Account Director, Strategic Agency Partner Sales — Firefly Foundry

Adobe•San Jose, CA

About The Position

Adobe Firefly Foundry is a transformational set of capabilities for the world’s largest brands and agencies, spanning Media Intelligence, Foundry Models, and the Foundry Studios application. As Adobe scales Firefly Foundry through strategic agency holding company partners, we are creating a new dedicated role to drive the partner “sell-through” motion: activating partner pre-buys of Foundry into successful, repeatable end-customer engagements. This role will initially focus on WPP, with planned expansion to Omnicom, Stagwell, and other strategic agency partners as similar commercial models are established. The Account Director will own the success of partner-led customer engagements—ensuring partner pre-buys translate into deployed customer value, high partner satisfaction, and an expanding footprint of partner-owned Foundry customers. This is an overlay role within the Firefly Foundry Center of Excellence. You will not carry a direct net-new sell-to quota; instead, you will be measured on partner sell-through outcomes and will work in close partnership with Adobe’s C&P (Creative & Productivity) Account Directors, CXO (Customer Experience) Account Directors, the Foundry COE Specialist team, and the Strategic Partner Programs (SPP) organization.

Requirements

8+ years of enterprise SaaS sales experience, with a track record of closing complex, multi-stakeholder deals at the VP / C-suite level.
3+ years in roles touching global agency holding companies, GSIs, or strategic alliance partners.
Demonstrated success operating in an overlay or specialist model alongside named-account sellers, with the ability to influence without formal authority.
Working knowledge of how agency holding companies operate—how they sell, structure managed services, deliver creative work for clients, and contract at scale.
Strong understanding of generative AI for the enterprise, the content supply chain, and creative production at scale.
Executive presence and the ability to credibly engage with SVP / CXO-level stakeholders both inside Adobe and at partner organizations.
Strong commercial instincts—able to structure non-standard deals, navigate channel conflict, and balance short-term revenue with long-term partnership health.
Comfort operating in ambiguous, rapidly evolving environments; able to translate strategy into operational execution and to build the plane while flying it.
Excellent written, verbal, and presentation communication skills.
Bachelor’s degree or equivalent experience; MBA a plus.
Willingness to travel up to 30–40% to partner and customer locations.

Nice To Haves

Experience defining and operationalizing partner programs (intake, enablement, governance) is strongly preferred.
Familiarity with Adobe Firefly, Firefly Services, Firefly Custom Models, Adobe Brand Intelligence, and / or comparable enterprise gen-AI platforms is strongly preferred.
Awareness of Adobe Experience Cloud and the broader Digital Media and Digital Experience portfolios.

Responsibilities

Lead the cross-functional Adobe effort to build and execute the Foundry sell-through program with assigned agency holding company partners.
Define and operationalize the joint go-to-market motion with each partner, including governance cadence, executive alignment, and shared success metrics.
Serve as the day-to-day Adobe point of accountability for the partner’s Foundry program, building trusted relationships with partner sales, delivery, and executive stakeholders.
Lead the effort to build and deliver Foundry enablement content for partner sellers and delivery teams, covering Media Intelligence, Foundry Models, and Foundry Studios.
Ensure new Foundry product and program content is readily disseminated to the partner and continuously refreshed as the offering evolves.
Coach partner sellers and pre-sales teams to position Foundry effectively to their end customers.
Lead the effort build and manage the intake process for new end-customer requests, whether sourced from the partner or referred in by Adobe field teams.
Triage opportunities, set qualification criteria, and route engagements to the right Adobe and partner resources.
Align internal Adobe stakeholders for each end-customer Foundry sales cycle—including the partner team, CXO Account Directors, C&P Account Directors, the Foundry COE Specialist team, and SPP—ensuring a single, coordinated Adobe motion.
Resolve channel conflict, drive account-team accountability, and protect the integrity of partner-led engagements.
Support the Foundry COE team to run partner-led Foundry sales cycles end-to-end to ensure end-customer engagements are productive and the proposed solution is technically and commercially viable.
Support the partner through deal close, including commercial structuring, MSA / SOW alignment, and risk mitigation.
Orchestrate clean handover from sale to the Foundry delivery team, ensuring expectations and deliverables are well-defined.
Track and report on partner sell-through performance, including: number of end customers live or in execution, partner consumption of AI/ML development teams, partner satisfaction, and expansion of partner-owned customer footprint.
Contribute to the design of the partner sell-through compensation model in coordination with Sales Operations, Finance, and Sales Compensation.
Provide structured feedback to Adobe Product, Marketing, and Engineering on partner and end-customer needs to inform the Foundry roadmap.