Sr. Director, Enterprise Sales

Adobe•New York, IL

2d•$352,500 - $615,150

About The Position

Adobe’s Digital Experience business helps enterprises transform how marketing content is planned, produced, managed, activated, and optimized. The Content Supply Chain (CSC) Pillar combines Adobe Workfront, Adobe Experience Manager Assets, and Adobe GenStudio for Performance Marketing to connect work management, digital asset management, and AI-powered content creation and activation in a coordinated enterprise workflow. The Sr. Director, Enterprise Sales leads the CSC specialist organization aligned with Industry-Led CXO sales, supervising first-line sales managers and their specialist teams. The role sets specialist coverage, talent, and execution strategy, and partners with account executives to advance Adobe’s most strategic customer opportunities. The leader owns pillar performance and revenue targets, sets territory and industry strategy, leads operating cadence and forecasting, implements the CSC go-to-market strategy, develops managers and succession plans, engages customer executives, establishes sales standards and enablement, represents customer feedback to the business unit, and communicates business performance and market perspective to leadership.

Requirements

10+ years leading high-performing enterprise SaaS sales teams, including managing first-line managers and developing them into independent leaders while delivering against complex growth targets.
Solid understanding of enterprise work management, digital asset management, and AI-enhanced content creation and activation.
Experience translating horizontal technology into industry-specific business outcomes, use cases, and executive value narratives.
Demonstrated ability to engage C-suite and senior functional leaders, communicate with business and technology audiences, and align transformation priorities, governance, investment, adoption, and measurable value realization.
A clear approach to mentoring leaders, raising talent density, building succession plans, and fostering inclusion, accountability, and performance.
Evidence of launching or improving sales motions, adapting specialist coverage, and aligning resources to high-growth opportunities.
Ability to drive outcomes through stakeholders outside the role’s direct remit.

Responsibilities

Own pillar performance, delivering bookings, growth, adoption, and long-term customer value across assigned Industry-Led CXO segments.
Set territory and industry strategy, including capacity planning, resource alignment, measurement, and pipeline balance across new business, cross-sell, upsell, OPG, and Industry.
Govern pipeline, account planning, quarterly business reviews, team performance, deal line, forecasting, coverage, and risk visibility through an operating cadence.
Serve as executive sponsor for top business deals in a given quarter or year.
Implement the Content Supply Chain go-to-market strategy in partnership with Product, Engineering, Product Marketing, Marketing, Solutions Consulting, Customer Success, Technology and Alliance Partners, IL GMs, XSC, and DSG.
Coach first-line managers to improve sales execution, talent development, accountability, and succession readiness.
Maintain a leadership bench, talent development artifacts, and a durable succession strategy as the business scales.
Set a collaborative, accountable, inclusive, and high-integrity team culture; advocate for specialists and communicate the value of Adobe’s broader portfolio.
Build relationships with CMOs, CIOs, CTOs, creative leaders, and marketing operations leaders, and communicate how Adobe advances planning and workflow insight, asset governance and reuse, content velocity, brand consistency, and performance marketing outcomes.
Own the sales pitch, demonstrations, materials, and processes, including dry-run reviews and minimum competency standards.
Partner with enablement on onboarding for individual contributors and first-line managers to support sustainable ramp time.
Represent the voice of the customer to the business unit by aggregating feedback and translating requirements into timebound, predictable revenue streams.
Communicate business status, headwinds, tailwinds, and plans for target attainment to leadership; raise friction points with solutions, provide a market and competitive perspective, and coordinate cross-solution messaging with other GMs.