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San Jose, California, United States
Onsite
The Opportunity
We are seeking a highly strategic and analytical Senior Analyst – Quota Governance, Sales Compensation & Performance Analytics to lead the development, governance, and optimization of quota programs across the sales organization. This role serves as a key advisor to Sales Leadership, Revenue Operations, Finance, and Compensation teams, ensuring quota strategies are aligned to business objectives, market opportunity, and sales productivity goals.
The ideal candidate will bring deep expertise in quota planning, quota governance, renewal target setting, sales performance analytics, and compensation-related business processes. This individual will drive enterprise-wide quota review frameworks, establish governance models for complex sales scenarios, and deliver data-driven recommendations that improve quota effectiveness, sales performance, and revenue outcomes.
What you'll Do
Lead the design and evolution of quota-setting methodologies, governance standards, and quota allocation frameworks across sales organizations.
Own annual and mid-year quota review processes, ensuring quotas remain aligned to business priorities, market dynamics, territory potential, and organizational objectives.
Partner with Sales Leadership, Sales Operations, Revenue Operations, Finance, and Compensation teams to evaluate, validate, and optimize quota assignments and performance outcomes.
Develop and manage renewal quota frameworks that incorporate retention performance, book of business dynamics, growth expectations, and account maturity considerations.
Establish scalable quota governance models, decision frameworks, and approval processes to drive consistency, transparency, and accountability across the organization.
Lead analytical reviews of quota attainment, productivity metrics, territory performance, and quota effectiveness to identify opportunities for optimization and improved business outcomes.
Design and implement structured frameworks for evaluating quota outliers, performance anomalies, and exception scenarios, including PCR impacts, negative growth territories, territory disruptions, and account concentration risks.
Own governance processes for Large Deals, Mega Deals, Strategic Transactions, and other exceptional business events, including impact assessments, quota treatment recommendations, and executive review support.
Develop standardized methodologies for assessing slipped deals, forecast impacts, quota attainment implications, and performance normalization requirements.
Deliver executive-level reporting, dashboards, insights, and recommendations that support quota governance, sales planning, and strategic decision-making.
Drive continuous improvement initiatives focused on simplifying quota processes, improving operational efficiency, strengthening governance controls, and enhancing analytical capabilities.
Serve as a subject matter expert for quota planning, quota governance, sales performance analytics, and compensation-related business processes.
What you need to succeed
Bachelor's degree in business, Finance, Economics, Statistics, Analytics, Mathematics, or a related discipline.
7+ years of experience in Sales Operations, Revenue Operations, Sales Compensation, Quota Planning, Business Analytics, or related functions.
Demonstrated expertise in quota planning methodologies, quota governance, sales performance management, and compensation administration.
Strong experience leading quota review cycles, sales performance assessments, and executive-level business reviews.
Advanced analytical and problem-solving skills with the ability to translate complex data into actionable business insights.
Experience working with CRM, sales planning, and compensation platforms such as Salesforce, Anaplan, Xactly, Varicent, CaptivateIQ, Tableau, or Power BI.
Exceptional stakeholder management, communication, and influencing skills, with experience partnering with senior leaders across multiple functions.
Experience supporting global enterprise sales organizations and complex go-to-market models.
Strong understanding of SaaS, subscription, recurring revenue, and renewal-based business models.
Experience building quota governance frameworks, quota optimization programs, and sales performance management processes.
Knowledge of territory planning, capacity modeling, forecasting, and revenue planning methodologies.
MBA or advanced degree in Business, Finance, Analytics, or a related field.
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.
Expected Pay Range:
Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $112,400 -- $226,550 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

In California, the pay range for this position is $156,500 - $226,550

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).
In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.
State-Specific Notices:
California:
Fair Chance Ordinances
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.
Colorado:
Application Window Notice
If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.
Massachusetts:
Massachusetts Legal Notice
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.