Enterprise Sales Account Executive - National Security
Adobe, Mc Lean, VA, United States
Strategic Account Executive
We deliver digital government solutions that put people first. Our software is trusted by the U.S. Department of Defense and other federal agencies to drive digital transformation, modernize citizen engagement, and enhance secure collaboration across government networks. Our enterprise software and cloud services empower agencies to create, manage, and measure digital content from electronic documents and forms to workflow automation, content management, analytics, and collaboration. With a strong focus on security and compliance, we provide authorized government solutions with the Authority to Operate (ATO) in sensitive federal environments. To support our growing public sector portfolio, we're seeking a results-oriented professional with deep National Security experience and a strong understanding of federal mission priorities. As a Strategic Account Executive, you will: Develop, maintain, and execute a business plan for your assigned vertical, aligning customer needs with Adobe's strategic direction. Create a Strategic Account Plan that defines sales strategy, identifies growth opportunities, and expands Adobe's footprint across key accounts. Build and sustain SES-level relationships with CIOs, Directors, and Mission Leaders, communicating value through ROI-based discussions that connect technology with mission outcomes. Lead and influence cross-functional teamsincluding presales, consulting, and partner managementwithout direct authority, driving collaboration toward shared goals. Demonstrate strong business acumen, managing accurate forecasts, pipelines, and providing regular business health updates to senior leadership. Negotiate complex federal contracts, coordinating across Legal, Contracts, Operations, and Technical teams. Ensure all activities adhere to strict security and compliance standards required for federal operations. Bachelor's degree (MBA preferred) Minimum 5 years of enterprise software sales experience within the federal government or national security community Mastery of one or more sales methodologies (e.g., Value Selling, Challenger, SPIN, etc.) Experience with cloud and SaaS technologies Exceptional written and verbal communication and interpersonal skills Active Top Secret clearance (TS/SCI preferred) or the ability to obtain one 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. At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. 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. 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.
We deliver digital government solutions that put people first. Our software is trusted by the U.S. Department of Defense and other federal agencies to drive digital transformation, modernize citizen engagement, and enhance secure collaboration across government networks. Our enterprise software and cloud services empower agencies to create, manage, and measure digital content from electronic documents and forms to workflow automation, content management, analytics, and collaboration. With a strong focus on security and compliance, we provide authorized government solutions with the Authority to Operate (ATO) in sensitive federal environments. To support our growing public sector portfolio, we're seeking a results-oriented professional with deep National Security experience and a strong understanding of federal mission priorities. As a Strategic Account Executive, you will: Develop, maintain, and execute a business plan for your assigned vertical, aligning customer needs with Adobe's strategic direction. Create a Strategic Account Plan that defines sales strategy, identifies growth opportunities, and expands Adobe's footprint across key accounts. Build and sustain SES-level relationships with CIOs, Directors, and Mission Leaders, communicating value through ROI-based discussions that connect technology with mission outcomes. Lead and influence cross-functional teamsincluding presales, consulting, and partner managementwithout direct authority, driving collaboration toward shared goals. Demonstrate strong business acumen, managing accurate forecasts, pipelines, and providing regular business health updates to senior leadership. Negotiate complex federal contracts, coordinating across Legal, Contracts, Operations, and Technical teams. Ensure all activities adhere to strict security and compliance standards required for federal operations. Bachelor's degree (MBA preferred) Minimum 5 years of enterprise software sales experience within the federal government or national security community Mastery of one or more sales methodologies (e.g., Value Selling, Challenger, SPIN, etc.) Experience with cloud and SaaS technologies Exceptional written and verbal communication and interpersonal skills Active Top Secret clearance (TS/SCI preferred) or the ability to obtain one 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. At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. 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. 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.