Enterprise Sales Account Director - State & Local Government

Adobe is transforming how State & Local Government agencies engage with constituents, modernize operations, and deliver digital services at scale. The Enterprise Account Manager will operate within a highly installed customer base, focusing on unlocking new use cases and expansion opportunities within existing accounts.

Responsibilities:

• Own a named territory of State & Local Government accounts, driving both retention and expansion
• Build and complete account plans that go beyond IT by aligning with business users
• Create pipeline by uncovering 'non-obvious' opportunities within an installed base, not relying on inbound demand
• Lead multi-threaded sales motions, engaging technical, business, and executive collaborators simultaneously
• Position Adobe’s solutions as platform-level value, not point products
• Navigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precision
• Drive deal progression with clear next steps, economic buyers, and close plans
• Partner with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex deals
• Maintain rigorous forecast hygiene and pipeline management within the field
• Represent Adobe in customer meetings, executive briefings, and industry events

Requirements:

• 5–10+ years of enterprise sales experience, with a strong preference for State & Local Government
• Proven ability to generate pipeline in an installed base, not just close pre-qualified opportunities
• Experience selling complex, multi-stakeholder solutions ($500K+ deals, long sales cycles)
• Strong understanding of public sector procurement and budget dynamics
• Ability to navigate ambiguity and create structure in loosely defined opportunities
• Demonstrated success in cross-selling / platform expansion motions
• High ownership approach: does not wait for direction or leads
• Strong executive presence and ability to engage CIOs, CDOs, and agency leadership
• Ability to work cross-functionally and pull the right resources at the right time
• Excellent communication, deal strategy, and negotiation skills