Manager Enterprise Sales State & Local Government

The Opportunity

Everyone has a story to tell and in State & Local Government that story is shaped by constraints: procurement complexity compliance mandates fragmented buying centers and long planning cycles.

At Adobe we help agencies navigate those constraints to modernize how they communicate serve constituents and operate at scale.

This role leads Adobes State & Local Government West business spanning a large installed base with significant opportunity for expansion across Adobes Creativity & Productivity portfolio.

The Senior Manager will drive a systems-based sales motion: where success is not about velocity alone but about orchestration across accounts stakeholders and solutions. This leader will develop talent build pipeline in constrained environments and unlock growth in both existing and emerging areas of the business.

What Youll Do

• Own the West SLG business across a multi-state territory driving both renewal integrity and expansion growth across Adobes portfolio
• Lead a team responsible for a highly installed customer base shifting focus from transactional selling to strategic account development and cross-cloud attach
• Build and execute a deliberate territory strategy by identifying diamonds in the rough within existing accounts and unlocking new buying centers
• Drive pipeline creation discipline ensuring opportunities are well-qualified with clear next steps economic buyers and in-quarter close plans
• Partner cross-functionally (DX ISV partners like Carahsoft/SHI) to deliver coordinated multi-solution engagements
• Establish a forecasting cadence rooted in inspection and accountability not just reporting
• Coach and develop a team operating in a complex high-renewal-load environment raising the bar on execution urgency and ownership
• Engage directly with key customers and executives to support strategic deals and escalations

What You Need to Succeed

• 7 years of sales leadership including experience in State & Local Government or similarly complex regulated environments
• Proven ability to lead in a highly installed base: balancing retention expansion and new use case development
• Strong understanding of enterprise sales motions (multi-stakeholder long-cycle contract-vehicle-driven)
• Demonstrated success building pipeline in constrained environments not just inheriting it
• Ability to operate with a systems mindset understanding that success requires orchestration across people process and product
• Experience driving cross-solution or platform sales (SaaS API-based or enterprise software)
• High accountability leader with a track record of performance management and talent development
• Comfortable working in ambiguity. Able to create structure not wait for it
• Strong executive presence with the ability to engage CIOs Communications Directors and other agency leadership
• Deep collaboration skills across internal teams (Sales Product Marketing Finance / Deal Desk Partners)

What Makes This Role Different

• This is not a new logo business. Success comes from finding growth inside complexity
• Territories are large and diverse requiring focus prioritization and intentional segmentation
• The environment is systems & budget constrained not demand-constrained
• The best leaders in this role are those who can orchestrate not just manage

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity productivity and personalized customer experiences. Adobes 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 30000 employees worldwide are creating the future and raising the bar as we drive the next decade of growth. Were 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.

Lets 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.

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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 its restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

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

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.