Sr. Director, Enterprise Sales

THE OPPORTUNITY

Adobe's Customer Engagement portfolio helps enterprises unify customer data, orchestrate journeys, personalize experiences, analyze customer behavior and business impact, and accelerate work with AI-powered assistance.

This role leads the Customer Engagement solution specialists aligned to Industry-Led CXO sales. It is a third-line General Manager position that owns bookings performance and sets the strategic and operational direction for a large, multi-layered organization.

The successful candidate combines executive gravity, deep customer engagement expertise, and consistent operating rigor. You will shape the portfolio's go-to-market strategy, develop a strong leadership bench, and align Adobe's broad ecosystem around complex customer transformations.

WHAT YOU'LL DO

Drive the revenue target

• Run a predictable business. Own bookings performance and set territory and industry strategy, capacity planning, resource alignment, and measurement. Drive a disciplined, low-overhead cadence for pipeline, account planning, forecasting, product performance, competitive risk, and renewals.

• Manage the deal line. Inspect pipeline development and the balance across new, cross-sell, and upsell, and across OPG and Industry. Keep forecast accuracy, coverage, and risk visible.

• Keep evolving the model. Evolve charter, coverage, and operating model as the portfolio and market change.

• Serve as Executive Sponsor on the top deals for your business in any given quarter or year.

Build leaders who build leaders

• Develop second-line leaders who build independent first-line managers and specialist teams with real commercial authority.

• Set the standards for execution, customer-centricity, talent development, and a consistent performance culture across a distributed organization.

• Maintain an active leadership bench and talent development artifacts, with succession plans at every layer and a bench your leaders keep building through mentorship and observation.

• Set team culture: collaborative, accountable, inclusive, and high integrity. Act as an evangelist for specialists and ensure customers understand the value of all of Adobe, not only your own remit.

Be the executive voice of the field

• Bring sales rigor to roadmap, packaging, readiness, competitive strategy, and market gaps. Turn field evidence into decisions and strategy into customer outcomes.

• Serve as the customer advocate to the BU, aggregating feedback across customers and translating requirements into timebound, predictable revenue streams.

• Articulate the state of the business, headwinds, tailwinds, and the plan for target attainment. Lead with solutions when raising friction points, and offer a point of view on the market and competition.

Shape go-to-market strategy and own how the team sells

• Partner with IL GMs, XSC, DSG, Product, Engineering, Customer Success, M&A, Marketing, and Tech and Alliance Partners to advance the range of offerings and keep solutions relevant. Broker joint messaging with other GMs on cross-solution opportunities.

• Own the pitch, demo, materials, and processes, including dry-run review, with clear standards for minimum competency. Partner with enablement on onboarding for ICs and FLMs so ramp time stays sustainable.

Influence how Adobe wins with partners

• Align GSIs, agencies, technology partners, and Adobe teams around joint solutions and repeatable routes to market.

WHAT YOU'LL NEED TO SUCCEED

• Enterprise sales leadership. 10+ years leading large, high-performing SaaS sales organizations through multiple layers of management, developing second-line leaders and first-line managers, and delivering against significant growth and bookings goals in complex enterprise markets.

• Third-line organizational leadership (preferred). A record of leading leaders of leaders, building a strong bench, managing succession, improving talent density, and crafting cohesion throughout a decentralized ecosystem.

• Executive gravity and communication. Demonstrated ability to influence the C-suite and internal executives, lead strategy, communicate to business and technology audiences, and secure alignment and investment for complex transformation programs.

• Large-scale GTM and organizational design. Experience shaping portfolio strategy, redesigning coverage, launching new motions, prioritizing, and aligning specialist teams to changing customer and market priorities.

• Complex enterprise deal leadership. Proficiency in long-cycle, multi-stakeholder sales involving data, technology, business transformation, partners, governance, and measurable value realization.

• AI fluency. Practical understanding of generative and agentic AI, including enterprise copilots and assistants, and how they change customer engagement, analytics, marketing operations, decision-making, efficiency, and enterprise buying priorities.

• Leading through influence. Ability to drive outcomes from team members outside your direct remit.

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.

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:

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.