Enterprise Sales Account Executive - National Security

Who We Are

We deliver digital government solutions that put people first. Our software is trusted by the U.S. Department of Defense and other federal agencies to drive digital transformation, modernize citizen engagement, and enhance secure collaboration across government networks. Our enterprise software and cloud services empower agencies to create, manage, and measure digital content – from electronic documents and forms to workflow automation, content management, analytics, and collaboration.

With a strong focus on security and compliance, we provide authorized government solutions with the Authority to Operate (ATO) in sensitive federal environments.

As a Strategic Account Executive, you will:

• Develop, maintain, and execute a business plan for your assigned vertical, aligning customer needs with Adobe’s strategic direction.
• Create a Strategic Account Plan that defines sales strategy, identifies growth opportunities, and expands Adobe’s footprint across key accounts.
• Build and sustain SES‑level relationships with CIOs, Directors, and Mission Leaders, communicating value through ROI‑based discussions that connect technology with mission outcomes.
• Lead and influence cross‑functional teams—including presales, consulting, and partner management—without direct authority, driving collaboration toward shared goals.
• Demonstrate strong business acumen, managing accurate forecasts, pipelines, and providing regular business health updates to senior leadership.
• Negotiate complex federal contracts, coordinating across Legal, Contracts, Operations, and Technical teams.
• Ensure all activities adhere to strict security and compliance standards required for federal operations.

• Bachelor’s degree (MBA preferred).
• Minimum five years of enterprise software sales experience within the federal government or national security community.
• Mastery of one or more sales methodologies (e.g., Value Selling, Challenger, SPIN).
• Experience with cloud and SaaS technologies.
• Exceptional written and verbal communication and interpersonal skills.
• Active Top Secret clearance (TS/SCI preferred) or the ability to obtain one.

U.S. pay range: $270,700 – $446,000 annually. Pay within this range varies by work location and may also depend on job‑related knowledge, skills, and experience. Compensation is expressed as total target compensation (TTC = base + commission) for sales roles, with short‑term incentives in the form of sales commission plans. Certain roles may also be eligible for long‑term incentives in the form of a new hire equity award.

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.