Principal AI Strategist

Overview

Adobe’s Corporate Sales team is a mid‑market field organization driving growth in our Creativity & Productivity business unit. As AI reshapes the way sales teams operate, we’ve created a senior individual‑contributor role that bridges emerging AI technologies with day‑to‑day sales operations. The role audits existing AI initiatives, defines governance and operational frameworks, builds agentic workflows, and promotes adoption across the full organization. Candidates will have experience delivering AI programs in mid‑size or large sales organizations, a deep understanding of the sales funnel, technical proficiency in evaluating and building agentic workflows, and strong communication skills to influence a field organization.
AI Governance & Discovery

Audit existing AI initiatives throughout the organization – including SDR outbound agents, call analytics tools, and rep‑led experiments – and build a centralized inventory of what’s in flight
Evaluate initiatives for performance, scalability, and strategic fit; identify gaps between tech‑forward reps and the broader organization
Define governance protocols covering data usage, model risk, vendor selection, and responsible AI; partner with Legal, Security, and IT on compliance
Contribute to strategic AI portfolio decisions: intake, prioritization, build‑versus‑buy evaluation, and deprecation for internal and third‑party tools
Technical Architecture & Workflow Design

Define the operational blueprint for where we code, configure, and deploy agentic workflows across the sales motion
Act as the strategic layer between field operations and internal engineering groups – translating business needs into scalable, production‑ready AI solutions
Define and evolve the AI tool and architecture landscape, including how solutions surface in seller workflows and how data and agentic layers interact
Partner with GTM, sales ops and internal technical teams to move from strategy to execution without losing fidelity
Field Evangelism & Enablement

Partner with the Global Sales Enablement (GSE) organization to deliver AI enablement for the field team – delivering training, showcasing proven workflows, and building the org’s baseline AI proficiency
Build and run an AI Ambassador Program to create grassroots momentum, accelerate adoption, and surface field‑led insights back into the core program
Develop role‑based AI learning journeys in partnership with GSE; drive execution of the proficiency program across teams and deal bands
Define and implement a change management and communications strategy that spans top‑down alignment and bottom‑up adoption
Value Realization & Measurement

Map AI deployments directly to core business metrics: pipeline growth, win rates, net revenue retention, and rep efficiency; maintain alignment with Adobe‑wide AI initiatives and external partner roadmaps
Partner with ops to build the measurement infrastructure to track AI adoption velocity, workflow impact, and reduction in administrative burden across the org
Monitor the external AI landscape – competitive deployments, emerging vendor capabilities, agentic framework developments – and provide forward‑looking perspective to sales leadership
Qualifications

10+ years in mid‑market or enterprise sales strategy, GTM operations, management consulting, or AI/digital transformation at a leading SaaS or AI‑native firm
Demonstrated track record delivering AI or digital transformation programs with measurable behavior change in large, distributed sales organizations
Hands‑on AI proficiency: working knowledge of LLMs, RAG pipelines, and agentic frameworks; comfortable evaluating and pressure‑testing technical solutions
Proven ability to partner with technical collaborators across IT, data engineering, and full‑stack development to translate business strategy into working solutions
Outstanding executive communication – written and verbal – with the ability to move a large field organization and engage VP/C‑suite collaborators
Bachelor’s degree required; MBA or equivalent experience strongly preferred
Willingness to travel ~20% of time
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.

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