Senior Director, GTM

This is a fully remote position, open to applicants in New York.

📋 Description

• Lead the technical solution development for enterprise opportunities, including architecture narratives, effort estimations, staffing configurations, scope definitions, and pricing inputs.

• Take ownership of the pitch by crafting compelling narratives, presenting to client executives alongside creative and strategy leads, and confidently defending the proposed approach under pressure.

• Determine which opportunities to pursue and which to forgo, while effectively advocating for walking away from unsuitable projects.

• Produce reliable estimates and maintain accountability for estimate-versus-actual accuracy as a standard practice.

• Serve as the commercial and technical representative of Code and Theory within Adobe, collaborating with field teams, product, and partner organizations.

• Propel the co-selling strategy by cultivating key relationships, generating referral opportunities, and strategically positioning ourselves in deals prior to the RFP stage.

• Support Adobe’s sales efforts by working alongside forward-deployed architects to conduct proofs of concept and value-realization initiatives for Adobe’s clients.

• Recognize when it is appropriate to advise against Adobe’s preferred product if it does not align with the client's needs and maintain this stance.

• Foster growth of existing engagements through consulting-led strategies rather than merely increasing staffing volumes.

• Transform implementation projects into long-term retained relationships, including devising commercial models that allow clients flexibility without the need for renegotiation.

• Develop an independent client base instead of solely relying on referrals.

• Create productized solutions, accelerators, reference architectures, and demo assets that can be reused and marketed by the practice.

• Establish a repeatable pursuit process encompassing qualification, solutioning, review, and handoff across an expanding team.

• Ensure a smooth transition into delivery and remain accountable post-signature when adjustments to scope or expectations are necessary.

• Recruit, lead, and develop a team of solution architects and pre-sales specialists throughout the United States.

• Manage performance evaluations, development, and compensation for the team.

• Implement AI-driven workflows within the pursuit process utilizing tools like Claude, Cursor, and similar resources to expedite RFP responses, solution documentation, estimations, and demo creation, while also developing agentic tools where applicable.

⛳️ Requirements

• Over 15 years of experience in technology, with at least 5 years managing a revenue or pipeline target.

• Proven track record of growth you have personally achieved, including increases in portfolio value, win rates, average deal sizes, and account expansions.

• Experience in leading or significantly influencing pursuits valued at $1M or more, with comfort in operating at program scales exceeding $10M.

• A history of commitments that were successfully fulfilled.

• In-depth knowledge of Adobe Experience Cloud, including AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, and AJO, sufficient to shape solutions and engage in architecture discussions with clients.

• Adequate expertise in content, data, and work management to discern which products are suitable for specific challenges.

• Authentic experience within the Adobe partner ecosystem, including co-selling, alliance management, and field relationships.

• Experience managing end-to-end RFP responses, from strategy development to entity assembly, narrative coherence, and pitch delivery.

• Ability to manage executive stakeholders, including providing advisory support to C-suite executives and engaging in challenging discussions about scope, timelines, or pricing.

• Experience with enterprise clients in the US and EU; familiarity with the APAC region is a plus.

• Direct management experience of client-facing teams, including conducting performance evaluations and making compensation decisions.

• Experience collaborating with offshore and nearshore delivery teams from India, LATAM, or the Philippines, ensuring effective partnerships in practice.

• Background in agency or consultancy environments, with an understanding of billability, utilization, and margin, as well as the implications of inaccurate estimates on commercial success.

• Proficient in the daily use of AI tools for RFP responses, solution documentation, estimation, and demo development.

• Experience in building or directing the use of agentic tools, not just utilizing AI features.

• Capability to establish an AI-native practice team-wide, including among individuals who may be skeptical of such initiatives.

🏝️ Benefits

• Competitive salary with performance-based bonuses.

• Comprehensive health, dental, and vision insurance plans.

• Opportunities for professional development and career growth.

• Flexible work arrangements and a supportive work environment.

• Access to cutting-edge technology and tools.