Enterprise Sales Account Director - State & Local Government

Adobe•San Jose, CA

11d•Remote

About The Position

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.

Requirements

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

Nice To Haves

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

Responsibilities

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