Sr. Director, Enterprise Sales

Adobe•New York, NY

2d•$352,500 - $615,150

About The Position

Adobe’s Customer Engagement portfolio helps enterprises unify customer data, orchestrate journeys, personalize experiences, analyze customer behavior and business impact, and accelerate work with AI-powered assistance. This third-line General Manager leads Customer Engagement solution specialists aligned to Industry-Led CXO sales, owning bookings performance and setting strategic and operational direction for a large, multi-layered organization. The role shapes portfolio go-to-market strategy, develops a strong leadership bench, and aligns Adobe’s ecosystem around complex customer transformations. It requires executive presence, deep customer engagement expertise, and disciplined business operations, while influencing teams and partners across the organization.

Requirements

10+ years leading large, high-performing SaaS sales organizations through multiple management layers and delivering significant growth and bookings goals in complex enterprise markets.
Demonstrated experience developing second-line leaders and first-line managers.
Ability to influence C-suite executives and internal executives, lead strategy, communicate with business and technology audiences, and secure alignment and investment for complex transformation programs.
Experience shaping portfolio strategy, redesigning coverage, launching new sales motions, prioritizing, and aligning specialist teams with changing customer and market priorities.
Proficiency in long-cycle, multi-stakeholder enterprise sales involving data, technology, business transformation, partners, governance, and measurable value realization.
Practical understanding of generative and agentic AI, including enterprise copilots and assistants, and their effects on customer engagement, analytics, marketing operations, decision-making, efficiency, and enterprise buying priorities.
Ability to drive outcomes through influence beyond the direct reporting organization.

Nice To Haves

A record of third-line organizational leadership, including leading leaders of leaders, building a strong bench, managing succession, improving talent density, and building cohesion across a decentralized ecosystem.

Responsibilities

Own bookings performance and set territory and industry strategy, capacity planning, resource alignment, and measurement.
Establish a disciplined operating cadence for pipeline, account planning, forecasting, product performance, competitive risk, and renewals.
Inspect pipeline development and the balance of new, cross-sell, and upsell business, as well as OPG and Industry; maintain visibility into forecast accuracy, coverage, and risk.
Evolve the organization’s charter, coverage, and operating model as the portfolio and market change.
Serve as executive sponsor for the business’s top deals.
Develop second-line leaders who build independent first-line managers and specialist teams with commercial authority.
Set standards for execution, customer-centricity, talent development, and performance across a distributed organization.
Maintain leadership bench strength, talent development plans, and succession plans at every organizational layer; foster mentorship and observation.
Build a collaborative, accountable, inclusive, and high-integrity team culture; advocate for specialists and communicate the value of Adobe broadly.
Bring field sales insight to roadmap, packaging, readiness, competitive strategy, and market gaps, translating field evidence into decisions and strategy into customer outcomes.
Represent customers to the business unit by aggregating feedback and translating requirements into timebound, predictable revenue streams.
Communicate business performance, headwinds, tailwinds, and plans for target attainment; raise friction points with solutions and provide a point of view on the market and competition.
Partner with IL GMs, XSC, DSG, Product, Engineering, Customer Success, M&A, Marketing, and technology and alliance partners to advance offerings and maintain solution relevance.
Coordinate joint messaging with other GMs on cross-solution opportunities.
Own the pitch, demo, materials, and processes, including dry-run review, and establish minimum competency standards.
Partner with enablement on onboarding for individual contributors and first-line managers to support sustainable ramp times.
Align GSIs, agencies, technology partners, and Adobe teams around joint solutions and repeatable routes to market.
Drive outcomes through influence with people outside the role’s direct remit.