[Remote] Enterprise Sales Account Director - State & Local Government

Note: The job is a remote job and is open to candidates in USA. 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.ResponsibilitiesOwn a named territory of State & Local Government accounts, driving both retention and expansionBuild and complete account plans that go beyond IT by aligning with business usersCreate pipeline by uncovering 'non-obvious' opportunities within an installed base, not relying on inbound demandLead multi-threaded sales motions, engaging technical, business, and executive collaborators simultaneouslyPosition Adobe’s solutions as platform-level value, not point productsNavigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precisionDrive deal progression with clear next steps, economic buyers, and close plansPartner with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex dealsMaintain rigorous forecast hygiene and pipeline management within the fieldRepresent Adobe in customer meetings, executive briefings, and industry eventsSkills5–10+ years of enterprise sales experience, with a strong preference for State & Local GovernmentProven ability to generate pipeline in an installed base, not just close pre-qualified opportunitiesExperience selling complex, multi-stakeholder solutions ($500K+ deals, long sales cycles)Strong understanding of public sector procurement and budget dynamicsAbility to navigate ambiguity and create structure in loosely defined opportunitiesDemonstrated success in cross-selling / platform expansion motionsHigh ownership approach: does not wait for direction or leadsStrong executive presence and ability to engage CIOs, CDOs, and agency leadershipAbility to work cross-functionally and pull the right resources at the right timeExcellent communication, deal strategy, and negotiation skillsBenefitsComprehensive benefits programsShort-term incentives are in the form of sales commission plansLong-term incentives in the form of a new hire equity awardCompany OverviewAdobe is a software company that provides its users with digital marketing and media solutions. It was founded in 1982, and is headquartered in San Jose, California, USA, with a workforce of 10001+ employees. Its website is http://www.adobe.com.Company H1B SponsorshipAdobe has a track record of offering H1B sponsorships, with 129 in 2026, 1160 in 2025, 1217 in 2024, 750 in 2023, 878 in 2022, 742 in 2021, 477 in 2020. Please note that this does not guarantee sponsorship for this specific role.