Account Executive - Business Professional Specialist

The Opportunity There are billions of Business Professionals and Consumers in the world who want to be both creative and efficient to accomplish their objectives. 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 expression continues to grow exponentially, creativity and productivity are merging. AI can make them more creative and productive in their business context. 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 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. Team 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 new use cases for business professionals, run a full sales cycle 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 personal 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. Specialist Requirements Pipeline Generation – personal responsibility and activity around pipeline generation with weekly expectation of 5/5 outbounding of 5 contacts to 5 accounts per week. Will do personal outbound in addition to working with and directly BDR to hit a target of 3 new business meetings (representing expansion or new ops) per week. Technical Understanding, Curiosity & Ability to Demo – understanding of Acrobat, Express, Express integrations with ChatBots and new product that 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, Express and Express integrated into ChatBots including net new use cases like generative presentations and other that represent net new enterprise workflows which span our products. 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. Deal Progression & Business Case – the ability to run a complex enterprise deal cycle from initial meeting through proof of value to business justification and close both as part of a renewal, but equally importantly, through anniversaries and out of cycle. Competitive Positioning – the ability to clearly articulate why Adobe’s solutions are better than other products in market for PDF clones, but more importantly, through a host of new productivity tools in the market today including CoPilot, ChatGPT, Canva, Claude, Gamma and others. Fluency in real-world use cases: Sales decks, HR onboarding workflows, operations playbooks, marketing content creation, contract workflows. Executive Engagement – the ability and willingness to engage with the high level levels of our enterprise customers to talk about Adobe’s offerings in the business professional space. Clear ability to “hold the room” at a CEC, to speak other customers success with our products and beyond. Leading Indicators – personal responsibility and ownership over leading indicators in meeting counts of 3 new business meetings and 10-15 customer meetings per week. Commercial Acumen & Deal Strategy - a – ability to run full deal cycles for professional-grade tools. Expertise in identifying expansion signals (usage, seat growth, department-al adoption). Consultative&Solution-Based Discovery – ability to demo AI-powered workflows that combine multiple Adobe products. Ability to translate AI capabilities into productivity/business outcomes, not technology. Proficient in ROI justification 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. Product Evangelism&Customer Education – skilled in running workshops, enablement sessions, demo days. Ability to simplify complex workflows into intuitive stories. Evangelizing Adobe’s AI productivity stack in a way that resonates with non-creative, non-technical buyers. Slack – ability and willingness to communicate via Slack for deal updates, team communication and communication broadly with product and marketing spanning 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. Equal Employment Opportunity 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. 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 U.S. pay range for this position is $175,600 – $316,100 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 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. #J-18808-Ljbffr Adobe Inc.