Enterprise Sales Account Manager, State and Local Government

Adobe is transforming how State & Local Government agencies engage with constituents, modernize operations, and deliver digital services at scale.

This role sits within a highly installed customer base, where growth is not driven by new logos, but by unlocking new use cases, buying centers, and cross-cloud opportunities within existing accounts.

The Enterprise Account Manager will operate in a systems-constrained environment by navigating procurement complexity, compliance mandates, and long planning cycles, while building a deliberate strategy to drive expansion across Adobe’s Creativity & Productivity Portfolio.

This is a role for someone who can hunt within accounts, not just manage them.

What You’ll Do

• Own a named territory of State & Local Government accounts, driving both retention and expansion

• Build and complete account plans that go beyond IT by aligning with business users

• Create pipeline by uncovering “non-obvious” opportunities within an installed base, not relying on inbound demand

• Lead multi-threaded sales motions, engaging technical, business, and executive collaborators simultaneously

• Position Adobe’s solutions as platform-level value, not point products

• Navigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precision

• Drive deal progression with clear next steps, economic buyers, and close plans

• Partner with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex deals

• Maintain rigorous forecast hygiene and pipeline management within the field

• Represent Adobe in customer meetings, executive briefings, and industry events

What You Need to Succeed

• 5–10+ years of enterprise sales experience, with a strong preference for State & Local Government

• Proven ability to generate pipeline in an installed base, not just close pre-qualified opportunities

• Experience selling complex, multi-stakeholder solutions ($500K+ deals, long sales cycles)

• Strong understanding of public sector procurement and budget dynamics

• Ability to navigate ambiguity and create structure in loosely defined opportunities

• Demonstrated success in cross-selling / platform expansion motions

• High ownership approach: does not wait for direction or leads

• Strong executive presence and ability to engage CIOs, CDOs, and agency leadership

• Ability to work cross-functionally and pull the right resources at the right time

• Excellent communication, deal strategy, and negotiation skills

What Makes This Role Different

• This is not a traditional “hunter vs. farmer” role.  It requires both, simultaneously

• The biggest opportunities are often not obvious or currently budgeted

• Success requires rigor in execution (pipeline, forecasting) as much as creativity in identifying new contacts & opportunity

• The best performers are those who can see around corners inside their accounts