Enterprise Sales Account Director - DHS/DOJ

Adobe•McLean, VA

About The Position

Join Adobe's Federal Government team to drive digital transformation initiatives for the Department of Homeland Security and Department of Justice. Adobe's enterprise-grade, FedRAMP-authorized solutions help these agencies streamline operations, enhance inter-agency collaboration, and improve mission outcomes through secure document management, digital workflows, and advanced analytics platforms. The role leads strategic accounts, builds executive relationships, grows revenue, and translates technical capabilities into business value for law enforcement and border security leaders. It involves directing cross-functional teams, managing complex contract negotiations and federal acquisition processes, and ensuring solutions meet federal security, compliance, and agency requirements. The position requires the ability to obtain and maintain a federal security clearance. Candidates must be U.S. citizens and able to pass comprehensive background investigations.

Requirements

Bachelor's degree required.
At least 7 years of enterprise software sales experience within federal DOD agencies.
Proven track record selling to DHS/DOJ agencies.
Active federal security clearance (Secret minimum; Top Secret/SCI strongly preferred).
Proficiency in consultative sales methodologies such as Challenger, Value Selling, or SPIN.
Experience with cloud technologies, particularly SaaS solutions in federal environments.
Understanding of federal IT modernization initiatives and digital transformation priorities.
Knowledge of federal procurement processes and contract vehicles.
Exceptional executive presence and ability to influence without authority.
Outstanding written and verbal communication skills, including presentation abilities.
Experience managing cross-functional teams and complex collaborator relationships.
Cultural competency working within federal law enforcement communities.
Ability to obtain and maintain a federal security clearance.
U.S. citizenship and ability to pass comprehensive background investigations.

Nice To Haves

MBA from an accredited institution.
Top Secret/SCI security clearance.
Previous experience with Adobe products or document management solutions.
Background in cybersecurity, data analytics, or workflow automation.
Understanding of immigration law, border security operations, or law enforcement processes.
Experience with federal modernization programs such as FITARA or CIO Council initiatives.

Responsibilities

Develop and complete comprehensive business plans for accounts, aligning Adobe's digital transformation capabilities with agency mission priorities.
Build and maintain C-suite relationships with Senior Executive Service leaders, CIOs, and program directors.
Drive revenue growth through strategic account expansion and adoption of new solutions.
Translate complex technical capabilities into business value propositions for law enforcement and border security executives.
Conduct return-on-investment analyses demonstrating how Adobe solutions can enhance operational efficiency, improve inter-agency coordination, and strengthen national security outcomes.
Lead cross-functional teams, including presales engineers, solution consultants, and partner managers, to deliver comprehensive proposals.
Manage complex, multi-million-dollar contract negotiations involving procurement regulations, security requirements, and compliance mandates.
Maintain accurate pipeline forecasts and provide strategic insights to senior leadership.
Navigate federal acquisition processes, including GSA schedules, SEWP contracts, and agency-specific procurement vehicles.
Ensure solutions meet federal security requirements, including FedRAMP, FISMA, and agency-specific ATOs.
Collaborate with Adobe security and compliance teams to address law enforcement data-handling requirements.
Maintain current knowledge of federal cybersecurity frameworks and emerging threats.