Manager Enterprise Sales - State & Local Government

The Opportunity Everyone has a story to tell and in State & Local Government, that story is shaped by constraints: procurement complexity, compliance mandates, fragmented buying centers, and long planning cycles. At Adobe, we help agencies navigate those constraints to modernize how they communicate, serve constituents, and operate at scale. This role leads Adobe’s State & Local Government West business, spanning a large installed base with significant opportunity for expansion across Adobe’s Creativity & Productivity portfolio. The Senior Manager will drive a systems-based sales motion: where success is not about velocity alone, but about orchestration across accounts, stakeholders, and solutions. This leader will develop talent, build pipeline in constrained environments, and unlock growth in both existing and emerging areas of the business. What You’ll Do Own the West SLG business across a multi-state territory, driving both renewal integrity and expansion growth across Adobe’s portfolio Lead a team responsible for a highly installed customer base, shifting focus from transactional selling to strategic account development and cross-cloud attach Build and execute a deliberate territory strategy by identifying “diamonds in the rough” within existing accounts and unlocking new buying centers Drive pipeline creation discipline, ensuring opportunities are well-qualified, with clear next steps, economic buyers, and in-quarter close plans Partner cross-functionally (DX, ISV, partners like Carahsoft/SHI) to deliver coordinated, multi-solution engagements Establish a forecasting cadence rooted in inspection and accountability, not just reporting Coach and develop a team operating in a complex, high-renewal-load environment, raising the bar on execution, urgency, and ownership Engage directly with key customers and executives to support strategic deals and escalations What You Need to Succeed 7 years of sales leadership, including experience in State & Local Government or similarly complex, regulated environments Proven ability to lead in a highly installed base: balancing retention, expansion, and new use case development Strong understanding of enterprise sales motions (multi-stakeholder, long-cycle, contract-vehicle-driven) Demonstrated success building pipeline in constrained environments, not just inheriting it Ability to operate with a systems mindset understanding that success requires orchestration across people, process, and product Experience driving cross-solution or platform sales (SaaS, API-based, or enterprise software) High accountability leader with a track record of performance management and talent development Comfortable working in ambiguity.  Able to create structure, not wait for it Strong executive presence with the ability to engage CIOs, Communications Directors, and other agency leadership Deep collaboration skills across internal teams (Sales, Product, Marketing, Finance / Deal Desk, Partners) What Makes This Role Different This is not a “new logo” business.  Success comes from finding growth inside complexity Territories are large and diverse, requiring focus, prioritization, and intentional segmentation The environment is systems & budget constrained, not demand-constrained The best leaders in this role are those who can orchestrate, not just manage About Adobe Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity. Our 30,000 employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re on a mission to hire the very best and believe in creating a company cultu ... (truncated, view full listing at source)