Account Director, Strategic Accounts

Adobe•Washington, DC

25d

About The Position

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. We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours! The challenge Adobe is seeking a seasoned, technically adept enterprise sales professional to join our Strategic Partnership Program (SPA) team. The role entails a blend of new business development, as well as the daily activities associated with corporate strategic selling to a few of our largest and most strategic customers. This role goes beyond selling a single product or solution area. You will lead enterprise‑wide sales motions, aligning Adobe’s full set of offerings—across Experience, Creative, Document Cloud, and emerging innovations—to customer priorities and long‑term transformation strategies. Reporting to the AVP, Strategic Accounts, you will own complex global relationships, drive net‑new and expansion opportunities, and serve as a trusted executive advisor across a small number of highly strategic accounts. As a member of the SPA team, you will be expected to think holistically about customer outcomes, orchestrate Adobe resources at scale, and position Adobe as an important strategic partner.

Requirements

10+ years of experience selling complex Saas solutions
Experience carrying $8M+ USD annual quotas with large enterprise customers
Selling to High Tech, GSIs or Agencies Holding Cos
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
Travel approximately 60% of the time
Accounts located in NY, CA and WA (preference for those states)

Responsibilities

Sales Strategy – Develop and implement clear, actionable account plans to deliver revenue targets and balanced growth. Build strong relationships with existing customers and drive strategic alignment across their organizations.
Trusted Advisor – Establish deep executive relationships grounded in a strong understanding of customer needs and a commitment to delivering value through strategic counsel, solution design, and implementation expertise.
Customer & Market Insight – 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.
Territory & Account Leadership – Own account relationships end‑to-end, including prospect strategy, opportunity development, and sales execution. Inspire customers to become long‑term Adobe advocates and references.
Business Planning & Value Articulation – Develop and present comprehensive business plans aligned to customer priorities. Apply strategic value assessments, benchmarking, and ROI analysis to support executive‑level decision‑making.
Pipeline Management – Maintain a disciplined, rolling four‑quarter pipeline aligned to strategic account plans. Ensure pipeline accuracy and predictability.
Cross‑Functional Partnership – Collaborate closely with Marketing, Inside Sales, Partners, and Channel teams to generate, progress, and close pipeline within the assigned territory.
Adobe Portfolio Leadership – Bring the full breadth of Adobe solutions to bear on sales pursuits, aligning portfolio capabilities to customer transformation goals.
Opportunity Advancement & Closure – Advance and close complex opportunities through effective execution of account strategy and sales roadmaps.
Field Engagement – Support and represent Adobe at key promotions, events, and customer engagements within the territory.