Senior Director, Enterprise Sales

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Lead the team of Adobe Brand Visibility Pillar solution specialists, aligned with Industry-Led CXO sales.

• Oversee first-line sales managers and specialist teams.

• Achieve revenue targets, manage bookings, and foster growth, adoption, retention, and customer value.

• Develop territory and industry strategy, including capacity planning, resource alignment, and pipeline management.

• Govern pipeline management, account planning, QBRs, team performance, forecasting, coverage, and risk visibility.

• Act as an executive sponsor for major deals.

• Mentor first-line managers in consultative discovery, executive storytelling, AI fluency, value selling, and competitive execution.

• Maintain leadership talent, development artifacts, and succession planning.

• Build and nurture executive relationships with CMOs, CIOs, CTOs, digital and commerce leaders, communications leaders, and executives in customer acquisition, digital experience, brand, and AI.

• Coordinate strategic portfolio customers from vision to value realization.

• Collaborate with Product, Engineering, Product Marketing, Marketing, Solutions Consulting, Customer Success, as well as technology and alliance partners.

• Own pitches, demos, materials, processes, and competency standards.

• Facilitate enablement onboarding for individual contributors and first-line managers.

• Represent the voice of the customer within the business unit, translating requirements into reliable revenue streams.

• Develop ecosystem strategies that involve agencies, technology partners, data providers, and advisory relationships.

• Communicate the business state, market conditions, and target attainment strategies to leadership.

• Facilitate joint messaging concerning cross-solution opportunities.

⛳️ Requirements

• 7+ years of experience in enterprise SaaS sales leadership.

• Proven track record of leading high-performing teams through first-line managers.

• Experience in developing managers into independent leaders.

• Demonstrated success in driving growth in complex strategic enterprise markets.

• Proven ability to scale established enterprise solutions and introduce new products, categories, or sales motions.

• Practical knowledge of enterprise web experience management, content management, site optimization, generative AI and large language models, AI-driven brand discovery, and conversational experiences.

• Ability to engage with C-suite and senior functional leaders effectively.

• Capable of communicating with both business and technology audiences.

• Experience in aligning transformation priorities, governance, investment, adoption, and value realization.

• Proficient in translating horizontal technology into industry-specific business outcomes and executive value narratives.

• A mentoring approach to leadership development, increasing talent density, creating succession plans, and promoting inclusion, accountability, and performance.

• Evidence of successfully launching or enhancing sales motions, adjusting specialist coverage, and aligning resources to high-growth opportunities.

• Ability to influence outcomes through stakeholders outside of direct control.

🏝️ Benefits

• Commission plans available for sales roles.

• Potential new hire equity awards for eligible positions.

• Comprehensive benefits packages offered.

• Commitment to Equal Employment Opportunity and accessibility accommodations.