Enterprise Sales Account Director - State & Local Government

The Opportunity Adobe is transforming how State & Local Government agencies engage with constituents, modernize operations, and deliver digital services at scale. This role sits within a highly installed customer base, where growth is not driven by new logos, but by unlocking new use cases, buying centers, and cross-cloud opportunities within existing accounts. The Enterprise Account Manager will operate in a systems-constrained environment by navigating procurement complexity, compliance mandates, and long planning cycles, while building a deliberate strategy to drive expansion across Adobe’s Creativity & Productivity Portfolio. This is a role for someone who can hunt within accounts, not just manage them. What You’ll Do Own a named territory of State & Local Government accounts, driving both retention and expansion Build and complete account plans that go beyond IT by aligning with business users Create pipeline by uncovering “non-obvious” opportunities within an installed base, not relying on inbound demand Lead multi-threaded sales motions, engaging technical, business, and executive collaborators simultaneously Position Adobe’s solutions as platform-level value, not point products Navigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precision Drive deal progression with clear next steps, economic buyers, and close plans Partner with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex deals Maintain rigorous forecast hygiene and pipeline management within the field Represent Adobe in customer meetings, executive briefings, and industry events What You Need to Succeed 5–10 years of enterprise sales experience, with a strong preference for State & Local Government Proven ability to generate pipeline in an installed base, not just close pre-qualified opportunities Experience selling complex, multi-stakeholder solutions ($500K deals, long sales cycles) Strong understanding of public sector procurement and budget dynamics Ability to navigate ambiguity and create structure in loosely defined opportunities Demonstrated success in cross-selling / platform expansion motions High ownership approach: does not wait for direction or leads Strong executive presence and ability to engage CIOs, CDOs, and agency leadership Ability to work cross-functionally and pull the right resources at the right time Excellent communication, deal strategy, and negotiation skills What Makes This Role Different This is not a traditional “hunter vs. farmer” role.  It requires both, simultaneously The biggest opportunities are often not obvious or currently budgeted Success requires rigor in execution (pipeline, forecasting) as much as creativity in identifying new contacts & opportunity The best performers are those who can see around corners inside their accounts 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 culture where all employees are empowered to make an impact. 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 At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture , focus on people, purpose and community , Adobe for All , comprehensive benefits pr ... (truncated, view full listing at source)