); combined 5-8 person team
Likely expansion role; may backfill departures. You'll build out both functions.
The Package
Salary
$180K-$240K base
Variable
15-25% bonus (performance-based)
Equity
Stock options typical for Adobe director-level roles
Remote
On-site, San Jose, CA. No remote flexibility indicated.
Benefits & Perks
Company Intelligence
Adobe is a $65B+ software giant (Creative Cloud, Document Cloud, Experience Cloud). B2B growth is critical for expansion into enterprise segments (ICX, Corporate). This role shapes how Adobe measures and optimizes its B2B go-to-market machine.
Founded
1982
Team Size
~25,000+
Funding
Public (NASDAQ: ADBE)
Customers
Enterprise software; millions of creators, designers, and businesses globally
Culture
Matrixed, complex org. Requires influence without authority. Strategic but hands-on.
Is This Role For You?
- You've led analytics teams at B2B SaaS companies and built attribution models from scratch
- You speak both 'marketing' and 'sales' fluently and can translate between them without corporate jargon
- You're comfortable in ambiguous, matrixed environments and can drive alignment without direct authority
- You have a track record turning raw data into executive narratives that actually change investment decisions
- You want to shape how a $65B company measures growth-high visibility, real impact
- You need remote flexibility or work-from-home options; this is on-site San Jose only
- You're uncomfortable with big, complex org structures and slow decision cycles
- You lack hands-on analytics experience; this role requires technical credibility, not just management
- You prefer tactical analytics over strategic framework-building and performance architecture
Interview Process
Recruiter Screen
30 min discovery on B2B analytics background, team leadership experience, and interest in Adobe's scale
Hiring Manager (Chief Growth Officer/CMO)
60 min strategic conversation on analytics vision, GTM alignment, and ability to influence cross-functionally
Analytics Leadership Panel
90 min deep dive with current Growth Marketing and Sales Analytics leaders on technical approach and team building
Executive Round
45 min with VP/SVP level stakeholder on strategic priorities, org dynamics, and performance narrative capability
Case Study/Take-Home
Real B2B analytics scenario; present findings and recommendations to leadership team
Ready when you are
Interested in this role?
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About Growth Marketing roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.