Manager Enterprise Sales - State & Local Government

Adobe • San Jose, CA

22h

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.

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

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees