Sr. Sales Manager, Business Professional Specialist

A

Adobe

Sr. Sales Manager, Business Professional Specialist

San Jose, CA
Full Time
Paid
  • Responsibilities

    JOB LEVEL
    M50
    ADDITIONAL JOB LEVELS

    -

    EMPLOYEE ROLE
    People Manager

    Hiring Locations : U.S. Various

    The Opportunity

    In Q2 of this year, Adobe announced that it would be reporting earnings results by audience shifting from reporting by business unit. Those audience types are business professionals and consumers, creative professions and creators, and marketing professionals. In introducing these market segments, Adobe stated in its Q2 earnings report that:

    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.

    The job of the BizPro 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.

    Business Goals

    The 2026 goals for BizPro reflect a different product and GTM approach to the BizPro segment that we have seen previously with individual product GTMs. We are expecting significant increases customer upgrades and significant increases in seat price . In addition we expect significant increases in seat counts and out of cycle standalone business.

    In all, the changes in the goals for FY26 represent the significantly broader scope of our BizPro GTM as well as the broader scope of worker productivity and creativity that is exploding in the market.

    In order to compete, the BizPro sales team will have to position Adobe’s products in the broader landscape of the enterprise including with line of business owners including: sales, marketing, IT, legal, finance, HR and business professionals generally .

    The broader scope of the role also necessitates positioning against a broader landscape of competitors including ChatGPT, Co-Pilot, Claude (Anthropic), Canva and Gamma (gen presentations) as well as traditional PDF competitors.

    Team Traits

    The BizPro 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. Member 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.

    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 $289,000 -- $471,550 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 $325,600 - $471,550 │ In New York, the pay range for this position is $325,600 - $471,550

    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

    There is no deadline to apply to this job posting because Adobe accepts applications for this role on an ongoing basis. The posting will remain open based on hiring needs and position availability.

    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.

    Internal Opportunities

    Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We’re glad that you’re pursuing a new opportunity at Adobe!

    Put your best foot forward:

    1. Update your Resume/CV and Workday profile - don’t forget to include your uniquely ‘Adobe’ experiences and volunteer work.

    2. Visit the Internal Mobility page on Inside Adobe to learn more about the process and set up a job alert for roles you’re interested in.

    3. Check out these tips to help you prep for interviews.

    4. If you are applying for a role outside of your current country, ensure you review the International Resources for Relocating Employees on Inside Adobe, including the impacts to your Benefits, AIP, Equity & Payroll .

    Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth.

    At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

    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 applicable characteristics protected by law. Learn more.

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