Adobe · 1 day ago
Sr. Sales Manager, Business Professional Specialist
San Jose, CA
Full-time
Hybrid
Senior Level
$289K/yr - $472K/yrAdobe is a company focused on changing the world through digital experiences. The Sr. Sales Manager will lead the Business Professionals and Consumers sales team to demonstrate Adobe's value to enterprise customers, focusing on products like Adobe Acrobat and Adobe Express, while navigating a competitive landscape and generating new business opportunities.
Artificial Intelligence (AI)ConsultingEnterprise SoftwareGraphic DesignImage RecognitionPhoto EditingSaaSSoftwareUX DesignWeb Design
Responsibilities
Hiring Locations : U.S. Various
The job of the BP&C sales team is to bring this guiding message to our enterprise customers and to show how Adobe can provide value and compete against a new host of broad-based productivity products in the market
The opportunity described above for Business Professionals and Consumers will be the driving force of the Business Professionals and Consumers sales (BP&C) team
That team will be responsible for Adobe Acrobat and Adobe Express in the enterprise segment
Those products have increasing interconnected enterprise workflows that allow business professionals to understand and synthesize documents and other corporate material to produce highly designed and creative output via Express
This combination of insights and creativity lies at the center of what are customers are seeking and what the BP&C sales team is chartered to represent
The BP&C team needs to have the following traits:
New Landscape & Knowledge – well-versed in a new landscape of productivity tools that are being positioned across the enterprise and how Adobe’s offerings stack up against a new competitive landscape
Demand-led Sales – the ability to identify net new use cases for business professionals, to run a full sales cycles from deck and demo to identification of pain and metrics to POC to close as both out of cycle and part of a renewal
Pipeline Generation – personal responsibility over pipeline generation to new functional buyers of our business professional offerings beyond the traditional Acrobat user and into marketing, field sales, and knowledge workers
New Products & Demo – the ability to personally sell, position and demo Acrobat, Express plus a host of potential new products and offers including integration of Express into Co-Pilot, ChatGPT and other business professional products and integrations from Adobe
Members of this team are proxies for knowledge workers so therefore this team needs to show how companies can benefit from our offerings personally
Technical Knowledge, Curiosity & Understanding – the ability to do simple demonstration of products without technical help to demonstrate the value and ease of use of our products to the business professional
Change Agility & Growth Mindset - Comfort operating in ambiguity and evolving GTM
Willingness to test/learn new plays and iterate quickly
Ability to influence peers to adopt the new persona-based approach
Cross-Functional Influence & Internal Navigation - Ability to work with PMM on use cases and industry plays
Ability to partner with core sellers for multiproduct deals without channel conflict
Ability to influence product and GTM teams with persona feedback
Strong Operational & Pipeline Discipline - CRM excellence (Clari hygiene, usage tracking, qualification)
Velocity pipeline motions (prioritization, expansion triggers)
Strong collaboration with Marketing, BDR, Renewals, and Product for feedback loops
Manager Requirements
Pipeline Generation – demonstrated ability to execute operational rigor around team produced pipeline generation including:
Weekly reviews of pipeline generation plans from specialists and assigned BDRs
Specialists are expected to do outbound pipeline generation with their BDRs to 5 companies with 5 contacts each on a weekly basis and run sequences for at least 4 weeks
The manager must ensure this is part of the habit and execution of their team
Help in definition of use cases, personas/targets and outbound messaging to lines of business from specialists and BDRs
Tracking of pipeline generation metrics including
3 new business meetings (representing new lines of business/seats) per week per specialist
Growth in pipeline generation for both renewal and OOC
Deal Progression & Identification of Pain – demonstrated ability to lead a team through an entire deal cycle from deck/demo through use case discovery/metrics collection, POC and close including ability to make a work productivity business case for Adobe against incumbent or competitive solutions
Tracking of deal progression through rep metrics of 10-15 customer meetings per week
Understanding of all deal cycles in process including ability to articulate and understand the 3 Whys: Why Buy Anything? Why Buy Now? Why Buy Adobe?
