The Opportunity
Everyone has a story to tell and in State & Local Government, that story is shaped by constraints: procurement complexity, compliance mandates, fragmented buying centers, and long planning cycles.
At Adobe, we help agencies navigate those constraints to modernize how they communicate, serve constituents, and operate at scale.
This role leads Adobe’s State & Local Government West business, spanning a large installed base with significant opportunity for expansion across Adobe’s Creativity & Productivity portfolio.
The Senior Manager will drive a systems-based sales motion: where success is not about velocity alone, but about orchestration across accounts, stakeholders, and solutions. This leader will develop talent, build pipeline in constrained environments, and unlock growth in both existing and emerging areas of the business.
What You’ll Do
- Own the West SLG business across a multi-state territory, driving both renewal integrity and expansion growth across Adobe’s portfolio
- Lead a team responsible for a highly installed customer base, shifting focus from transactional selling to strategic account development and cross-cloud attach
- Build and execute a deliberate territory strategy by identifying “diamonds in the rough” within existing accounts and unlocking new buying centers
- Drive pipeline creation discipline, ensuring opportunities are well-qualified, with clear next steps, economic buyers, and in-quarter close plans
- Partner cross-functionally (DX, ISV, partners like Carahsoft/SHI) to deliver coordinated, multi-solution engagements
- Establish a forecasting cadence rooted in inspection and accountability, not just reporting
- Coach and develop a team operating in a complex, high-renewal-load environment, raising the bar on execution, urgency, and ownership
- Engage directly with key customers and executives to support strategic deals and escalations
What You Need to Succeed
- 7+ years of sales leadership, including experience in State & Local Government or similarly complex, regulated environments
- Proven ability to lead in a highly installed base: balancing retention, expansion, and new use case development
- Strong understanding of enterprise sales motions (multi-stakeholder, long-cycle, contract-vehicle-driven)
- Demonstrated success building pipeline in constrained environments, not just inheriting it
- Ability to operate with a systems mindset understanding that success requires orchestration across people, process, and product
- Experience driving cross-solution or platform sales (SaaS, API-based, or enterprise software)
- High accountability leader with a track record of performance management and talent development
- Comfortable working in ambiguity. Able to create structure, not wait for it
- Strong executive presence with the ability to engage CIOs, Communications Directors, and other agency leadership
- Deep collaboration skills across internal teams (Sales, Product, Marketing, Finance / Deal Desk, Partners)
What Makes This Role Different
- This is not a “new logo” business. Success comes from finding growth inside complexity
- Territories are large and diverse, requiring focus, prioritization, and intentional segmentation
- The environment is systems & budget constrained, not demand-constrained
- The best leaders in this role are those who can orchestrate, not just manage
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 $289,000 -- $471,550 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.
In California, the pay range for this position is $325,600 - $471,550 In Colorado, the pay range for this position is $303,400 - $439,300
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
Jul 06 2026 12:00 AM
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.