The Opportunity
The Strategic Pursuit team supports Adobe’s long-term growth by working on the company’s largest and most complex transformation deals. We partner closely with sales teams, ecosystem partners and customers to shape outcome-focused strategies and structure commercial agreements that create lasting value. In this role, you will provide senior-level guidance on commercial strategy and negotiations across Adobe’s most significant opportunities. You will help design thoughtful, well-structured agreements that balance customer needs with Adobe’s business priorities. Strong business judgement is essential, along with the ability to communicate clearly and credibly with internal leaders and customer executives. To succeed, you will need to take ownership and drive momentum across complex, high-visibility deals. The role requires comfort navigating multiple stakeholders, aligning different viewpoints, and maintaining focus through ambiguity. We’re looking for someone who can coordinate senior collaborators, create clarity in complex situations, and help bring strategic opportunities to a successful close.
What you'll do
- Commercial Strategy & Deal Structuring: Lead commercial strategy for complex enterprise deals. Shape the deal structure from early discovery through negotiation and close. Partner with internal teams to align on approach.
- Pipeline & Revenue Management: Build and manage a strong pipeline. Apply disciplined opportunity management. Deliver against quarterly and annual revenue targets.
- Cross-Functional Delivery: Coordinate Product, Marketing, Legal, Finance and Sales. Align workstreams and roles. Keep deals moving across the full sales cycle.
- Risk & Financial Analysis: Identify risks and gaps early. Assess competitiveness and profitability. Turn technical and financial inputs into clear commercial proposals.
- Execution & Communication: Maintain accurate tracking and reporting. Lead negotiation strategy. Present complex commercial topics in a clear, structured way using PowerPoint and Excel.
What you'll need
- Enterprise SaaS Experience: 5+ years in enterprise, customer-facing software sales. Experience in web technology, digital marketing, or cloud solutions preferred. Comfortable with consulting, licensing, and complex deal structures.
- Revenue Performance: Clear track record of exceeding quota. Builds focused account plans. Delivers measurable commercial results.
- Analytical Thinking: Strong problem-solving skills. Turns data and insight into practical, action-oriented strategies.
- Cross-Functional Leadership: Works effectively in matrixed environments. Leads complex initiatives from start to finish with limited oversight.
- Communication & Organisation: Highly organised. Manages shifting priorities well. Communicates clearly and confidently with senior stakeholders.
As our many awards will tell you, at Adobe you’ll be immersed in an exceptional work environment that is recognized around the world. You’ll be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog, https://blog.adobe.com/en/topics/adobe-life and explore the fantastic benefits we offer at Rewards.adobe.com.
Adobe is an equal opportunity employer. We hire dedicated individuals, regardless of gender, race or colour, ethnicity or national origin, age, disability, religion, sexual orientation, gender identity or expression, or veteran status. We know that when our employees feel appreciated and included, they can be more creative, innovative and successful. This is what it means to be Adobe For All.
We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!
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.
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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.