Manager Enterprise Sales - State & Local Government

Adobe•Denver, CO

11d•Remote

About The Position

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. This is not a “new logo” business. Success comes from finding growth inside complexity. Territories are large and diverse, requiring focus, prioritization, and intentional segmentation. The environment is systems & budget constrained, not demand-constrained. The best leaders in this role are those who can orchestrate, not just manage.

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