Senior Account Executive, Adobe Practice

Job Description

Job Description

Benefits:

• 401(k)
• Bonus based on performance
• Company parties
• Competitive salary
• Dental insurance
• Employee discounts
• Flexible schedule
• Free food & snacks
• Health insurance
• Opportunity for advancement
• Paid time off
• Training & development
• Vision insurance
• Wellness resources

About NextRowNextRow Digital is an IT consulting firm specializing in the Adobe Experience Cloud. We help enterprises plan, implement, and scale across Adobe Experience Manager, Marketo Engage, Workfront, Customer Journey Analytics, and Adobe Journey Optimizer, alongside the broader marketing and data stack. Our clients include Fortune 1000 marketing organizations, technology companies, and digital-first brands across North America who count on us to turn their Adobe investments into measurable business outcomes.

Beyond Adobe, we are growing two adjacent practices: AI services (including our LLM Optimizer offering) and IT staff augmentation for clients who need on-demand consulting capacity. The result is a multi-offering consulting platform with deep technical credibility and a clear path to enterprise-wide expansion in every account.

About the RoleAs Senior Account Executive, Adobe Practice, you will own new logo acquisition for NextRow's IT consulting business, from cold outreach through signed SOW. You will lead with our Adobe practice, which has the strongest case studies, partner relationships, and named clients, and cross-sell AI services and staff augmentation as accounts mature.

You are a hunter. You build pipeline through outbound prospecting, partner channels, and your own executive network. You navigate procurement, scope SOWs with delivery leads, and close six and seven figure consulting engagements. You report directly to the founder and have a direct line to leadership on offerings, pricing, and go-to-market decisions.

This is a high-impact, high-visibility seat. You step into an established consulting business with real clients and proven delivery, and your job is to accelerate the next chapter of commercial growth.

What You Will Do
Pipeline and Revenue Generation

• Own a named account list of mid-market and enterprise targets in priority verticals including technology, financial services, retail, healthcare, and media.
• Build a healthy, accurately forecasted pipeline of consulting opportunities ranging from $50K SOWs to $1M+ multi-quarter engagements.
• Source opportunities through outbound prospecting, your existing network, Adobe field co-sell relationships, and partner channels.
• Consistently meet or exceed quarterly and annual targets, with a Year 1 quota of $1.2M in new booked revenue and a 4-month ramp to full quota.

Consulting Sales Execution:

• Lead the full sales cycle from initial outreach through executed SOW, typically 2 to 4 months.
• Run business-outcome focused discovery with marketing, IT, and data leaders.
• Partner with practice leads on solution scoping, pricing, risk assessment, and SOW construction.
• Navigate procurement, MSAs, security questionnaires, and legal negotiations with confidence.
• Apply a structured consulting sales methodology (MEDDIC, MEDDPICC, Challenger, or equivalent) to qualify rigorously and forecast accurately.

Strategic Account Development:

• Build executive relationships across CMO, CDO, CIO, VP MarTech, VP Digital, VP Data, and VP IT.
• Co-sell with Adobe field teams and leverage NextRow's standing in the Adobe partner ecosystem.
• Drive a land and expand strategy: open the account with a focused Adobe engagement, then expand into AI services, staff augmentation, and adjacent practices.
• Represent NextRow at industry events, Adobe Summit, and partner-led activities.

Practice Partnership and Build:

• Partner with our AEM, Marketo, Workfront, AJO/CJA, AI services, and staff aug leads on positioning, proof points, and competitive differentiation.
• Bring structured market feedback to leadership on offerings, pricing, and gaps.
• Help evolve the consulting sales playbook and shape how we scale outbound, deal qualification, and SOW-driven selling.
• Mentor SDRs and future sales hires as the team grows.

What We Are Looking For
Required Qualifications:

• 7 to 10 years of B2B sales experience selling IT consulting, professional services, or staff augmentation into mid-market and enterprise accounts.
• Consistent track record of carrying and exceeding a services quota of $1M or more.
• Existing relationships and a callable Rolodex with CIO, CMO, VP IT, VP MarTech, VP Digital, or VP Data buyers at Fortune 1000 or upper mid-market accounts.
• Hunter DNA: demonstrated success with cold outbound prospecting, not just inbound conversion or account expansion.
• Fluency selling SOW-based consulting, time-and-materials, and fixed-fee engagements; comfortable scoping, pricing, and defending services proposals.
• Familiarity with the Adobe Experience Cloud ecosystem (AEM, Marketo Engage, Workfront, Customer Journey Analytics, Adobe Journey Optimizer) or strong adjacent MarTech consulting experience.
• Strong command of a structured sales methodology (MEDDIC, MEDDPICC, Challenger, Command of the Message, or equivalent).
• Proficiency with Salesforce or HubSpot CRM, LinkedIn Sales Navigator, and modern outbound tooling.
• Comfortable operating in a founder-led, build-the-playbook environment with high autonomy and a direct line to leadership.

Preferred Qualifications:

• Prior experience at an Adobe partner or MarTech consultancy.
• Existing co-sell relationships with Adobe field, customer success, or partner managers.
• Experience selling AI, data engineering, or generative AI consulting services.
• Comfortable in an entrepreneurial, founder-led environment where you help shape strategy, not just execute someone else's plan.
• US East or Central time zone presence for buyer coverage.
• Bachelor's degree or equivalent professional experience.

Compensation and Benefits

• Base salary: $120,000 to $160,000, commensurate with experience.
• Uncapped commission with accelerators above 100% attainment. On-Target Earnings: $280,000 to $320,000. Top performers earn meaningfully more.
• Year 1 quota: $1.2M in new booked revenue, with a 4-month ramp to full quota.
• Comprehensive medical, dental, and vision insurance.
• Remote-first US-based role with periodic team travel and client visits.
• Generous paid time off and US company holidays.
• Learning and development budget for certifications, conferences, and coaching.
• Modern sales tooling: Salesforce or HubSpot CRM, LinkedIn Sales Navigator, ZoomInfo or equivalent enrichment, sales engagement platform.
• Direct partnership with practice leadership, delivery teams, and the founder.

Why NextRowWe are a founder-led consulting firm with a deep Adobe practice and a growing portfolio of AI services and staff augmentation engagements. Our delivery is strong, our clients renew, and our reputation in the Adobe ecosystem is established. We are investing in commercial growth, and this role is central to that investment.

A few things that matter to us:

• Performance is how you advance. We tie career progression and comp to outcomes, not politics.
• Real services to sell. Working case studies, named enterprise clients, and delivery teams with senior Adobe credentials. You will never have to apologize for what is behind the proposal.
• Founder access and authority. Direct line to leadership, fast decisions, and the freedom to shape pricing, positioning, and the playbook.
• Build with us. As the practice grows, so does the sales team behind you. The path from individual contributor to Sales Director is open and based on what you deliver.
• Multi-offering pipeline. Lead with Adobe, but the AI services and staff augmentation practices give you cross-sell motion most pure-play sellers do not have.

NextRow is an equal opportunity employer. We are committed to building a diverse team where every person can do the best work of their career.