Enterprise Sales Account Executive - National Security

Adobe • McLean, IL

33d • $270,700 - $446,000

About The Position

We deliver digital government solutions that put people first. Our software is trusted by the U.S. Department of Defense and other federal agencies to drive digital transformation, modernize citizen engagement, and enhance secure collaboration across government networks. Our enterprise software and cloud services empower agencies to create, manage, and measure digital content — from electronic documents and forms to workflow automation, content management, analytics, and collaboration. With a strong focus on security and compliance, we provide authorized government solutions with the Authority to Operate (ATO) in sensitive federal environments. To support our growing public sector portfolio, we’re seeking a results-oriented professional with deep National Security experience and a strong understanding of federal mission priorities. As a Strategic Account Executive, you will:

Requirements

• Bachelor’s degree (MBA preferred)
• Minimum 5 years of enterprise software sales experience within the federal government or national security community
• Mastery of one or more sales methodologies (e.g., Value Selling, Challenger, SPIN, etc.)
• Experience with cloud and SaaS technologies
• Exceptional written and verbal communication and interpersonal skills
• Active Top Secret clearance (TS/SCI preferred) or the ability to obtain one

Nice To Haves

• MBA preferred
• TS/SCI preferred

Responsibilities

• Develop, maintain, and execute a business plan for your assigned vertical, aligning customer needs with Adobe’s strategic direction.
• Create a Strategic Account Plan that defines sales strategy, identifies growth opportunities, and expands Adobe’s footprint across key accounts.
• Build and sustain SES-level relationships with CIOs, Directors, and Mission Leaders, communicating value through ROI-based discussions that connect technology with mission outcomes.
• Lead and influence cross-functional teams—including presales, consulting, and partner management—without direct authority, driving collaboration toward shared goals.
• Demonstrate strong business acumen, managing accurate forecasts, pipelines, and providing regular business health updates to senior leadership.
• Negotiate complex federal contracts, coordinating across Legal, Contracts, Operations, and Technical teams.
• Ensure all activities adhere to strict security and compliance standards required for federal operations.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level