Account Director, Strategic Accounts

About the role

The challenge Adobe is seeking a seasoned, technically adept enterprise sales professional to join our Strategic Partnership Program (SPA) team. The role entails a blend of new business development, as well as the daily activities associated with corporate strategic selling to a few of our largest and most strategic customers.

Responsibilities

• Sales Strategy – Develop and implement clear, actionable account plans to deliver revenue targets and balanced growth.
• Build strong relationships with existing customers and drive strategic alignment across their organizations.
• Trusted Advisor – Establish deep executive relationships grounded in a strong understanding of customer needs and a commitment to delivering value through strategic counsel, solution design, and implementation expertise.
• Customer & Market Insight – Maintain a comprehensive understanding of each customer’s technology landscape, growth strategy, and competitive environment.
• Territory & Account Leadership – Own account relationships end-to-end, including prospect strategy, opportunity development, and sales execution.
• Inspire customers to become long-term Adobe advocates and references.
• Business Planning & Value Articulation – Develop and present comprehensive business plans aligned to customer priorities. Apply strategic value assessments, benchmarking, and ROI analysis to support executive-level decision-making.
• Pipeline Management – Maintain a disciplined, rolling four-quarter pipeline aligned to strategic account plans. Ensure pipeline accuracy and predictability.
• Cross-Functional Partnership – Collaborate closely with Marketing, Inside Sales, Partners, and Channel teams to generate, progress, and close pipeline within the assigned territory.
• Affiliate Portfolio Leadership – Bring the full breadth of Adobe solutions to bear on sales pursuits, aligning portfolio capabilities to customer transformation goals.
• Opportunity Advancement & Closure – Advance and close complex opportunities through effective execution of account strategy and sales roadmaps.

Requirements

• 10+ years of experience selling complex SaaS solutions.
• Experience carrying $8M+ USD annual quotas with large enterprise customers.
• Selling to enterprise High Tech or Professional Services.
• Experience closing 25M plus multi-year deals.
• Demonstrated success selling at the VP and C-suite level.
• Proven ability to lead multi-stakeholder, multi-solution sales cycles.
• Strong technical proficiency and enterprise solution-selling capability.
• Exceptional executive communication, negotiation, and influence skills.
• Experience leading in highly matrixed, global organizations.
• Strategic approach with the ability to translate vision into execution.
• Travel approximately 60% of the time.
• Accounts located in NY, CA and WA (preference for those states).

Qualifications

• Experience carrying $8M+ USD annual quotas with large enterprise customers.
• Experience selling to enterprise High Tech or Professional Services.
• Experience closing 25M plus multi-year deals.
• Demonstrated success selling at the VP and C-suite level.
• Proven ability to lead multi-stakeholder, multi-solution sales cycles.
• Strong technical proficiency and enterprise solution-selling capability.
• Exceptional executive communication, negotiation, and influence skills.
• Experience leading in highly matrixed, global organizations.
• Strategic approach with the ability to translate vision into execution.
• Travel approximately 60% of the time.
• Accounts located in NY, CA and WA (preference for those states).

Skills

• Strong technical proficiency and enterprise solution-selling capability.
• Exceptional executive communication, negotiation, and influence skills.
• Experience leading in highly matrixed, global organizations.
• Strategic approach with the ability to translate vision into execution.
• Ability to develop and implement clear, actionable account plans.
• Ability to build strong relationships with existing customers.
• Ability to establish deep executive relationships grounded in a strong understanding of customer needs.
• Ability to maintain a comprehensive understanding of each customer’s technology landscape.
• Ability to collaborate closely with Marketing, Inside Sales, Partners, and Channel teams.
• Ability to bring the full breadth of Adobe solutions to bear on sales pursuits.
• Ability to advance and close complex opportunities through effective execution of account strategy and sales roadmaps.

Benefits

At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours. Let’s Adobe together.

Pay

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $270,700 -- $446,000 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience.

Schedule

Adobe accepts applications for this role on an ongoing basis. The posting will remain open based on hiring needs and position availability.