[Remote] Sr. Director, Enterprise Sales

Note: The job is a remote job and is open to candidates in USA. Adobe is hiring a senior sales leader to lead Customer Engagement solution specialists aligned to Industry-Led CXO sales. The role owns bookings performance, sets go-to-market and operating strategy, develops leaders, and aligns internal teams and partners around complex customer transformations.

Responsibilities

• Run a predictable business. Own bookings performance and set territory and industry strategy, capacity planning, resource alignment, and measurement. Drive a disciplined, low-overhead cadence for pipeline, account planning, forecasting, product performance, competitive risk, and renewals
• Manage the deal line. Inspect pipeline development and the balance across new, cross-sell, and upsell, and across OPG and Industry. Keep forecast accuracy, coverage, and risk visible
• Keep evolving the model. Evolve charter, coverage, and operating model as the portfolio and market change
• Serve as Executive Sponsor on the top deals for your business in any given quarter or year
• Develop second-line leaders who build independent first-line managers and specialist teams with real commercial authority
• Set the standards for execution, customer-centricity, talent development, and a consistent performance culture across a distributed organization
• Maintain an active leadership bench and talent development artifacts, with succession plans at every layer and a bench your leaders keep building through mentorship and observation
• Set team culture: collaborative, accountable, inclusive, and high integrity. Act as an evangelist for specialists and ensure customers understand the value of all of Adobe, not only your own remit
• Bring sales rigor to roadmap, packaging, readiness, competitive strategy, and market gaps. Turn field evidence into decisions and strategy into customer outcomes
• Serve as the customer advocate to the BU, aggregating feedback across customers and translating requirements into timebound, predictable revenue streams
• Articulate the state of the business, headwinds, tailwinds, and the plan for target attainment. Lead with solutions when raising friction points, and offer a point of view on the market and competition
• Partner with IL GMs, XSC, DSG, Product, Engineering, Customer Success, M&A, Marketing, and Tech and Alliance Partners to advance the range of offerings and keep solutions relevant. Broker joint messaging with other GMs on cross-solution opportunities
• Own the pitch, demo, materials, and processes, including dry-run review, with clear standards for minimum competency. Partner with enablement on onboarding for ICs and FLMs so ramp time stays sustainable
• Align GSIs, agencies, technology partners, and Adobe teams around joint solutions and repeatable routes to market

Skills

• 10+ years leading large, high-performing SaaS sales organizations through multiple layers of management, developing second-line leaders and first-line managers, and delivering against significant growth and bookings goals in complex enterprise markets
• Demonstrated ability to influence the C-suite and internal executives, lead strategy, communicate to business and technology audiences, and secure alignment and investment for complex transformation programs
• Experience shaping portfolio strategy, redesigning coverage, launching new motions, prioritizing, and aligning specialist teams to changing customer and market priorities
• Proficiency in long-cycle, multi-stakeholder 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 how they change customer engagement, analytics, marketing operations, decision-making, efficiency, and enterprise buying priorities
• Ability to drive outcomes from team members outside your direct remit
• A record of leading leaders of leaders, building a strong bench, managing succession, improving talent density, and crafting cohesion throughout a decentralized ecosystem

Benefits

• For sales roles, short-term incentives are in the form of sales commission plans.
• Certain roles may be eligible for long-term incentives in the form of a new hire equity award.

Company Overview

Company H1B Sponsorship