Enterprise Sales Account Director - DHS/DOJ

Adobe•Washington, DC

2d•$229,000 - $369,600

About The Position

Adobe is seeking an Enterprise Sales Account Director to drive digital transformation initiatives for the Department of Homeland Security and Department of Justice. The role sells Adobe’s FedRAMP-authorized solutions, including secure document management, digital workflows, and analytics platforms, to support agency operations, collaboration, and mission outcomes. The position leads strategic account planning and executive relationships, expands revenue and adoption, and translates technical capabilities into business value for federal law enforcement and border security stakeholders. It also leads cross-functional teams, manages complex federal contract negotiations and acquisition processes, maintains pipeline forecasts, and collaborates on security and compliance requirements, including FedRAMP, FISMA, and agency authorization to operate requirements.

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 at Secret level or higher; the position requires the ability to obtain and maintain a federal security clearance.
U.S. citizenship and ability to pass comprehensive background investigations.
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.
Executive presence and ability to influence without authority.
Strong written and verbal communication and presentation skills.
Experience managing cross-functional teams and complex collaborator relationships.
Cultural competency working within federal law enforcement communities.

Nice To Haves

MBA from an accredited institution.
Top Secret/SCI 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 execute comprehensive account business plans aligned with agency mission priorities.
Build and maintain relationships with Senior Executive Service leaders, CIOs, and program directors.
Drive revenue growth through account expansion and adoption of new solutions.
Translate technical capabilities into business value propositions for law enforcement and border security executives.
Conduct return-on-investment analyses showing operational, collaboration, and security benefits.
Lead cross-functional teams, including presales engineers, solution consultants, and partner managers, to develop proposals.
Manage complex, multi-million-dollar contract negotiations involving procurement, security, and compliance requirements.
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 security and compliance teams on law enforcement data-handling requirements.
Maintain knowledge of federal cybersecurity frameworks and emerging threats.