Dir, Enterprise Sales

Our CompanyChanging the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

The role:

Adobe is seeking a Sales Executive who will lead a team focused on driving revenue within Adobe’s most Strategic Accounts. The successful candidate will be familiar with selling business-focused enterprise software applications and/or digital marketing solutions within large enterprise Retail accounts. This leader will be experienced in driving the sales cadences and operational rigor that enable our sales organization to achieve and exceed targets.

Our ideal candidate is a leader who improves team performance through efficient sales management, organized pipeline monitoring, and a strong focus on achieving excellence in execution. This role requires someone who is passionate about developing sales talent, driving deal momentum, and ensuring the team’s operational efficiency while still embodying Adobe’s sales leadership values

What You’ll Do:

• Drive Day-to-Day Sales Operations: Lead the execution of crucial sales cadences, including deal inspections, pipeline reviews, and forecast meetings. Ensure these processes are conducted with discipline, accuracy, and a focus on continuous improvement.
• Drive Value Realization: Ensure the successful adoption and measurable impact of Adobe solutions, translating customer investments into tangible business outcomes and long-term value.
• Engage with C-Level Executives: Build and nurture trusted relationships with C-suite leaders, understanding their strategic priorities and positioning Adobe as a key partner in achieving their business objectives.
• Lead and Coach Sales Team: Mentor and develop a team of Account Directors, providing structured feedback and coaching to improve performance. Empower team members to become self-sufficient, while stepping in to drive outcomes.
• Pipeline and Forecast Management: Maintain a clear view of the team’s pipeline, ensuring opportunities are accurately tracked and forecasted. Proactively identify and address any gaps or risks, ensuring the sales team is well-positioned to meet and exceed targets.
• Instill a Culture of Operational Excellence: Create a high-performance environment where adherence to sales processes and data-driven decision-making are the norms. Set and enforce standards for deal hygiene, account strategy, and execution rigor.
• Collaborate Across Teams: Engage with Marketing, Product, Professional Services, and other key stakeholders to ensure seamless collaboration and alignment. Drive consensus and mobilize resources to support the sales team’s success.
• Facilitate Deal Progression: Work closely with the Account Directors to ensure deals move efficiently through the sales cycle. Be a hands-on leader who can jump into critical deal situations to unblock challenges and drive results.
• Elevate Sales Performance: Use data and analytics to monitor performance metrics, identify areas for improvement, and implement strategies that optimize team success. Leverage insights to inform strategic decisions and improve forecast accuracy.
• Champion Strategic Alignment: Ensure the sales team's activities align with Adobe's overarching goals and strategies. Act as a link between senior sales leadership and the broader sales organization, translating strategic priorities into actionable plans.

Ideal Candidate Will Have:

• 8+ years of experience in a front-line sales leadership role, with a proven track record of meeting and exceeding sales targets within a high-growth, enterprise software environment.
• 10+ years overall experience in enterprise-level sales, demonstrating the ability to manage complex, multi-stakeholder sales processes and lead large deal negotiations.
• Operational Mindset: Exceptional at managing sales processes, deal inspections, and pipeline reviews, with a focus on execution and continuous improvement.
• People Leadership: Experience mentoring and developing sales professionals, with a passion for building high-performing, motivated teams.
• Strong Business Acumen: Ability to understand and articulate the value of Adobe’s solutions to C-level executives and other key decision-makers. Experience in positioning enterprise technology solutions is essential.
• Excellent Communication and Collaboration Skills: Adept at influencing and partnering with cross-functional teams, both internally and externally. Ability to navigate a matrixed organization and drive alignment.
• Customer-Centric Approach: While focused on internal operations, the ideal candidate should understand customer needs and how to align sales activities to drive customer success.
• Growth Mindset and Adaptability: Demonstrated ability to learn and adapt in a dynamic environment. A hands-on leader who isn’t afraid to roll up their sleeves and solve problems.
• BA/BS degree required, with preference for an advanced degree (MBA or equivalent).

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.

Adobe is proud to be an Equal Employment Opportunity and affirmative action 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 applicable characteristics protected by law. Learn more.

Adobe aims to make Adobe.com 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 (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.