Senior Manager, Strategic Business Development - Frame.io

Adobe is a leading company that empowers creativity through innovative platforms and tools. They are seeking a Senior Manager for the Frame.io Strategic Business Development Team to oversee and develop a high-performing team, craft strategies, and engage with major enterprises to enhance product integration and go-to-market execution.

Responsibilities:

• Hire, onboard, and develop high impact individuals, fostering a culture of excellence, curiosity, and customer obsession
• Define team structure, coverage models, and individual goals that align with Frame.io's Enterprise Strategy
• Mentor and coach team members to grow from tactical execution toward strategic consulting — building credibility, expanding their scope, and accelerating their career development
• Establish consistent methodologies, playbooks, and training programs that enable team-wide independence and scalability
• Evolve our engagement process and output artifacts for transforming customer business needs into clear requirements for Product and Engineering
• Act as the team's voice in strategic forums with Product, PMM, Sales, Security, and Solution Architects; drive alignment on priorities, timing, and enterprise readiness
• Partner with Product Marketing to co-own sales playbooks, demo narratives, and value frameworks—ensuring workflows behind GTM narratives are real, scalable, and measurable
• Drive multi-product consumption strategies that position Frame.io as the indispensable "Work-in-Progress" backbone within Adobe's content supply chain and AI strategy
• Define entry/exit criteria, success metrics, risk plans, and feedback loops for high‑touch private alphas and betas with marquee customers
• Develop and maintain trust with key external technology partners, acting as a senior representative of Frame.io's strategic vision
• Represent the team at customer meetings, Adobe customer days, industry events, and conferences
• Develop and iterate performance measurements against workflow adoption, enterprise impact, field intelligence contributions, and cross-functional influence
• Use a data-driven approach to report on team performance to senior leadership and advocate for resources, tooling, and process improvements
• Bridge pre-sales and post-sales execution at a team level, ensuring consistent workflow delivery and a foundation for long-term expansion

Requirements:

• 3+ years of people management experience leading high-performing, senior individual contributors in a customer-facing, technical, or strategic capacity
• 10+ years of professional experience in creative operations, solution consulting, sales engineering or solution architecture, with a demonstrated progression from practitioner to strategic leader
• Proven ability to recruit, develop, and retain senior talent
• Deep ability to coach a team in synthesizing customer business challenges into composable solutions with quantifiable value
• Sufficient hands-on depth in API-based end-to-end workflows (MAM, DAM, NLEs, Cloud Architecture) to credibly lead a team of workflow architects and guide their work
• Hands-on proficiency with Frame.io, Adobe Creative Cloud, and Generative AI models (Firefly, Sora, Midjourney, etc.) that earns institutional trust — both with your team and with customers
• A strong track record of driving complex initiatives across Sales, Product, Security, Marketing, and Solution Architecture — without direct authority — and now doing so through and alongside a team
• Confidence crafting and delivering presentations that resonate from practitioner to C-suite