Enterprise Sales Account Director - DHS/DOJ

The Opportunity

Join Adobe's Federal Government team as we transform how America's frontline defenders operate. You'll drive digital transformation initiatives for the Department of Homeland Security and Department of Justice.

Our enterprise-grade, FedRAMP-authorized solutions enable these critical agencies to streamline operations, enhances inter-agency collaboration, and improve mission outcomes through secure document management, digital workflows, and advanced analytics platforms.

What you'll be doing

Strategic Account Leadership

• Develop and complete comprehensive business plans for DOD accounts, aligning Adobe's digital transformation capabilities with agency mission priorities
• Build and maintain C-suite relationships with Senior Executive Service (SES) leaders, CIOs, and critically important program directors
• Drive revenue growth through strategic account expansion and new solution adoption

Mission-Focused Solution Selling

• Translate complex technical capabilities into clear business value propositions that resonate with law enforcement and border security executives
• Conduct return on investment analysis demonstrating how Adobe solutions enhance operational efficiency, improve inter-agency coordination, and strengthen national security outcomes
• Lead cross-functional teams including presales engineers, solution consultants, and partner managers to deliver comprehensive proposals

Enterprise Sales Excellence

• Manage complex, multi-million dollar contract negotiations involving procurement regulations, security requirements, and compliance mandates
• Maintain accurate pipeline forecasting and provide strategic insights to senior leadership
• Navigate federal acquisition processes including GSA schedules, SEWP contracts, and agency-specific procurement vehicles

Security & Compliance Leadership

• Ensure all solutions meet stringent federal security requirements including FedRAMP, FISMA, and agency-specific ATOs
• Collaborate with Adobe's security and compliance teams to address unique law enforcement data handling requirements
• Maintain current knowledge of federal cybersecurity frameworks and emerging threats

What You Will Need

Essential Qualifications

• Bachelor's degree required; MBA from accredited institution preferred
• 7+ years of enterprise software sales experience within federal DOD agencies
• Proven track record selling to DHS/DOJ agencies
• Active federal security clearance (Secret minimum; Top Secret/SCI strongly preferred)

Technical & Sales Expertise

• Demonstrated proficiency in consultative sales methodologies (Challenger, Value Selling, SPIN, etc.)
• Experience with cloud technologies, particularly SaaS solutions in federal environments
• Understanding of federal IT modernization initiatives and digital transformation priorities
• Knowledge of federal procurement processes and contract vehicles

Leadership & Communication

• Exceptional executive presence with ability to influence without authority
• Outstanding written and verbal communication skills, including presentation abilities
• Experience managing cross-functional teams and complex collaborator relationships
• Cultural competency working within federal law enforcement communities

Preferred Experience

• Previous experience with Adobe products or document management solutions
• Background in cybersecurity, data analytics, or workflow automation
• Understanding of immigration law, border security operations, or law enforcement processes
• Experience with federal modernization programs (FITARA, CIO Council initiatives, etc.)

Security Requirements

This position requires the ability to obtain and maintain a federal security clearance. Candidates must be U.S. citizens and able to pass comprehensive background investigations.

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.

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 $229,000 - $369,600 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.