Ability to teach the team and perform discovery to identify customer pain and urgency
Ability to teach the team to run deal cycles to prove Adobe’s solutions and solve customer pain
Act Like a Rep – the ability understand the details of deals and progression and the ability to course correct reps in real time since you are in deals, first meetings etc. along with the reps
LOB Personas – ability to reach out to, message and hold sales conversations with line of business personas including C-level or C-level –1 roles in sales, marketing, IT, finance, HR, legal and more
Ecosystem – demonstrated ability to run a deal independently of the Adobe ecosystem AND the ability to leverage BOTH DMe and DX relationships to make a business case and run deal cycles
Understanding of DX martech stack and our BizPro offerings integrate with that stack
Renewal & OOC – a demonstrated ability to sell NET NEW seats plus ARPU lift in both renewal cycles and OOC
Acrobat, Express & Beyond – the ability to articulate the business case to an enterprise of our combined products and the value that they provide as opposed to an offer
Slack – extensive communications via Slack for team, product, marketing and per opportunity notes and communications
Qualification
Required
well-versed in a new landscape of productivity tools that are being positioned across the enterprise and how Adobe's offerings stack up against a new competitive landscape
the ability to identify net new use cases for business professionals, to run a full sales cycles from deck and demo to identification of pain and metrics to POC to close as both out of cycle and part of a renewal
personal responsibility over pipeline generation to new functional buyers of our business professional offerings beyond the traditional Acrobat user and into marketing, field sales, and knowledge workers
the ability to personally sell, position and demo Acrobat, Express plus a host of potential new products and offers including integration of Express into Co-Pilot, ChatGPT and other business professional products and integrations from Adobe
the ability to do simple demonstration of products without technical help to demonstrate the value and ease of use of our products to the business professional
Comfort operating in ambiguity and evolving GTM. Willingness to test/learn new plays and iterate quickly. Ability to influence peers to adopt the new persona-based approach
Ability to work with PMM on use cases and industry plays. Ability to partner with core sellers for multiproduct deals without channel conflict. Ability to influence product and GTM teams with persona feedback
CRM excellence (Clari hygiene, usage tracking, qualification). Velocity pipeline motions (prioritization, expansion triggers). Strong collaboration with Marketing, BDR, Renewals, and Product for feedback loops
demonstrated ability to execute operational rigor around team produced pipeline generation including: Weekly reviews of pipeline generation plans from specialists and assigned BDRs
Help in definition of use cases, personas/targets and outbound messaging to lines of business from specialists and BDRs
Tracking of pipeline generation metrics including 3 new business meetings (representing new lines of business/seats) per week per specialist
Growth in pipeline generation for both renewal and OOC
demonstrated ability to lead a team through an entire deal cycle from deck/demo through use case discovery/metrics collection, POC and close including ability to make a work productivity business case for Adobe against incumbent or competitive solutions
Tracking of deal progression through rep metrics of 10-15 customer meetings per week
Understanding of all deal cycles in process including ability to articulate and understand the 3 Whys: Why Buy Anything? Why Buy Now? Why Buy Adobe?
Ability to teach the team and perform discovery to identify customer pain and urgency
Ability to teach the team to run deal cycles to prove Adobe's solutions and solve customer pain
the ability understand the details of deals and progression and the ability to course correct reps in real time since you are in deals, first meetings etc. along with the reps
ability to reach out to, message and hold sales conversations with line of business personas including C-level or C-level –1 roles in sales, marketing, IT, finance, HR, legal and more
demonstrated ability to run a deal independently of the Adobe ecosystem AND the ability to leverage BOTH DMe and DX relationships to make a business case and run deal cycles
a demonstrated ability to sell NET NEW seats plus ARPU lift in both renewal cycles and OOC
the ability to articulate the business case to an enterprise of our combined products and the value that they provide as opposed to an offer
extensive communications via Slack for team, product, marketing and per opportunity notes and communications
Benefits
Short-term incentives are in the form of sales commission plans.
Short-term incentives are in the form of the Annual Incentive Plan (AIP).
Certain roles may be eligible for long-term incentives in the form of a new hire equity award.
Company
Adobe
Adobe is a software company that provides its users with digital marketing and media solutions.
Founded in 1982
10001+ employees
H1B Sponsorship
Adobe has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (1160)
2024 (1217)
2023 (750)
2022 (878)
2021 (742)
2020 (477)
Funding
Current Stage
Public CompanyTotal Funding
$2.5MKey Investors
Apple
1986-08-20IPO
1984-10-01Series Unknown· $2.5M
Leadership Team
Shantanu Narayen
CEO
Dan Durn
Chief Financial Officer
Recent News
2026-01-08
Company data provided by crunchbase