Sr. Director, Enterprise Sales

THE OPPORTUNITY
Adobe's Digital Experience business is helping enterprises transform how marketing content is planned, produced, managed, activated, and optimized. The Content Supply Chain (CSC) Pillar brings together Adobe Workfront, Adobe Experience Manager Assets, and Adobe GenStudio for Performance Marketing. Together they connect work management, digital asset management, and AI-powered content creation and activation in a coordinated enterprise workflow.
This role leads the CSC specialist organization, aligned with Industry-Led CXO sales, and supervises first-line sales managers and their specialist teams. You will connect customer priorities to a clear, comprehensive story.
The successful candidate brings a strong perspective on specialist coverage, talent, and execution. You will build a team that combines portfolio depth with industry proficiency and partners effectively with account executives to advance Adobe's most strategic customer opportunities.
WHAT YOU'LL DO
Drive the revenue target
• Own pillar performance. Deliver bookings, lasting growth, adoption, and long-term customer value across your assigned Industry-Led CXO segments.
• Set territory and industry strategy. Lead capacity planning, resource alignment, and measurement, and balance pipeline across new, cross-sell, and upsell, and across OPG and Industry.
• Run a lightweight operating cadence. Govern pipeline, account planning, QBRs, and team performance, and manage the deal line for accurate forecasting, coverage, and risk visibility.
• Serve as Executive Sponsor on the top deals for your business in any given quarter or year.
Turn the portfolio into industry sales approaches
• Implement the go-to-market strategy for CSC. Partner with Product, Engineering, Product Marketing, Marketing, Solutions Consulting, Customer Success, and Tech and Alliance Partners, and work with IL GMs, XSC, and DSG to improve each product motion and the combined value proposition.
Lead and develop leaders
• Coach first-line managers to improve sales execution, talent development, accountability, and succession readiness.
• Maintain an active leadership bench and talent development artifacts, with a durable succession strategy as the business scales.
• 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.
Engage executives
• Build relationships with CMOs, CIOs, CTOs, creative leaders, and marketing operations leaders. Show how Adobe advances planning and workflow insight, asset governance and reuse, content velocity, brand consistency, and performance marketing outcomes.
Own how the team sells
• 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.
• Act as the voice of the customer to the BU, aggregating feedback across customers and translating requirements into timebound, predictable revenue streams.
Be the voice of sales to leadership
• Articulate the state of the business, headwinds, tailwinds, and the plan for target attainment. Lead with solutions when raising friction points, offer a point of view on the market and competition, and broker joint messaging with other GMs on cross-solution opportunities.
WHAT YOU'LL NEED TO SUCCEED
• Enterprise sales leadership. 10+ years leading high-performing enterprise SaaS sales teams, including managing first-line managers and developing them into strong independent leaders, with delivery against complex growth targets.
• Content Supply Chain and portfolio expertise. Solid grasp of enterprise work management, digital asset management, and AI-enhanced content creation and activation.
• Industry-led selling. Experience translating horizontal technology into industry-specific business outcomes, use cases, and executive value narratives.
• Executive credibility and storytelling. Demonstrated ability to engage C-suite and senior functional leaders, communicate to business and technology audiences, and align transformation priorities, governance, investment, adoption, and measurable value realization.
• Manager-of-managers leadership. A clear approach to mentoring leaders, raising talent density, building succession plans, and fostering a culture of inclusion, accountability, and performance.
• GTM and organizational build. Evidence of launching or improving sales motions, adapting specialist coverage, and aligning resources to the highest-growth opportunities.
• Leading through influence. Ability to drive outcomes from stakeholders 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.
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