Senior Manager, Strategic Business Development - Frame.io

Adobe•New York, NY

About The Position

The Frame.io Strategic Business Development Team is a high-impact unit of senior industry experts, workflow architects, enterprise advisors, and creative technologists. As trusted advisors to our customers and cross-functional partners, we collaborate on the most pressing go-to-market, product integration, and strategic partnership challenges. We are recruiting a Senior Manager to oversee, cultivate, and grow a team. This role requires a seasoned leader who can build and mentor a high-performing team. They also work at the executive level, crafting strategy, encouraging cross-functional alignment, and defining how the group engages with the world's largest enterprises. You will influence and refine the engagement model. You will develop processes to synthesize field intelligence into artifacts. You will build guidelines to influence solution strategy. All of this supports strengthening the product roadmap and accelerating enterprise GTM execution. You will develop cross functional frameworks with Product Marketing Leadership that strengthen market insights, narratives, and GTM strategy. You will ensure the workflows behind our GTM narratives remain authentic, scalable, and enterprise-ready. The successful candidate possesses confident executive presence who can inspire both their team and senior decision makers. You are a practitioner-turned-leader with a creative technology background, a passion for building outstanding customer experiences, and a demonstrated capacity to develop the talent around you.

Requirements

Leadership Experience: 3+ years of people management experience leading high-performing, senior individual contributors in a customer-facing, technical, or strategic capacity.
Strategic & Domain Expertise: 10+ years of professional experience in creative operations, solution consulting, sales engineering or solution architecture, with a demonstrated progression from practitioner to strategic leader.
Team Builder: Proven ability to recruit, develop, and retain senior talent.
Value Selling Expertise: Deep ability to coach a team in synthesizing customer business challenges into composable solutions with quantifiable value. You model what great looks like and hold the team to that standard.
Workflow Architecture Fluency: Sufficient hands-on depth in API-based end-to-end workflows (MAM, DAM, NLEs, Cloud Architecture) to credibly lead a team of workflow architects and guide their work.
Practitioner-Level Credibility: Hands-on proficiency with Frame.io, Adobe Creative Cloud, and Generative AI models (Firefly, Sora, Midjourney, etc.) that earns institutional trust — both with your team and with customers.
Cross-Functional Leadership: A strong track record of driving complex initiatives across Sales, Product, Security, Marketing, and Solution Architecture — without direct authority — and now doing so through and alongside a team.
Executive Communication: Confidence crafting and delivering presentations that resonate from practitioner to C-suite.

Responsibilities

Team Leadership & Development Hire, onboard, and develop high impact individuals, fostering a culture of excellence, curiosity, and customer obsession.
Define team structure, coverage models, and individual goals that align with Frame.io's Enterprise Strategy.
Mentor and coach team members to grow from tactical execution toward strategic consulting — building credibility, expanding their scope, and accelerating their career development.
Establish consistent methodologies, playbooks, and training programs that enable team-wide independence and scalability.
Strategic Direction & Cross-Functional Influence Evolve our engagement process and output artifacts for transforming customer business needs into clear requirements for Product and Engineering.
Act as the team's voice in strategic forums with Product, PMM, Sales, Security, and Solution Architects; drive alignment on priorities, timing, and enterprise readiness.
Partner with Product Marketing to co‑own sales playbooks, demo narratives, and value frameworks—ensuring workflows behind GTM narratives are real, scalable, and measurable.
Drive multi-product consumption strategies that position Frame.io as the indispensable "Work-in-Progress" backbone within Adobe's content supply chain and AI strategy.
Enterprise & Customer Engagement Define entry/exit criteria, success metrics, risk plans, and feedback loops for high‑touch private alphas and betas with marquee customers.
Develop and maintain trust with key external technology partners, acting as a senior representative of Frame.io's strategic vision.
Represent the team at customer meetings, Adobe customer days, industry events, and conferences.
Operational Excellence Develop and iterate performance measurements against workflow adoption, enterprise impact, field intelligence contributions, and cross-functional influence.
Use a data-driven approach to report on team performance to senior leadership and advocate for resources, tooling, and process improvements.
Bridge pre-sales and post-sales execution at a team level, ensuring consistent workflow delivery and a foundation for long-term expansion.