Account Executive Business Professional Specialist

Job Description

The Opportunity

There are billions of Business Professionals and Consumers in the world who want to be both creative and efficient toaccomplishtheirobjectives. They see AI and conversational interfaces as a more productive way to accelerate creative storytelling and to quickly synthesize information across multiple documents. They are looking for quick and easy tools that are available on every computing surface and an easy onramp that allows them to trial products and subscribe based on the value derived. As the need for creative expressioncontinuestogrowexponentially,creativityandproductivityaremerging.AIcan make them more creative and productive in their business context.

The job of the BP&C sales team is to bring this guiding message to our enterprise customersandtoshowhowAdobecanprovidevalueandcompeteagainstanewhostof broad-based productivity products in the market.

Business Goals

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 willbe responsible forAdobe Acrobat and Adobe Express in the enterprise segment. Those products haveincreasinginterconnected enterprise workflows that allow business professionals to understandandsynthesizedocumentsandothercorporatematerialtoproducehighlydesigned and creative output via Express. This combination of insights and creativity lies at the center ofwhat arecustomers areseekingand what the BP&C sales team is chartered torepresent.

Team Traits

TheBP&Cteamneedstohavethefollowingtraits:

• New Landscape & Knowledge - well-versed in a new landscape of productivity toolsthatarebeingpositionedacrosstheenterpriseandhowAdobe’sofferings stack up against a new competitive landscape.

• Demand-led Sales - the ability toidentifynet new use cases for business professionals,torunafullsalescyclesfromdeckanddemoto identificationofpain 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 functionalbuyersofourbusinessprofessional offeringsbeyondthetraditional Acrobat user and into marketing, field sales, and knowledge workers.

• NewProducts &Demo -theabilitytopersonallysell,positionanddemoAcrobat, Express plus a host of potential new products and offers including integration of Express into Co-Pilot, ChatGPT and other business professional products and integrationsfromAdobe.Membersofthisteamareproxiesforknowledgeworkers so therefore this team needs to show how companies canbenefitfrom our offerings personally.

• Technical Knowledge, Curiosity & Understanding - the ability to do simple demonstrationofproductswithouttechnicalhelptodemonstratethevalueand ease of use of our products to the business professional.

• **ChangeAgility &GrowthMindset-**ComfortoperatinginambiguityandevolvingGTM. Willingness to test/learn new plays and iterate quickly. Ability to influence peers to adopt the new persona-based approach.

• **Cross-FunctionalInfluence &InternalNavigation-**AbilitytoworkwithPMMonuse cases and industry plays. Ability to partner with core sellers for multiproduct deals without channel conflict. Ability to influence product and GTM teams withpersonafeedback.

• Strong Operational & Pipeline Discipline - CRM excellence (Clari hygiene, usage tracking, qualification). Velocity pipeline motions (prioritization, expansion triggers). StrongcollaborationwithMarketing,BDR,Renewals,andProductforfeedbackloops.

SpecialistRequirements

• Pipeline Generation - personal responsibility and activity around pipeline generationwithweeklyexpectationof5/5outboundingof5contactsto5accounts perweek.WilldopersonaloutboundinginadditiontoworkingwithanddirectlyBDR tohitatargetof3newbusinessmeetings(representingexpansionornewopps)perweek.

• Technical Understanding, Curiosity & Ability to Demo - understandingof Acrobat,Express,ExpressintegrationswithChatBotsandnetnewproductsthat might be introduced by Adobe into this audience. A clear understanding of the competitive landscape for “worker” productivity tooling including Co-Pilot, ChatGPT, Canva, Gamma and others. The ability to demo on sales calls both Acrobat/AIA/Spaces,ExpressandExpressintegratedintoChatBotsincludingnet new use cases like generative presentations and other that represent net newenterpriseworkflowswhichspanourproducts.

• LOBPersonas -abilitytoreachoutto,messageandholdsalesconversationswith lineofbusinesspersonasincludingC-levelorC-level-1rolesinsales,marketing, IT,finance,HR,legalandmore.

• Deal Progression & Business Case - the ability to run a complex enterprise deal cyclefrominitialmeetingthroughproofofvaluetobusinessjustificationandclose bothaspartofarenewal,butequallyimportantly,throughanniversariesandoutofcycle.

• CompetitivePositioning -theabilitytoclearlyarticulatewhyAdobe’ssolutionsare betterthanotherproductsinmarketforPDFclones,butmoreimportantly,through a host of new productivity tools in the market today including CoPilot, ChatGPT, Canva, Claude,Gammaand others. Fluency in real-world use cases: Sales decks, HRonboarding workflows, operations playbooks, marketing content creation, contractworkflows.

• ExecutiveEngagement -theabilityandwillingnesstoengagewiththehighlevellevelsof ourenterprisecustomerstotalk about Adobe’sofferingsinthebusinessprofessional space. Clear ability to “hold the room” at a CEC, tospeakothercustomerssuccess with ourproducts and beyond.

• LeadingIndicators -personalresponsibilityandownershipoverleading indicators in meeting counts of 3 new business meetings and 10-15 customer meetings perweek.

• Commercial Acumen & Deal Strategy - a bility to run full deal cycles for professional-gradetools.Expertiseinidentifyingexpansionsignals(usage,seatgrowth,departmentaladoption).

• **Consultative &Solution-BasedDiscovery-**AbilitytodemoAI-poweredworkflowsthat combine multiple Adobe products. Ability to translate AI capabilities into productivity/business outcomes, nottechnology.Proficientin ROIjustification around “cost savings” or “revenue growth”.Ability to lead consultative conversations with cross-functional teams. Distilling complex customer needs into 1-2 high-impact value drivers. Framing problem statements and ROI for executives and end-users.

• **ProductEvangelism &CustomerEducation-**Skilledinrunningworkshops,enablement sessions, demo days. Ability to simplify complex workflows into intuitive stories. EvangelizingAdobe’sAIproductivitystackinawaythatresonateswithnon-creative, non-technical buyers.

• Slack - ability and willingness to communicate via Slack for deal updates, teamcommunicationandcommunicationbroadlywithproductandmarketingspanning our BP&C products.

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.

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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 View email address on click.appcast.io or call View phone number on click.appcast.io.

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 positionis $175,600 -- $316,100 annually. Paywithin this range varies by work locationand 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 California, the pay range for this position is $218,300 - $316,100 In Colorado, the pay range for this position is $196,400 - $284,400

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
Aug 31 2026 12:00 AM

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.