The Opportunity We are operating in an environment where customer expectations, buying behaviour, and go-to-market strategies are rapidly evolving. Traditional sales approaches, centered on product-led discovery and reactive engagement, are no longer sufficient to drive meaningful customer outcomes or sustained revenue growth. Sales organizations today must evolve from execution only to insight-led, personalized engagement, where every interaction is intentional, relevant, and drive outcomes At Adobe, we are rethinking how sellers and customer-facing teams engage with customers, shifting from product conversations to business conversations, from reactive training to proactive enablement, and from individual capability building to scaled frontline capability supported by manager-led coaching ecosystems. At the center of this transformation is a clear focus on defining how we engage the modern Business Professional (Biz Pro) and enabling every seller to win new customers and new users through better business conversations. This role will anchor on a simple but powerful framework: Persona (who to talk to) Conversation (what to say) Capability (how sellers improve) Measurement (is it working) As a Group Manager, Sales Coaching, Readiness & Performance Enablement, you will play a critical role in building this next-generation enablement capability. You will define how sellers and CX agents are equipped to lead high-quality, meaningful conversations, and ensure that enablement directly translates into measurable business outcomes. This role will bring together sales strategy, coaching excellence, and performance enablement, with a clear mandate to define what “good” looks like in frontline execution and scale it across the organization. What You’ll Do As a Group Manager, you will bring critical thinking, coaching depth, and operational rigor to transform enablement into a business-critical function that drives revenue and customer outcomes. Translate business goals, revenue priorities, and critical new customer/user levers into a clear sales readiness and coaching strategy. Define and clearly articulate the modern Biz Pro personas, including their roles, workflows, challenges, and how their work is evolving in an AI-first, content + document world. Develop a strong point of view on how business professionals are shifting from document-only workflows to content + creative workflows and translate this into sales positioning and engagement strategies. Design structured Biz Pro engagement models, including discovery frameworks, conversation starters, and workflow-led narratives that make seller interactions relevant and compelling. Redefine sales conversations to drive personalized selling, insight-led engagement, and problem framing before solutioning. Build seller and CX capability to lead deep conversations that enable new customer acquisition and expansion of new users within existing accounts. Standardize and scale conversation frameworks, talk tracks, and industry-specific narratives for discovery, pitching, and closing conversations. Partner with GTM, PMM & Sales Leadership to anticipate capability needs aligned to market shifts, product innovation, and evolving customer expectations. Develop playbooks, messaging frameworks, and conversation models anchored in customer workflows and problems. Implement conversation practice and coaching programs, including role plays, simulation tools, and call coaching (in partnership with FLMs), to improve discovery, storytelling, and pitching skills. Transform frontline managers into an active coaching engine by upskilling them on structured coaching techniques and enabling reinforcement of value-led behaviours. Build manager-led coaching frameworks to sustain behaviour change at scale and drive accountability for adoption and performance improvement. Capture what’s working - high-quality conversations, successful talk tracks, and winning behaviours, and scale it across the organization. Shift enablement from reactive training to a proactive, insights informed capability aligned to GTM strategies, product launches, and evolving customer expectations. Define and standardize “what good looks like” for high-quality conversations, and customer focused seller and CX behaviours. Establish measurement frameworks to assess conversation quality, adoption of engagement models, and business impact, including conversion rates, acquisition, ARR, deal size, and new user growth. Continuously refine enablement using performance insights, conversation analytics, and data-driven findings. What You Need to Succeed The ideal candidate brings a strong blend of sales strategy, coaching expertise, and enablement leadership, with a proven ability to translate strategy into scalable execution. 10–14 years of experience in Sales Coaching, Sales Enablement, or Sales Operations roles Deep expertise in: Sales strategy and success models Sales coaching and capability development Consultative selling approaches Proven experience building playbooks, messaging frameworks, and coaching models Strong ability to define personas, engagement frameworks, and conversation models Strong ability to influence senior leaders and partner with different teams Experience operating in complex, high-growth B2B environments 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.