Account Director, Strategic Accounts

Adobe•San Francisco, CA

1d•Hybrid

About The Position

Adobe is seeking a seasoned, technically adept enterprise sales professional to join its Strategic Partnership Program (SPA) team. This role involves a combination of new business development and daily activities associated with corporate strategic selling to a select group of the largest and most strategic customers. The position requires leading enterprise-wide sales motions, aligning Adobe’s full suite of offerings across Experience, Creative, and Document Cloud, as well as emerging innovations, to customer priorities and long-term transformation strategies. The Account Director will own complex global relationships, drive net-new and expansion opportunities, and act as a trusted executive advisor for a small number of highly strategic accounts. As a member of the SPA team, the individual will be expected to think holistically about customer outcomes, orchestrate Adobe resources at scale, and position Adobe as a key strategic partner.

Requirements

10+ years of experience selling complex SaaS solutions
Experience carrying $8M+ USD annual quotas with large enterprise customers
Experience selling to enterprise High Tech or Professional Services
Experience closing $25M+ multi-year deals
Demonstrated success selling at the VP and C-suite level
Proven ability to lead multi-stakeholder, multi-solution sales cycles
Strong technical proficiency and enterprise solution-selling capability
Exceptional executive communication, negotiation, and influence skills
Experience leading in highly matrixed, global organizations
Strategic approach with the ability to translate vision into execution
Accounts located in NY, CA and WA (preference for those states)

Nice To Haves

Travel approximately 60% of the time

Responsibilities

Develop and implement clear, actionable account plans to achieve revenue targets and balanced growth.
Build strong relationships with existing customers and drive strategic alignment across their organizations.
Establish deep executive relationships based on a thorough understanding of customer needs and a commitment to delivering value through strategic counsel, solution design, and implementation expertise.
Maintain a comprehensive understanding of each customer’s technology landscape, growth strategy, and competitive environment.
Monitor public signals (e.g., executive appointments, earnings, press releases) to stay ahead of trends impacting customer priorities.
Own account relationships end-to-end, including prospect strategy, opportunity development, and sales execution.
Inspire customers to become long-term Adobe advocates and references.
Develop and present comprehensive business plans aligned with customer priorities.
Apply strategic value assessments, benchmarking, and ROI analysis to support executive-level decision-making.
Maintain a disciplined, rolling four-quarter pipeline aligned with strategic account plans.
Ensure pipeline accuracy and predictability.
Collaborate with Marketing, Inside Sales, Partners, and Channel teams to generate, progress, and close pipeline within the assigned territory.
Leverage the full breadth of Adobe solutions in sales pursuits, aligning portfolio capabilities with customer transformation goals.
Advance and close complex opportunities through effective execution of account strategy and sales roadmaps.