Enterprise Sales Account Executive - National Security at Adobe

McLean, Virginia, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

National Security, Government, Defense, Public SectorIndustries

Requirements

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

Responsibilities

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

Skills

Key technologies and capabilities for this role

Enterprise SalesStrategic Account PlanningBusiness DevelopmentNational SecurityFederal SalesAccount ManagementGovernment RelationshipsSales StrategyPublic Sector SalesMission Critical Sales

Questions & Answers

Common questions about this position

What experience is required for this Enterprise Sales Account Executive role?

Candidates need a 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), experience with cloud and SaaS technologies, exceptional communication and interpersonal skills, and an active Top Secret clearance (TS/SCI preferred).

Is a security clearance required for this position?

Yes, an active Top Secret clearance is required, with TS/SCI preferred.

What is the salary or compensation for this role?

This information is not specified in the job description.

Is this position remote or does it require office work?

This information is not specified in the job description.

What makes a strong candidate for this Enterprise Sales Account Executive position?

A strong candidate will have deep National Security experience, 5+ years in federal enterprise software sales, an active Top Secret clearance, mastery of sales methodologies, and the ability to build SES-level relationships while leading cross-functional teams.

Adobe

Software solutions for content creation and marketing

About Adobe

Adobe provides a range of software solutions focused on digital experiences, catering to creative professionals, businesses, and educational institutions. Its main offerings include Adobe Creative Cloud, which contains tools for photography, graphic design, video editing, illustration, UI/UX design, 3D and augmented reality, and social media content creation. Adobe also offers marketing solutions through Adobe Experience Cloud and document management services via Adobe Document Cloud. The company operates on a subscription-based model, allowing users to access its software through monthly or annual plans, with special pricing available for students, teachers, and businesses. Adobe differentiates itself from competitors by providing a comprehensive suite of tools that cover various aspects of content creation and marketing, all integrated into one platform. The goal of Adobe is to empower users to create, manage, and optimize their digital content effectively.

San Jose, CaliforniaHeadquarters

1994Year Founded

$668.9MTotal Funding

IPOCompany Stage

Consumer Software, Enterprise Software, DesignIndustries

10,001+Employees

Benefits

Company Equity

401(k) Company Match

Risks

Emerging AI-driven design tools offer similar functionalities at lower costs.

Open-source alternatives may attract users away from Adobe's subscription model.

Data privacy concerns could affect trust in Adobe's cloud services.

Differentiation

Adobe offers a comprehensive suite for content creation, marketing, and document management.

Adobe's subscription model includes special pricing for students, teachers, and businesses.

Adobe integrates advanced analytics with Experience Cloud for data-driven marketing.

Upsides

Generative AI tools enhance Adobe's content creation and editing efficiency.

Remote work boosts demand for Adobe's cloud-based document management solutions.

AR's popularity in marketing benefits Adobe's 3D and AR tools.

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