Principal AI Strategist

The Opportunity
Adobe's Corporate Sales team is a mid-market field organization that drives growth in our Creativity & Productivity business unit. As AI reshapes the way sales teams operate, we're excited to create a dedicated role to ensure we capture that opportunity - strategically, operationally, and at scale.

This role is about bridging emerging AI technologies and the everyday operations of sales and GTM efforts. You'll audit and unify grassroots AI initiatives already underway, define operational frameworks for scaling them, and promote guidelines across the full org. This is a senior individual contributor role with outsized influence – equal parts strategist, builder, and field leader.

Strong candidates will have experience delivering AI programs in mid-size or large sales organizations. They will understand the sales process and funnel. They will have technical proficiency to evaluate and build agentic workflows. They will also possess communication skills to influence a field organization.

What You'll Do
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

What you need to succeed

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

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.

Expected Pay Range
The U.S. pay range for this position is $173,600 – $311,400 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience.

In California, the pay range for this position is $215,100 – $311,400.

In New York, the pay range for this position is $215,100 – $311,400.

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.

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