Account Director, Strategic Accounts

Our Company

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

Adobe Digital Experience is seeking a hardworking expert and technically adept sales professional to join our sales team in the US. The role entails a blend of new business development, as well as the daily activities associated with corporate strategic selling to a few accounts. In addition, you can expect to be working with the existing sales team to lead all aspects of the sales cycle;

from the qualification of opportunities, development of a market strategy, coordination of all sales team resources, final negotiation, and closing of business.

Ideally, we are seeking individuals with experience selling Digital Experience Solutions with a proven track record of selling to large enterprises in North America. This position reports to the AVP, Strategic Accounts. If you are passionate about what you do, have an entrepreneurial flair, and are excited by innovative online marketing technology, we want to hear from you!

• Exceed quota targets.
• Develop effective account plans to ensure revenue target delivery and balanced growth.
• Establish strong relationships based on customer knowledge and value.
• Actively understand each customer's technology footprint, strategic growth plans, competitive landscape, and industry trends.
• Lead account relationships, prospect profiling, and sales cycles; inspire accounts to become Adobe references.
• Develop and deliver comprehensive business plans, applying Strategic Value Assessments, benchmarking, and ROI data.
• Maintain a rolling 4Q pipeline; keep pipeline current.
• Collaborate with marketing, inside sales, partners, and channels to funnel pipeline into the assigned territory.
• Be proficient in all Adobe offers and drive sales pursuits.
• Advance and close sales opportunities through the successful execution of the sales strategy and roadmap.
• Support all Adobe promotions and events in the territory.

• Minimum of 8 years prior experience selling digital marketing solutions.
• Personal annual target of at least $8M USD.
• Consistent record of achieving/exceeding sales quota and market share goals.
• Success in selling to executives, VP and/or “C” level executives.
• Able to identify, nurture and close deals in new areas.
• Technically adept solution seller with proven ability to create outcomes where everybody wins.
• Excellent communication, presentation, and negotiation skills.
• Collaborative teammate with excellent organizational and time management skills.
• Practical knowledge in developing GTM plans between enterprise organizations.
• Understanding of the competition and how we are positioned against them.
• Creative, problem‑solving approach to evolving business challenges.
• Competence and influencing strategies for leading teams in highly matrixed organizations.

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 $270,700 – $446,000 annually. Pay within this range varies by work location and may also depend on job‑related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

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.

California:
Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws…