Dir, Enterprise Sales

The Opportunity

This front-line leadership role is responsible for building and developing a team’s sales pipeline by guiding Product Specialists who deliver on their respective sales goals. You will lead specialist sellers across all products in our specialist organization, build a programmatic strategy for Canada, and shape the product packages and go-to-market plans that fit Canadian customers. Front-line leaders at Adobe have an incredible opportunity to be hands on, model best-in-class behavior, and take direct ownership of the team’s success in all areas. You will be physically present and engaged in the Canadian market, and you will think like a specialist while leading like a local.

What You’ll Do

• Lead and mentor impactful sellers through sales and account management motions.
• Coach and support Product Specialists with individualized plans. Give feedback and direction and be willing and able to jump in when needed with a focus on empowering reps to be successful and self-sufficient.
• Build and execute a programmatic, Canada-specific strategy: tailor solutions, packages, and go-to-market plans to Canadian customers rather than reusing industry-led approaches from other territories.
• Collaborate with business units and align with specialist leadership and product organizations to build the right regional packages and offerings.
• Be physically present and engaged in the Canadian market, building relationships across the Toronto, Ottawa, and Montreal customer communities and cultivating customer references.
• Engage and orchestrate the entire ecosystem team to drive consensus and action. Influence Solution Engineering, Customer Success, Marketing, Industry Leaders, and partners, and work effectively alongside overlay teams.
• Act as the CEO of your business. Own territory strategy, capacity planning, and forecasting; scale the processes of leading the team and inspecting deals; and support the team day-to-day across the book of business, including the balance of new, cross-sell, and upsell pipeline.
• Drive revenue and quota across the team. Coach individuals to own, expand, and close deals, and ensure account and territory plans are in place.
• Lead large, complex sales processes internally, involving legal, deal desk, product marketing, and more. Serve as Executive Sponsor on the most strategic deals in the business.
• Articulate the Adobe story and its value proposition, and how Adobe’s solutions align with each customer’s vision and address their business issues.
• Own how the team sells: review and approve the pitch, demo, materials, and processes, and partner with Enablement to keep onboarding and ramp time sustainable.
• Influence as an innovative and resilient problem solver who can critically think through and take charge of complicated blockers so Adobe can better serve customers and get deals done at scale.
• Infuse Adobe’s best interests, values, and processes into all internal and external meetings, and champion all Adobe solutions, not only those in your remit.
• Be the voice of Sales to leadership: articulate the state of the business, headwinds, tailwinds, and the plan for target attainment.

What You Need to Succeed

• 5+ years of experience leading sales teams in Canada preferred, with strong local market knowledge.
• 10+ years of overall experience in enterprise-level software selling required
• Validated leadership of, or contribution to, sophisticated sales cycles resulting in large, multi-year subscription commitments.
• Ability to develop regional strategy, including packaging and go-to-market planning, and to think like a specialist across a multi-product portfolio.
• Ability to build and nurture executive relationships, acting as a trusted advisor to Canadian enterprise customers.
• Highly collaborative, with the ability to lead through influence in a matrixed environment and drive outcomes from stakeholders outside your direct remit.
• Ability to recruit, mentor, develop, and retain top talent, and to build an active talent bench.
• Community-focused and invested in the Canadian market; comfortable with travel across Canada.
• Growth mindset, eager to learn, with ego in check.

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:


The Canada pay range for this position is $346,500.00 - $450,000.00 annually. Pay within this range may vary depending on job-related knowledge, skills, and experience. Your recruiter can share more about the pay range 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.

Please note that this job posting is being advertised to fill an existing vacancy.