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 at scale.

This 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.

What You'll Do

• 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

What You Need to Succeed

• 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

What Makes This Role Different

• 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

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe's industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We're on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let's Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

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. Learn more.

Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.

AI Use Guidelines for Interviews:
Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI - and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it's restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

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.

State-Specific Notices:

California:

Fair Chance Ordinances

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

Colorado:

Application Window Notice

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:

Massachusetts Legal Notice

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.