Sr. Director, Enterprise Sales

Job description

THE OPPORTUNITY Customer discovery, evaluation, and conversion are being reshaped across owned digital properties, commerce experiences, generative AI, conversational interfaces, and emerging discovery ecosystems. The Adobe Brand Visibility Pillar brings together Adobe Experience Manager Sites, Sites Optimizer, Adobe Brand Visibility, and Brand Concierge. Together they help enterprises build high-performing digital destinations, optimize experiences and conversion, strengthen how their brands appear across traditional and AI-powered discovery, and deliver intelligent conversational engagement. This role leads the Brand Visibility Pillar solution specialist organization, aligned with Industry-Led CXO sales, and supervises first-line sales managers and their specialist teams. You will connect customer priorities to a clear, comprehensive story. The successful candidate is an exceptional portfolio and category leader: credible with executives, fluent in digital experience, content management, optimization, and AI-driven disruption, rigorous in sales execution, and skilled at scaling established businesses while turning emerging customer needs into repeatable go-to-market motions. WHAT YOU'LL DO Drive the revenue target Own bookings and execution. Hold accountability for durable growth, customer adoption, retention, and measurable customer value across established and emerging offers. Set territory and industry strategy. Lead capacity planning, resource alignment, and measurement, and balance pipeline across new, cross-sell, and upsell, and across OPG and Industry. Run a lightweight operating cadence. Govern pipeline, account planning, QBRs, and team performance, and manage the deal line for accurate forecasting, coverage, and risk visibility. Serve as Executive Sponsor on the top deals for your business in any given quarter or year. Lead and develop leaders Coach first-line managers to build seller capability in consultative discovery, executive storytelling, AI fluency, value selling, and competitive execution. Maintain an active leadership bench and talent development artifacts, with a durable succession strategy as the business scales. Set team culture: collaborative, accountable, inclusive, and high integrity. Act as an evangelist for specialists and ensure customers understand the value of all of Adobe, not only your own remit. Engage executives on digital growth and brand visibility Build relationships with CMOs, CIOs, CTOs, digital and commerce leaders, communications leaders, and executives responsible for customer acquisition, digital experience, brand, and AI strategy. Orchestrate strategic portfolio customers from vision through value realization, focusing cross-functional resources on customers that can show the combined impact of sites, content management, optimization, AI-era brand visibility, and conversational experiences. Shape go-to-market strategy and own how the team sells Partner with Product, Engineering, Product Marketing, Marketing, Solutions Consulting, Customer Success, and Tech and Alliance Partners to strengthen the motion for each offer. Own the pitch, demo, materials, and processes, including dry-run review, with clear standards for minimum competency. Partner with enablement onboarding for ICs and FLMs so ramp time stays sustainable. Act as the voice of the customer to the BU, aggregating feedback across customers and translating requirements into timebound, predictable revenue streams. Build an ecosystem strategy across agencies, technology partners, data providers, and advisory relationships that extend Adobe's reach and customer outcomes. Be the voice of sales to leadership Articulate the state of the business, headwinds, tailwinds, and the plan for target attainment. Lead with solutions when raising friction points, offer a point of view on the market and competition, and broker joint messaging with other GMs on cross-solution opportunities. WHAT YOU'LL NEED TO SUCCEED Enterprise SaaS sales leadership. 7+ years, with a strong record of leading high-performing teams through first-line managers, developing them into independent leaders, and delivering growth in complex strategic enterprise markets. Portfolio growth and category creation. Proven success scaling established enterprise solutions while launching new products, categories, or sales motions where demand, use cases, and buying centers were still developing. Digital experience and AI fluency. Practical understanding of enterprise web experience management, content management, site optimization, generative AI and large language models, AI-powered brand discovery, and conversational experiences. Executive credibility and storytelling. Demonstrated ability to engage the C-suite and senior functional leaders, communicate to business and technology audiences, and align transformation priorities, governance, investment, adoption, and value realization. Industry-led selling. Experience translating horizontal technology into industry-specific business outcomes and executive value narratives. Manager-of-manager’s leadership. A clear approach to mentoring leaders, raising talent density, building succession plans, and fostering a culture of inclusion, accountability, and performance. GTM and organizational building. Evidence of launching or improving sales motions, adapting specialist coverage, and aligning resources to the highest-growth opportunities. Leading through influence. Ability to drive outcomes from stakeholders outside your direct remit. 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. 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