Enterprise Retention Consultant at Adobe in San Jose, CA

Enterprise Retention Consultant Location: San Jose THE OPPORTUNITY A dollar of renewal saved is a dollar of growth. Adobe’s Retention Center of Excellence (COE) is investing in seasoned renewal leaders to consult with account teams and protect our largest enterprise contracts. The Enterprise Retention Consultant protects and grows Adobe’s enterprise customer base by leading the most complex, high-risk, and high-value renewals across our largest strategic accounts. ROLE OVERVIEW The Enterprise Retention Consultant is a senior consultative role mapped to ~2 Industries (NA) or Geographies (EMEA), partnering closely with the Industry / Region GM. The role will be assigned a list of renewals with $500K+ net attrition risk and will diagnose renewal risk, coach account teams on deal strategy and negotiation, and structures agreements that protect long-term retention and revenue—without taking ownership of the deal. KEY RESPONSIBILITIES • Diagnose renewal risk early—identifying root causes such as product gaps, relationship erosion, competitive displacement, or economic headwinds—and build targeted recovery plans. • In partnership with the account team, advise on and set negotiation strategy for complex enterprise renewals involving procurement, legal, CFOs, and executive sponsors on transactions exceeding $10M TCV. • Re-anchor customer value in competitive, budget-pressured, or high-leverage renewal situations where Adobe must re-earn the business. Build/leverage a playbook approach that brings the proper members of the Adobe ecosystem together to align on renewal strategy and coordinate all data/insights inputs from these teams into the renewal approach (e.g. CSM, DSG) • Design creative deal structures—right-sizing, multi-year terms, consumption model adjustments—that balance customer value with Adobe’s long-term revenue objectives. Design compelling customer-facing deal structure and partner with deal desk to ensure proper back end/Adobe deal structure for seamless close. • Coach Account Directors on renewal execution—stakeholder mapping, value re-articulation, and commercial negotiation—elevating team capability without taking ownership of the deal. • Drive disciplined renewal processes: engage 12–18 months pre-expiration, align mutual action plans to customer budget cycles, and maintain dynamic stakeholder maps. • Maintain accurate pipeline hygiene and renewal forecasts in CRM, giving leadership clear visibility into at-risk deals and recovery status across assigned verticals. • Prioritize a high volume of concurrent engagements by risk, revenue impact, and strategic importance—partnering across Sales, CS, Finance, and Legal to drive unified retention outcomes. REQUIRED CAPABILITIES & EXPERIENCE • Ability to quickly diagnose renewal risk and structure sophisticated commercial agreements—right-sizing, multi-year, or consumption-based—that protect revenue and reinforce customer value. • Creative thinker with ability and willingness to think outside of the box on how Adobe can collectively work together to retain the business of our customers. • Strong executive presence and communication skills to engage credibly at the C-suite level, both internally and with customers. • Ability to pull together data and insights from multiple sources/stakeholders to help build compelling calls to action (internally and with customers) • Deep expertise in enterprise negotiations—navigating procurement, legal, and C-suite stakeholders on complex, multi-party deals. • Proven coaching ability—track record of elevating seller capability in renewal motions and influencing outcomes without direct authority. • Operational rigor managing renewal pipelines, forecasts, and risk reporting across a high-volume, matrixed environment. QUALIFICATIONS • 10+ years in enterprise SaaS sales or complex commercial negotiations, with direct experience leading large-scale renewals. • Deep understanding of SaaS subscription models, enterprise procurement, and renewal economics. • Bachelor’s degree or equivalent experience. 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 New York, the pay range for this position is $308,000 - $446,000 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 Jun 30 2026 12:00 AM 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. Additional Locations: Remote New York