The Opportunity Adobe is hiring an Account Director to grow our State and Local Government business across a multi-state territory, and will own it end to end: building pipeline, running deals, and developing the senior relationships that advance public sector business. This is a high-impact role for a resilient, self-directed seller who is energized by complex problems and by working with mission-driven government customers. What You'll Do Build and own the territory * Find, qualify, and pursue new opportunities to build pipeline across your named accounts * Build target account strategies and territory penetration plans * Own your number and grow your territory * Keep an accurate forecast and a clear read on your pipeline Run and win complex deals * Run discovery that connects an agency's challenges to constituent and program outcomes, then build the value case * Drive complex, multi-stakeholder deals from qualification to close * Coordinate pre-sales, specialists, and partners at the right stage of each deal Build relationships that win * Earn trusted-advisor relationships with senior agency leaders through credibility, not title * Work with system integrators and partners to get Adobe into programs earlier and more often What You Need * A track record of building pipeline, closing complex enterprise deals in open territory, and hitting your number * 3+ years of field sales experience * A resourceful, proactive approach: you find creative ways to reach prospects, you own your own success with little hand-holding until deals are qualified, and you bring real drive and persistence * Experience selling into State and Local Government; exposure to Health and Human Services or other mission-driven agencies is a plus * The ability to connect technology to program outcomes like constituent engagement, service delivery, and efficiency * Familiarity with the competitive landscape in government digital experience * Experience working with partners and system integrators in enterprise cycles * Comfort selling across program, technical, and executive stakeholders * Credibility and presence with senior government executives * Willingness to be in the field across the region (roughly 50% travel). This is a relationship business and you will build it in person * Experience selling high-value, long-lead enterprise software ($500K+) * Bachelor's degree or equivalent experience Why This Role Matters Agencies across the region are working to modernize how they serve residents, often with constrained budgets and rising expectations. Adobe's Experience Cloud helps them deliver better digital services across web, mobile, forms, and communications. This role is central to how Adobe grows in the region, and the person who takes it has real opportunity and real ownership from the start. 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 $182,900 - $293,900 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 Illinois, the pay range for this position is $196,900 - $285,100
 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.