The Challenge
Adobe's Americas region is their largest revenue engine, and they need someone to architect the renewal and retention playbook that keeps enterprise customers locked in. You'll design the operational machinery that turns customer success into predictable recurring revenue at scale.
Your Mission
Map current renewal forecasting process, identify bottlenecks, and establish baseline predictability metrics across Enterprise Sales and Customer Success
Partner with sales leadership to define renewal strategy roadmap and align on financial objectives, territory structure, and quota frameworks for Americas
Build initial productivity and performance reporting dashboard for renewals pipeline, win/loss rates, and customer expansion opportunities
Conduct competitive/historical analysis of renewal performance by segment and geography to identify top 3 operational leverage points
Design and deploy repeatable renewal forecasting cadence (weekly/monthly/quarterly) with centralized artifacts driving 90%+ forecast accuracy
Implement automation in renewal workflows (CRM triggers, customer health scoring, escalation playbooks) reducing manual touchpoints by 40%+
Launch renewal productivity program targeting 15-20% improvement in close rates, cycle time, or customer retention rates across key segments
Establish cross-region operational playbook and governance model that scales renewal operations framework to other Adobe regions
KPIs You'll Own
Net Revenue Retention (NRR)
Track percentage of recurring revenue retained and expanded YoY across Enterprise customer base in Americas.
Renewal Forecast Accuracy
Measure variance between forecasted and actual renewal bookings to drive predictability and reduce surprises.
Sales Productivity (Bookings per Rep)
Monitor revenue per renewal rep and compare against productivity benchmarks to identify coaching and process opportunities.
Customer Health Score Adoption
Track adoption and accuracy of predictive health scoring model that identifies at-risk renewal accounts for proactive intervention.
Renewal Cycle Time
Measure average days from renewal contract start to close; target compression through process automation and sales efficiency.
Tools & Stack
Your Team
Your Manager
SVP/EVP of Americas Sales or Chief Revenue Officer (implied from context)
Current Team
Implied: small team including renewal operations analysts, field operations coordinators; cross-functional partnership with Enterprise Sales, Customer Success, Professional Services
New role or high-priority backfill; unclear if you're building a team or taking over existing function
The Package
Salary
$220K-$280K
Variable
Likely 30-50% bonus tied to NRR, bookings, and operational KPIs
Equity
Equity package typical for Director-level at Adobe (unvested over 4 years)
Remote
On-site in San Jose, CA; some flexibility likely but core role requires regional presence
Benefits & Perks
Company Intelligence
Adobe is the global leader in creative and digital marketing software (Photoshop, Illustrator, Creative Cloud, Experience Cloud). Their mission is enabling exceptional digital experiences for everyone from emerging artists to Fortune 500 brands. Americas is their largest revenue region with the highest concentration of Enterprise customers.
Founded
1982
Team Size
24000
Funding
Public (ADBE)
Customers
Global enterprises, SMBs, creatives, and developers across all industries
Culture
Fast-moving, innovation-focused, customer-centric; emphasis on diversity, equity, and cross-functional collaboration
Is This Role For You?
- You've led revenue operations, sales strategy, or renewal/retention functions at scale (10M+ ARR minimum) and can prove impact through metrics
- You're equally comfortable with strategic planning (quota design, territory management, forecasting) and tactical execution (running daily standup, debugging pipeline)
- You thrive in enterprise SaaS environments where 60-80% of revenue comes from renewals and expansion; you understand the mechanics of customer health, churn prediction, and retention playbooks
- You're a systems thinker who can design repeatable, scalable processes and automate them; you speak both Excel/SQL and business leadership language
- You're energized by working across silos (Sales, Success, Services, Partners) and have the credibility to challenge and align senior leaders without ego
- You need full remote flexibility; this is on-site in San Jose with travel to regional offices
- You're primarily a people manager and dislike operational/analytical deep work; this role is 50/50 people leadership and hands-on process design
- You lack experience with enterprise SaaS metrics, forecasting methodologies, or sales operations tooling (Salesforce, analytics platforms, revenue intelligence)
Interview Process
Recruiter screen
Background check on renewal strategy experience, team leadership, and Americas enterprise knowledge
Hiring manager (SVP Sales or CRO)
Deep dive on strategic vision for renewals, approach to cross-functional alignment, and track record with revenue impact
Peer interviews (Enterprise Sales Leader, SVP Customer Success, VP Operations)
Assess collaboration style, ability to partner cross-functionally, and understanding of enterprise renewal dynamics
Case study / problem-solving session
Likely scenario: given renewal performance data for Americas, design 90-day operational improvement plan with forecasting and process changes
Executive round (CFO or Chief Revenue Officer)
Financial acumen, business impact narrative, and alignment with Adobe's growth strategy
Ready when you are
Interested in this role?
Apply now and hear back within days, not weeks.
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About CRM & Lifecycle roles
CRM & lifecycle marketers own the post-acquisition journey. They design onboarding sequences, retention campaigns, win-back flows, and loyalty programs that maximize customer lifetime value.