Sr Director Sales, Public Sector

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  

Everyone has a story to tell, and Adobe helps Government agencies do just that! The Adobe Public Sector leader is responsible for partnering with very senior level government leaders across both Federal agencies and State and Local to bring the full Adobe product set, solutions and expertise to help create simple, seamless, and secure government experiences.

Drawing upon previous, demonstrable success leading sizable technology sales teams in the space, the Public Sector leader will drive the team to meet and exceed demanding growth targets. The successful candidate fully understands the technology of Adobe’s solutions in the enterprise space. The leader will bring to bear a robust operational approach to recruiting, coaching, and managing their team.

This role partners with leadership and peers to set direction for work that impacts multiple lines of business. This role influences and contributes to the development of varied organizations across their businesses focus, requiring an understanding of leadership in a complex environment. This role shares responsibilities of leading the broader organization with peers, facilitating talent mobility and development.

The leader also will embody a mentor approach while actively participating on the team. They will be equally comfortable and effective interfacing with top client executives or working in the details of a large deal. The successful candidate thirsts for ownership, responsibility, and the opportunity to demonstrate entrepreneurial talents. They will run the business autonomously while employing where the group fits into the broader organization.

What you’ll do

• Drive revenue for Adobe across US Federal and State and Local Government accounts!
• Lead the team in developing and prosecuting robust pipelines to meet near-term and long-term growth objectives. Lead the Public Sector sales team in meeting/exceeding quarterly and annual bookings objectives for the organization by exercising a growth strategy and using their network within the US government.
• Recruit best-in-class talent and coach the team with a focus on providing actionable, forthright feedback. The intent is to produce the next generation of leadership for Adobe and build a team that embodies customer empathy.
• Create and drive innovative programs focused on delivering growth at Adobe scale. Meet with customers/prospects/policy makers and participate directly in shaping the key deals and accounts within the sector.
• Continue to inject operational rigor into the organization. Opportunities and growth can be “manufactured” with the correct processes and supporting activities, e.g. regular team forecast reviews, knowing when to involve other groups (pre-sales, channels, marketing, support, etc.) and help focus activities on the largest return efforts.

What you'll need to succeed

• 10+ years experience selling software solutions to US Public Sector.
• 10+ years experience in go-to-market and leading a team to meet business growth targets.
• Proven track record building a scalable business development/sales organization focused Public Sector, capable of delivering in excess of $300M in annual revenues.
• Expertise in leading large, complex captures ranging from identifying and shaping the opportunity/ RFP to delivering a winning solution.
• Dedication to personal responsibility and expectation of performance.
• Passion, energy, great attitude, and a proven plan for building and running successful sales teams.
• Empathy and high EQ to do it the “right” way.
• Success in selling solution-based SaaS offerings.
• Superior customer-facing attributes both internally and externally.
• Must have strong interpersonal skills and ability to "win people over.”
• Work successfully in a team environment, collaborating closely with all other organizations within Adobe including Sales, Engineering, Marketing, Support, etc.

Adobe is proud to be an Equal Employment Opportunity and affirmative action employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.

Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email [email protected] or call (408) 536-3015.

Adobe values a free and open marketplace for all employees and has policies in place to ensure that we do not enter into illegal agreements with other companies to not recruit or hire each other’s employees.

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 $331,100 -- $577,900 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.

Adobe is proud to be an Equal Employment Opportunity employer. We do not discriminate based on gender, race or color, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, veteran status, or any other applicable characteristics protected by law. Learn more.

 

Adobe aims to make Adobe.com accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email [email protected] or call (408) 536-3015.