Jacky Ye

Sales Strategy & Operations Lead, Adobe

Content

What attracted you to work at the Adobe Strategy and Ops Team? Additionally, what is Adobe's vision in setting up the Revenue Ops team?

Jacky Ye

Adobe Sales Strategy & Operations Lead • December 13

Prior to joining Adobe, I worked as an economic consultant specializing in antitrust and competition. Like most consultants joining fresh out of undergrad, I saw consulting as a stepping stone and a great opportunity to learn a lot while figuring out what I wanted to do long term. At the time I w......Read More

1142 Views

Could you share the interview process of your role? What kind of candidate you are looking for?

Jacky Ye

Adobe Sales Strategy & Operations Lead • December 13

One of my managers is fond of saying that to succeed in this role, there's only two things you really need to know how to do - analyze data and tell a good story. There's a lot of detail we could unpack but when you distill it down, it comes down to whether or not you can take raw data - quant......Read More

821 Views

How do you retain good talent, especially when revenue operations roles are in such high demand across the industry?

Jacky Ye

Adobe Sales Strategy & Operations Lead • December 13

I think it comes down to a few things and I don't think this is specific to revenue ops. I borrow this concept from one of my favorite Youtubers, Ali Abdaal, who notes in his upcoming book that meaningful work boils down to three P's - power, play, and people. And if you have a team or an organiz......Read More

801 Views

What are good OKRs for revenue operations?

Jacky Ye

Adobe Sales Strategy & Operations Lead • April 23

At a high level, there's generally two buckets of metrics that Sales/Rev Ops teams look at that are fundamental to understanding the health of the business: revenue generation and revenue retention. 1. Within revenue generation, the main three categories of KPIs are pipeline execution/pro......Read More

221 Views

What are some of the *worst* KPIs to commit to achieving?

Jacky Ye

Adobe Sales Strategy & Operations Lead • April 23

The worst KPIs I've seen are those that encourage the wrong behavior or provide a false sense of security that the business is doing better than it really is. Take pipeline coverage, for instance. Pipeline coverage is a fundamental KPI. There's no sales ops team in the world that doesn't measu......Read More

216 Views

Setting KPIs can often feel arbitrary, especially when entering new markets. How do you get past this uncertainty to set realistic goals?

Jacky Ye

Adobe Sales Strategy & Operations Lead • April 23

I'll be the first to say it. It's really hard. There's no perfect answers and attempts to quantify this kind of uncertainty can sometimes like a reach, and at worst, feel like complete BS. But this is a really important question. How do you determine what "good" looks like when you're doing so......Read More