Group Manager, Sales Coaching & Performance Enablement

The OpportunityWe 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 outcomesAt 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 DoAs 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 SucceedThe 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 rolesDeep expertise in:Sales strategy and success modelsSales coaching and capability developmentConsultative selling approachesProven experience building pl