Manager Enterprise Sales - State & Local Government

Adobe•San Jose, CA

About The Position

Everyone has a story to tell and in State & Local Government, that story is shaped by constraints: procurement complexity, compliance mandates, fragmented buying centers, and long planning cycles. At Adobe, we help agencies navigate those constraints to modernize how they communicate, serve constituents, and operate at scale. This role leads Adobe’s State & Local Government West business, spanning a large installed base with significant opportunity for expansion across Adobe’s Creativity & Productivity portfolio. The Senior Manager will drive a systems-based sales motion: where success is not about velocity alone, but about orchestration across accounts, stakeholders, and solutions. This leader will develop talent, build pipeline in constrained environments, and unlock growth in both existing and emerging areas of the business. Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity. Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours. Let’s Adobe together At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Requirements

7+ years of sales leadership, including experience in State & Local Government or similarly complex, regulated environments
Proven ability to lead in a highly installed base: balancing retention, expansion, and new use case development
Strong understanding of enterprise sales motions (multi-stakeholder, long-cycle, contract-vehicle-driven)
Demonstrated success building pipeline in constrained environments, not just inheriting it
Ability to operate with a systems mindset understanding that success requires orchestration across people, process, and product
Experience driving cross-solution or platform sales (SaaS, API-based, or enterprise software)
High accountability leader with a track record of performance management and talent development
Comfortable working in ambiguity. Able to create structure, not wait for it
Strong executive presence with the ability to engage CIOs, Communications Directors, and other agency leadership
Deep collaboration skills across internal teams (Sales, Product, Marketing, Finance / Deal Desk, Partners)

Responsibilities

Own the West SLG business across a multi-state territory, driving both renewal integrity and expansion growth across Adobe’s portfolio
Lead a team responsible for a highly installed customer base, shifting focus from transactional selling to strategic account development and cross-cloud attach
Build and execute a deliberate territory strategy by identifying “diamonds in the rough” within existing accounts and unlocking new buying centers
Drive pipeline creation discipline, ensuring opportunities are well-qualified, with clear next steps, economic buyers, and in-quarter close plans
Partner cross-functionally (DX, ISV, partners like Carahsoft/SHI) to deliver coordinated, multi-solution engagements
Establish a forecasting cadence rooted in inspection and accountability, not just reporting
Coach and develop a team operating in a complex, high-renewal-load environment, raising the bar on execution, urgency, and ownership
Engage directly with key customers and executives to support strategic deals and escalations

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