Sr. Director, Enterprise Sales

Adobe Inc.; California; On-site; USD 180,000 - 240,000; Full time

Job summary

Adobe Inc. seeks a senior leader to head the Brand Visibility Pillar solution specialist organization.

You will align with Industry-Led CXO sales and supervise first-line sales managers and specialists, translating customer priorities into a compelling, repeatable go-to-market story. You are a seasoned portfolio and category leader fluent in digital experiences, content management, optimization, and AI-enabled disruption, with rigorous focus on sales execution and scaling existing products while

Qualifications

• Credible with executives and able to tell a clear, comprehensive story.
• Fluent in digital experience, content management, optimization, and AI-driven disruption.
• Rigorous in sales execution and able to scale established businesses while addressing emerging needs.

Responsibilities

• Drive revenue targets by owning bookings and ensuring durable growth across offerings.
• Set territory and industry strategy; balance pipeline, new, cross-sell and upsell initiatives.
• Run a lightweight operating cadence for pipeline, account planning, QBRs, and forecasting.
• Serve as Executive Sponsor on top deals each quarter or year.
• Coach first-line managers to build seller capability in consultative discovery and value selling.
• Maintain leadership bench with durable succession planning as the business scales.
• Shape go-to-market strategy and own how the team sells, including pitch and materials.

Skills

Executive communication

Sales leadership

Strategic planning

AI fluency

Digital experience

Content management

Change management

Education

Bachelor's degree

Job description

THE OPPORTUNITY

Customer discovery, evaluation, and conversion are being reshaped across owned digital properties, commerce experiences, generative AI, conversational interfaces, and emerging discovery ecosystems. The Adobe Brand Visibility Pillar brings together Adobe Experience Manager Sites, Sites Optimizer, Adobe Brand Visibility, and Brand Concierge. Together they help enterprises build high-performing digital destinations, optimize experiences and conversion, strengthen how their brands appear across traditional and AI-powered discovery, and deliver intelligent conversational engagement.

This role leads the Brand Visibility Pillar solution specialist organization, aligned with Industry-Led CXO sales, and supervises first-line sales managers and their specialist teams. You will connect customer priorities to a clear, comprehensive story.

The successful candidate is an exceptional portfolio and category leader: credible with executives, fluent in digital experience, content management, optimization, and AI-driven disruption, rigorous in sales execution, and skilled at scaling established businesses while turning emerging customer needs into repeatable go-to-market motions.

WHAT YOU'LL DO

Drive the revenue target

• Own bookings and execution. Hold accountability for durable growth, customer adoption, retention, and measurable customer value across established and emerging offers.

• Set territory and industry strategy. Lead capacity planning, resource alignment, and measurement, and balance pipeline across new, cross-sell, and upsell, and across OPG and Industry.

• Run a lightweight operating cadence. Govern pipeline, account planning, QBRs, and team performance, and manage the deal line for accurate forecasting, coverage, and risk visibility.

• Serve as Executive Sponsor on the top deals for your business in any given quarter or year.

Lead and develop leaders

• Coach first-line managers to build seller capability in consultative discovery, executive storytelling, AI fluency, value selling, and competitive execution.

• Maintain an active leadership bench and talent development artifacts, with a durable succession strategy as the business scales.

• 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.

Engage executives on digital growth and brand visibility

• 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 that can show the combined impact of sites, content management, optimization, AI-era brand visibility, and conversational experiences.

Shape go-to-market strategy and own how the team sells

• Partner with Product, Engineering, Product Marketing, Marketing, Solutions Consulting, Customer Success, and Tech and Alliance Partners to strengthen the motion for each offer.

• Own the pitch, demo, materials, and processes, including dry-run review, with clear standards for minimum competency. Partner with enablement onboarding for IC