Senior Director, Enterprise Sales

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

📋 Description

• Lead the specialists in Customer Engagement solutions that are aligned with Industry-Led CXO sales.

• Take ownership of bookings performance while establishing both strategic and operational direction for a large, multi-layered organization.

• Drive revenue goals through territory and industry strategies, capacity planning, resource alignment, measurement, pipeline management, forecasting, product performance, competitive risk assessment, and renewals.

• Oversee the development of the pipeline across new business, cross-selling, and upselling opportunities across OPG and Industry.

• Adapt the charter, coverage, and operational model in response to changes in the portfolio and market.

• Act as the Executive Sponsor for key deals.

• Cultivate second-line leaders who can develop independent first-line managers and specialist teams.

• Establish standards for execution, customer-centric approaches, talent development, performance culture, succession planning, and leadership growth.

• Represent the executive voice of the field and advocate for customers within the business unit.

• Convert field insights and customer needs into strategic decisions and predictable revenue streams.

• Communicate business performance, risks, opportunities, and plans for achieving targets.

• Design the go-to-market strategy, which includes roadmap development, packaging, readiness, competitive strategy, market gap analysis, coverage, offerings, presentations, demonstrations, materials, and processes.

• Collaborate with cross-functional teams on onboarding and enablement initiatives.

• Coordinate with GSIs, agencies, technology partners, and Adobe teams to develop joint solutions and establish repeatable routes to market.

⛳️ Requirements

• A minimum of 10 years leading large, high-performing SaaS sales organizations through multiple levels of management.

• Proven experience in developing second-line leaders and first-line managers.

• Demonstrated success in achieving significant growth and booking targets in complex enterprise markets.

• Preferred experience in third-line organizational leadership.

• A track record of leading leaders, building a robust talent pipeline, managing succession, enhancing talent density, and fostering cohesion within a decentralized ecosystem.

• Strong ability to influence C-suite executives and internal stakeholders.

• Capability to lead strategic initiatives and effectively communicate with both business and technology audiences.

• Experience in shaping portfolio strategy, redesigning coverage, launching new initiatives, prioritizing, and aligning specialist teams.

• Proficient in long-cycle, multi-stakeholder enterprise sales that involve data, technology, business transformation, partnerships, governance, and measurable value realization.

• Practical knowledge of generative and agentic AI, including enterprise copilots and assistants.

• Ability to drive outcomes with team members who are outside your direct reporting line.

🏝️ Benefits

• Short-term incentives provided through sales commission plans.

• Certain roles may qualify for long-term incentives in the form of a new hire equity award.

• Comprehensive benefits programs available.

• Reasonable accommodations can be arranged for applicants with disabilities or special needs.