What are the responsibilities and job description for the Enterprise Sales Account Executive - National Security position at Adobe and Careers?
Who We Are
We deliver digital government solutions that put people first. Our software is trusted by the U.S. Department of Defense and other federal agencies to drive digital transformation, modernize citizen engagement, and enhance secure collaboration across government networks.
Our enterprise software and cloud services empower agencies to create, manage, and measure digital content — from electronic documents and forms to workflow automation, content management, analytics, and collaboration. With a strong focus on security and compliance , we provide authorized government solutions with the Authority to Operate (ATO) in sensitive federal environments.
What You’ll Do
To support our growing public sector portfolio, we’re seeking a results-oriented professional with deep National Security experience and a strong understanding of federal mission priorities.
As a Strategic Account Executive , you will:
Develop, maintain, and execute a business plan for your assigned vertical, aligning customer needs with Adobe’s strategic direction.
Create a Strategic Account Plan that defines sales strategy, identifies growth opportunities, and expands Adobe’s footprint across key accounts.
Build and sustain SES-level relationships with CIOs, Directors, and Mission Leaders, communicating value through ROI-based discussions that connect technology with mission outcomes.
Lead and influence cross-functional teams —including presales, consulting, and partner management—without direct authority, driving collaboration toward shared goals.
Demonstrate strong business acumen , managing accurate forecasts, pipelines, and providing regular business health updates to senior leadership.
Negotiate complex federal contracts , coordinating across Legal, Contracts, Operations, and Technical teams.
Ensure all activities adhere to strict security and compliance standards required for federal operations.
What You’ll Need
Bachelor’s degree (MBA preferred)
Minimum 5 years of enterprise software sales experience within the federal government or national security community
Mastery of one or more sales methodologies (e.g., Value Selling, Challenger, SPIN, etc.)
Experience with cloud and SaaS technologies
Exceptional written and verbal communication and interpersonal skills
Active Top Secret clearance (TS/SCI preferred) or the ability to obtain one
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s 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 30,000 employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re 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.
Let’s 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.
Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call 1 408-536-3015.
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 it’s restricted during live interviews. See how we think about AI in the hiring experience .
Expected Pay Range: Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $270,700 -- $446,000 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
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.
We deliver digital government solutions that put people first. Our software is trusted by the U.S. Department of Defense and other federal agencies to drive digital transformation, modernize citizen engagement, and enhance secure collaboration across government networks.
Our enterprise software and cloud services empower agencies to create, manage, and measure digital content — from electronic documents and forms to workflow automation, content management, analytics, and collaboration. With a strong focus on security and compliance , we provide authorized government solutions with the Authority to Operate (ATO) in sensitive federal environments.
What You’ll Do
To support our growing public sector portfolio, we’re seeking a results-oriented professional with deep National Security experience and a strong understanding of federal mission priorities.
As a Strategic Account Executive , you will:
Develop, maintain, and execute a business plan for your assigned vertical, aligning customer needs with Adobe’s strategic direction.
Create a Strategic Account Plan that defines sales strategy, identifies growth opportunities, and expands Adobe’s footprint across key accounts.
Build and sustain SES-level relationships with CIOs, Directors, and Mission Leaders, communicating value through ROI-based discussions that connect technology with mission outcomes.
Lead and influence cross-functional teams —including presales, consulting, and partner management—without direct authority, driving collaboration toward shared goals.
Demonstrate strong business acumen , managing accurate forecasts, pipelines, and providing regular business health updates to senior leadership.
Negotiate complex federal contracts , coordinating across Legal, Contracts, Operations, and Technical teams.
Ensure all activities adhere to strict security and compliance standards required for federal operations.
What You’ll Need
Bachelor’s degree (MBA preferred)
Minimum 5 years of enterprise software sales experience within the federal government or national security community
Mastery of one or more sales methodologies (e.g., Value Selling, Challenger, SPIN, etc.)
Experience with cloud and SaaS technologies
Exceptional written and verbal communication and interpersonal skills
Active Top Secret clearance (TS/SCI preferred) or the ability to obtain one
About Adobe
Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe’s 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 30,000 employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We’re 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.
Let’s 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.
Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call 1 408-536-3015.
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 it’s restricted during live interviews. See how we think about AI in the hiring experience .
Expected Pay Range: Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $270,700 -- $446,000 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.
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.
Salary : $270,700 - $446,000