Sr. Director, Enterprise Sales

Adobe•New York, NY

2d•$352,500 - $615,150

About The Position

The Sr. Director, Enterprise Sales leads Adobe’s Brand Visibility Pillar solution specialist organization, aligned with Industry-Led CXO sales, and supervises first-line sales managers and their specialist teams. The role connects customer priorities to a clear, comprehensive portfolio story spanning Adobe Experience Manager Sites, Sites Optimizer, Adobe Brand Visibility, and Brand Concierge. These offerings help enterprises build digital destinations, optimize experiences and conversion, strengthen brand visibility across traditional and AI-powered discovery, and deliver conversational engagement. The leader is accountable for bookings, durable growth, customer adoption, retention, and measurable customer value across established and emerging offers. The role sets territory and industry strategy, directs capacity planning and resource alignment, governs sales execution and forecasting, and serves as executive sponsor for top deals. It develops managers and sales talent, engages senior customer executives, orchestrates strategic portfolio customers, and shapes go-to-market strategy in partnership with cross-functional teams and ecosystem partners. The position also represents the sales organization to leadership, communicating business conditions, market perspectives, and plans for target attainment.

Requirements

7+ years of enterprise SaaS sales leadership experience.
A strong record of leading high-performing teams through first-line managers, developing managers into independent leaders, and delivering growth in complex strategic enterprise markets.
Proven success scaling established enterprise solutions while launching products, categories, or sales motions where demand, use cases, and buying centers were still developing.
Practical understanding of enterprise web experience management, content management, site optimization, generative AI and large language models, AI-powered brand discovery, and conversational experiences.
Demonstrated ability to engage C-suite and senior functional leaders, communicate with business and technology audiences, and align transformation priorities, governance, investment, adoption, and value realization.
Experience translating horizontal technology into industry-specific business outcomes and executive value narratives.
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 bookings and execution, with accountability for durable growth, customer adoption, retention, and measurable customer value across established and emerging offers.
Set territory and industry strategy, lead capacity planning and resource alignment, and balance pipeline across new business, cross-sell, upsell, OPG, and Industry.
Govern pipeline, account planning, QBRs, team performance, forecasting, coverage, and deal risk through a lightweight operating cadence.
Serve as executive sponsor for the business’s top deals in a given quarter or year.
Coach first-line managers to develop seller capability in consultative discovery, executive storytelling, AI fluency, value selling, and competitive execution.
Maintain a leadership bench and talent development artifacts, and establish a durable succession strategy.
Build 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, digital and commerce leaders, communications leaders, and executives responsible for customer acquisition, digital experience, brand, and AI strategy.
Orchestrate strategic portfolio customers from vision through value realization, focusing cross-functional resources on customers able to demonstrate the combined impact of the portfolio.
Partner with Product, Engineering, Product Marketing, Marketing, Solutions Consulting, Customer Success, and Technology and Alliance Partners to strengthen each offer’s sales motion.
Own the pitch, demo, materials, and processes, including dry-run reviews, and establish minimum competency standards.
Partner with enablement onboarding for individual contributors and first-line managers to keep ramp time sustainable.
Aggregate customer feedback and translate requirements into predictable, timebound revenue streams, acting as the voice of the customer to the business unit.
Build an ecosystem strategy across agencies, technology partners, data providers, and advisory relationships to extend Adobe’s reach and customer outcomes.
Communicate business conditions, headwinds, tailwinds, and plans for target attainment to leadership; offer solutions to friction points, market and competitive perspectives, and joint messaging on cross-solution opportunities.