Enterprise Retention Consultant

Opportunity

A dollar of renewal saved is a dollar of growth. Adobe's Retention Center of Excellence (COE) is investing in seasoned renewal leaders to consult with account teams and protect our largest enterprise contracts.

The Enterprise Retention Consultant protects and grows Adobe's enterprise customer base by leading the most complex, high‑risk, and high‑value renewals across our largest strategic accounts. The senior consultative role is mapped to ~2 Industries (NA) or Geographies (EMEA) and partners closely with the Industry/Region GM. The role is assigned a list of renewals with $500K+ net attrition risk, diagnoses renewal risk, coaches account teams on deal strategy and negotiation, and structures agreements that protect long‑term retention and revenue without taking ownership of the deal.

• Diagnose renewal risk early—identifying root causes such as product gaps, relationship erosion, competitive displacement, or economic headwinds—and build targeted recovery plans.
• In partnership with the account team, advise on and set negotiation strategy for complex enterprise renewals involving procurement, legal, CFOs, and executive sponsors on transactions exceeding $10M TCV.
• Re‑anchor customer value in competitive, budget‑pressed, or high‑leverage renewal situations where Adobe must re‑earn the business. Build or leverage a playbook approach that aligns the Adobe ecosystem around renewal strategy and coordinates data and insights from all relevant teams (e.g., CSM, DSG).
• Design creative deal structures—right‑size, multi‑year terms, consumption model adjustments—that balance customer value with Adobe's long‑term revenue objectives. Partner with the deal desk to ensure a customer‑facing structure and a seamless back‑end deal close.
• Coach Account Directors on renewal execution—stakeholder mapping, value re‑articulation, and commercial negotiation—elevating team capability without owning the deal.
• Drive disciplined renewal processes: engage 12–18 months before expiration, align mutual action plans with customer budget cycles, and maintain dynamic stakeholder maps.
• Maintain accurate pipeline hygiene and renewal forecasts in CRM, giving leadership clear visibility into at‑risk deals and recovery status across assigned verticals.
• Prioritize a high volume of concurrent engagements by risk, revenue impact, and strategic importance, partnering across Sales, Customer Success, Finance, and Legal to drive unified retention outcomes.

• Ability to quickly diagnose renewal risk and structure sophisticated commercial agreements—right‑size, multi‑year, or consumption‑based—that protect revenue and reinforce customer value.
• Creative thinker willing to think outside the box on how Adobe can collectively work together to retain customer business.
• Strong executive presence and communication skills to engage credibly at the C‑suite level, both internally and with customers.
• Ability to pull together data and insights from multiple sources and stakeholders to build compelling calls to action (internally and with customers).
• Deep expertise in enterprise negotiations—navigating procurement, legal, and C‑suite stakeholders on complex, multi‑party deals.
• Proven coaching ability with a track record of elevating seller capability in renewal motions and influencing outcomes without direct authority.
• Operational rigor managing renewal pipelines, forecasts, and risk reporting across a high‑volume, matrixed environment.

• 10+ years in enterprise SaaS sales or complex commercial negotiations, with direct experience leading large‑scale renewals.
• Deep understanding of SaaS subscription models, enterprise procurement, and renewal economics.
• Bachelor's degree or equivalent experience.

The U.S. pay range for this position is $270,700 – $446,000 annually, varying by work location and depending on job‑related knowledge, skills, and experience.

In California: $308,000 – $446,000.
In New York: $308,000 – $446,000.
In Colorado: $284,600 – $412,100.
In Illinois: $284,600 – $412,100.
In Washington: $300,300 – $434,850.

Adobe is a proud 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.