Enterprise Sales Account Director - State & Local Government

The Opportunity

Adobe is transforming how State & Local Government agencies engage with constituents, modernize operations, and deliver digital services s role sits within a highly installed customer base, where growth is not driven by new logos, but by unlocking new use cases, buying centers, and cross‑cloud opportunities within existing accounts. The Enterprise Account Manager will operate in a systems‑constrained environment by navigating procurement complexity, compliance mandates, and long planning cycles, while building a deliberate strategy to drive expansion across Adobe’s Creativity & Productivity Portfolio.

This is a role for someone who can hunt within accounts, not just manage them.

• Own a named territory of State & Local Government accounts, driving both retention and expansion
• Build and complete account plans that go beyond IT by aligning with business users
• Create pipeline by uncovering "non‑obvious" opportunities within an installed base, not relying on inbound demand
• Lead multi‑threaded sales motions, engaging technical, business, and executive collaborators simultaneously
• Position Adobe's solutions as platform‑level value, not point products
• Navigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precision
• Drive deal progression with clear next steps, economic buyers, and close plans
• Partner with internal teams (pre‑sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex deals
• Maintain rigorous forecast hygiene and pipeline management within the field
• Represent Adobe in customer meetings, executive briefings, and industry events

• 5-10+ years of enterprise sales experience, with a strong preference for State & Local Government
• Proven ability to generate pipeline in an installed base, not just close pre‑qualified opportunities
• Experience selling complex, multi‑stakeholder solutions (>$500K deals, long sales cycles)
• Strong understanding of public sector procurement and budget dynamics
• Ability to navigate ambiguity and create structure in loosely defined opportunities
• Demonstrated success in cross‑selling / platform expansion motions
• High ownership approach: does not wait for direction or leads
• Strong executive presence and ability to engage CIOs, CDOs, and agency leadership
• Ability to work cross‑functionally and pull the right resources at the right time
• Excellent communication, deal strategy, and negotiation skills

• This is not a traditional "hunter vs. farmer" role. It requires both, simultaneously
• The biggest opportunities are often not obvious or currently budgeted
• Success requires rigor in execution (pipeline, forecasting) as much as creativity in identifying new contacts & opportunity
• The best performers are those who can see around corners inside their accounts

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $229,000 – $369,600 annually. Pay within this range varies by work location and may also depend on job‑related knowledge, skills, and experience. In California, the pay range is $255,300 – $369,600.

California
:
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances.

Colorado
:
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
:
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.

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.