Account Director Law Enforcement

Adobe; United States; Remote; USD 227,000 - 358,000; Full time

Job summary

A leading technology company seeks a strategic account leader to manage digital transformation initiatives for U.S. federal agencies. Candidates should have substantial sales experience in the federal sector and relationships with key stakeholders. The role involves account management, compliance leadership, and security oversight, aiming to enhance operational efficiency and inter-agency collaboration.

Benefits

Sales commission plans

Short-term incentives

Long-term equity awards

Qualifications

• 7+ years of enterprise software sales experience.
• Proven track record selling to DHS, CBP, ICE, or related agencies.
• Active federal security clearance required.

Responsibilities

• Develop and execute business plans for federal agency accounts.
• Build and maintain relationships with C-suite leaders.
• Drive revenue growth through strategic account expansion.

Skills

Consultative sales methodologies

Executive presence

Communication skills

Education

Bachelor's degree

MBA from accredited institution

Job description

Our Company

Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

The Opportunity

Join Adobe's Federal Government team as we transform how America's frontline defenders operate. You'll drive digital transformation initiatives for the Department of Homeland Security (DHS), U.S. Customs and Border Protection (CBP), and U.S. Immigration and Customs Enforcement (ICE) – agencies protecting our nation's borders and enforcing immigration law.

Our enterprise-grade, FedRAMP-authorized solutions enable these critical agencies to streamline operations, enhance inter-agency collaboration, and improve mission outcomes through secure document management, digital workflows, and advanced analytics platforms.

What you'll be doing

Strategic Account Leadership

• Develop and execute comprehensive business plans for DHS, CBP, and ICE accounts, aligning Adobe's digital transformation capabilities with agency mission priorities
• Build and maintain C-suite relationships with Senior Executive Service (SES) leaders, CIOs, and mission-critical program directors
• Drive revenue growth through strategic account expansion and new solution adoption

Mission-Focused Solution Selling

• Translate complex technical capabilities into clear business value propositions that resonate with law enforcement and border security executives
• Conduct ROI analysis demonstrating how Adobe solutions enhance operational efficiency, improve inter-agency coordination, and strengthen national security outcomes
• Lead cross-functional teams including presales engineers, solution consultants, and partner managers to deliver comprehensive proposals

Enterprise Sales Excellence

• Manage complex, multi-million dollar contract negotiations involving procurement regulations, security requirements, and compliance mandates
• Maintain accurate pipeline forecasting and provide strategic insights to senior leadership
• Navigate federal acquisition processes including GSA schedules, SEWP contracts, and agency-specific procurement vehicles

Security & Compliance Leadership

• Ensure all solutions meet stringent federal security requirements including FedRAMP, FISMA, and agency-specific ATOs
• Collaborate with Adobe's security and compliance teams to address unique law enforcement data handling requirements
• Maintain current knowledge of federal cybersecurity frameworks and emerging threats

What You Will Need

Essential Qualifications

• Bachelor's degree required; MBA from accredited institution preferred
• 7+ years of enterprise software sales experience within federal law enforcement or homeland security agencies
• Proven track record selling to DHS, CBP, ICE, or related agencies (FBI, DEA, ATF experience valuable)
• Active federal security clearance (Secret minimum; Top Secret/SCI strongly preferred)

Technical & Sales Expertise

• Demonstrated proficiency in consultative sales methodologies (Challenger, Value Selling, SPIN, etc.)
• Experience with cloud technologies, particularly SaaS solutions in federal environments
• Understanding of federal IT modernization initiatives and digital transformation priorities
• Knowledge of federal procurement processes and contract vehicles

Leadership & Communication

• Exceptional executive presence with ability to influence without authority
• Outstanding written and verbal communication skills, including presentation abilities
• Experience managing cross-functional teams and complex stakeholder relationships
• Cultural competency working within federal law enforcement communities

Preferred Experience

• Previous experience with Adobe products or document management solutions
• Background in cybersecurity, data analytics, or workflow automation
• Understanding of immigration law, border security operations, or law enforcement processes
• Experience with federal modernization programs (FITARA, CIO Council initiatives, etc.)

Security Requirements

This position requires the ability to obtain and maintain a federal security clearance. Candidates must be U.S. citizens and able to pass comprehensive background investigations.

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 $227,500 -- $357,800 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.

At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP).

In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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