Account Director, Strategic Accounts at Adobe in San Francisco, CA

Account Director, Strategic Accounts Location: San Francisco The challenge Adobe is seeking a seasoned, technically adept enterprise sales professional to join our Strategic Partnership Program (SPA) team. The role entails a blend of new business development, as well as the daily activities associated with corporate strategic selling to a few of our largest and most strategic customers. This role goes beyond selling a single product or solution area. You will lead enterprise‑wide sales motions, aligning Adobe’s full set of offerings—across Experience, Creative, Document Cloud, and emerging innovations—to customer priorities and long‑term transformation strategies. Reporting to the AVP, Strategic Accounts, you will own complex global relationships, drive net‑new and expansion opportunities, and serve as a trusted executive advisor across a small number of highly strategic accounts. As a member of the SPA team, you will be expected to think holistically about customer outcomes, orchestrate Adobe resources at scale, and position Adobe as an important strategic partner. We are looking for strong sellers to manage the following: West coast based managing High Tech customers NY or DC area based managing Professional Services customers What you’ll do Sales Strategy – Develop and implement clear, actionable account plans to deliver revenue targets and balanced growth. Build strong relationships with existing customers and drive strategic alignment across their organizations. Trusted Advisor – Establish deep executive relationships grounded in a strong understanding of customer needs and a commitment to delivering value through strategic counsel, solution design, and implementation expertise. Customer & Market Insight – Maintain a comprehensive understanding of each customer’s technology landscape, growth strategy, and competitive environment. Monitor public signals (e.g., executive appointments, earnings, press releases) to stay ahead of trends impacting customer priorities. Territory & Account Leadership – Own account relationships end‑to‑end, including prospect strategy, opportunity development, and sales execution. Inspire customers to become long‑term Adobe advocates and references. Business Planning & Value Articulation – Develop and present comprehensive business plans aligned to customer priorities. Apply strategic value assessments, benchmarking, and ROI analysis to support executive‑level decision‑making. Pipeline Management – Maintain a disciplined, rolling four‑quarter pipeline aligned to strategic account plans. Ensure pipeline accuracy and predictability. Cross‑Functional Partnership – Collaborate closely with Marketing, Inside Sales, Partners, and Channel teams to generate, progress, and close pipeline within the assigned territory. Adobe Portfolio Leadership – Bring the full breadth of Adobe solutions to bear on sales pursuits, aligning portfolio capabilities to customer transformation goals. Opportunity Advancement & Closure – Advance and close complex opportunities through effective execution of account strategy and sales roadmaps. What you'll need to succeed 10+ years of experience selling complex Saas solutions Experience carrying $8M+ USD annual quotas with large enterprise customers Selling to enterprise High Tech or Professional Services Experience closing 25M plus multi year deals Demonstrated success selling at the VP and C‑suite level Proven ability to lead multi‑stakeholder, multi‑solution sales cycles Strong technical proficiency and enterprise solution‑selling capability Exceptional executive communication, negotiation, and influence skills Experience leading in highly matrixed, global organizations Strategic approach with the ability to translate vision into execution Travel approximately 60% of the time Accounts located in NY, CA and WA (preference for those states) 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 programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create. 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 protected characteristic. Learn more. Adobe aims to make our Careers website and recruiting process 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 accommodations@adobe.com or call +1 408-536-3015. AI Use Guidelines for Interviews: Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process. At Adobe, we empower employees to innovate with AI — and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it’s restricted during live interviews. See how we think about AI in the hiring experience. Expected Pay Range: 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 $270,700 -- $446,000 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. In California, the pay range for this position is $308,000 - $446,000 In Washington, the pay range for this position is $300,300 - $434,850 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 There is no deadline to apply to this job posting because Adobe accepts applications for this role on an ongoing basis. The posting will remain open based on hiring needs and position availability. 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. Additional Locations: San Jose, Seattle, Remote California