The OpportunityAdobe is seeking a Senior Director, Enterprise Strategy & Integrated GTM to define how we go to market across the global Adobe Enterprise business. This leader will ensure our sales organization runs a focused, aligned set of motions that deliver against our customer's key business issues and Adobe's strategic and financial objectives.
This leader will set the enterprise GTM motions strategy - Develop and articulate the strategic direction and vision for the motions we run in the market, and which we prioritize.
Drive an integrated GTM across Adobe Enterprise - Align Product, Product Marketing, Sales, Partners, Customer Success, and regions to a single set of enterprise priorities and motions.
What You'll DoEnterprise GTM Motions Strategy
- Develop and articulate the strategic direction and vision for Adobe's enterprise GTM motions. Additionally ensuring they are aligned with company goals and the needs of our Enterprise customers.
- Drive innovation for our Customers and growth opportunities by exploring new ideas, technologies (including AI) and processes to improve our products, services, and commercial execution.
- Define and maintain a global portfolio of standardized motions (e.g., content supply chain, personalization at scale, AI-assisted creativity), in close partnership with Product Marketing and Customer Insights to ensure they solve real customer problems.
- Collaborate with cross-functional teams to design and implement strategic GTM initiatives and action plans tied to clear Key Performance Indicators (pipeline impact, win rates, product attach, AI adoption, etc.).
- Monitor and assess the effectiveness of motions and critical initiatives, using data, field feedback, and industry trends to refine, scale, or sunset motions as needed.
Integrated GTM & Strategic Initiatives
- Lead integrated GTM planning across the Adobe Enterprise business, determining which motions we prioritize globally and ensuring alignment across Product, Product Marketing, Sales, Partners, Customer Success, and Enablement.
- Develop and lead the implementation of cross-functional critical initiatives that support these motions and drive growth, adoption, and customer value across Enterprise accounts.
- Collaborate with regional and ecosystem leaders (SIs, agencies, ISVs, cloud partners) to adapt motions where needed, ensure consistent execution, and identify new opportunities for growth and improvement.
Executive Leadership & Change Management
- Serve as a trusted advisor to the CRO and executive leadership on enterprise GTM strategy, motions, and market shifts impacting Adobe's Enterprise business.
- Build and lead a high-performing team of strategists and program leaders responsible for designing, piloting, and scaling enterprise motions and pivotal initiatives.
- Champion cross-functional alignment and a test-and-learn attitude, ensuring that insights from customers, the field, and partners continually improve our GTM approach.
What you'll need to succeed- 12-15+ years of experience in enterprise software / SaaS, with significant time in GTM, sales strategy, product marketing, or corporate strategy.
- Proven track record designing and scaling GTM motions or initiatives that drive measurable revenue and adoption impact.
- Deep familiarity with enterprise buying centers (e.g., Marketing, Digital, IT, C-suite) and how they adopt AI, data, and experience platforms.
- Demonstrated success leading cross-functional programs and influencing senior collaborators across Product, Product Marketing, Sales, Partners, and regions.
- Strong analytical and strategic skills, with the ability to connect market and customer insights to clear GTM decisions and action plans.
- Exceptional communication and storytelling skills, especially in framing customer problems and articulating Adobe's enterprise value proposition.
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: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 position is $201,100 -- $380,225 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 $244,600 - $380,225
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.
