Account Executive - Business Professional Specialist

The Opportunity

There are billions of Business Professionals and Consumers in the world who want to be both creative and efficient to accomplish their objectives. They see AI and conversational interfaces as a more productive way to accelerate creative storytelling and to quickly synthesize information across multiple documents. They are looking for quick and easy tools that are available on every computing surface and an easy onramp that allows them to trial products and subscribe based on the value derived.

As the need for creative expression continues to grow exponentially, creativity and productivity are merging. AI can make them more creative and productive in their business context.

The opportunity described above for Business Professionals and Consumers will be the driving force of the Business Professionals and Consumers sales (BP&C) team. That team will be responsible for Adobe Acrobat and Adobe Express in the enterprise segment. Those products have increasing interconnected enterprise workflows that allow business professionals to understand and synthesize documents and other corporate material to produce highly designed and creative output via Express.

This combination of insights and creativity lies at the center of what are customers are seeking and what the BP&C sales team is chartered to represent.

• New Landscape & Knowledge – well-versed in a new landscape of productivity tools that are being positioned across the enterprise and how Adobe's offerings stack up against a new competitive landscape.
• Demand-led Sales – the ability to identify new use cases for business professionals, run a full sales cycle from deck and demo to identification of pain and metrics to POC to close as both out of cycle and part of a renewal.
• Pipeline Generation – personal responsibility over pipeline generation to new functional buyers of our business professional offerings beyond the traditional Acrobat user and into marketing, field sales, and knowledge workers.
• New Products & Demo – the ability to personally sell, position and demo Acrobat, Express plus a host of potential new products and offers including integration of Express into Co-Pilot, ChatGPT and other business professional products and integrations from Adobe. Members of this team are proxies for knowledge workers so therefore this team needs to show how companies can benefit from our offerings personally.
• Technical Knowledge, Curiosity & Understanding – the ability to do simple demonstration of products without technical help to demonstrate the value and ease of use of our products to the business professional.
• Change Agility & Growth Mindset – comfort operating in ambiguity and evolving GTM. Willingness to test/learn new plays and iterate quickly. Ability to influence peers to adopt the new persona-based approach.
• Cross-Functional Influence & Internal Navigation – ability to work with PMM on use cases and industry plays. Ability to partner with core sellers for multiproduct deals without channel conflict. Ability to influence product and GTM teams with personal feedback.
• Strong Operational & Pipeline Discipline – CRM excellence (Clari hygiene, usage tracking, qualification). Velocity pipeline motions (prioritization, expansion triggers). Strong collaboration with Marketing, BDR, Renewals, and Product for feedback loops.

• Pipeline Generation – personal responsibility and activity around pipeline generation with weekly expectation of 5/5 outbounding of 5 contacts to 5 accounts per week. Will do personal outbound in addition to working with and directly BDR to hit a target of 3 new business meetings (representing expansion or new ops) per week.
• Technical Understanding, Curiosity & Ability to Demo – understanding of Acrobat, Express, Express integrations with Chat Bots and new product that might be introduced by Adobe into this audience. A clear understanding of the competitive landscape for “worker” productivity tooling including Co-Pilot, ChatGPT, Canva, Gamma and others. The ability to demo on sales calls both Acrobat/AIA/Spaces, Express and Express integrated into Chat Bots including net new use…