The OpportunityAdobe is looking for a GTM leader with Sales Specialist knowledge to guide the go-to-market approach and sales activities for 3D & Immersive (3DI). This group manages Substance 3D, Adobe's 3D content creation platform. You will develop and expand the go-to-market plan for 3DI. You will also build and lead a specialist team focused on driving enterprise pipeline and revenue, while connecting product, marketing, and core sales to speed growth. This role does not include a sales quota.
What you'll Do- Define, implement, and continuously refine the global go-to-market approach for 3DI, identifying promising market opportunities and directing resources to increase revenue impact.
- Define the commercial offers 3DI takes to market, working with product and marketing on pricing and packaging, SKUs, and deal structures for enterprise sales.
- Identify new avenues for business growth, developing partnership strategy and vision for joint success, and engaging cross-functional teams to deliver on that vision.
- Build, maintain, and evolve strong consultative relationships with Adobe Account Executives, customers, and partners. Establish Adobe Substance 3D as a trusted long-term partner and generate a strong qualified pipeline.
- Represent Adobe in negotiations, showing a proven ability to achieve outcomes that benefit all parties. Gain agreement and approval from business unit collaborators and executive leadership on deal structure and terms.
What you need to succeed- 10-15+ years of progressive experience in enterprise sales, business development, or GTM, including significant leadership tenure in 3D software, digital media, or creative technology.
- Proven history of meeting or surpassing revenue goals on a large scale, with expertise in negotiating intricate, unprecedented agreements.
- Demonstrated capability to guide high-performing teams within a matrixed, multi-interest organization.
- Ability to operate with a high degree of independence - identifying and evaluating new business opportunities, building partnership strategy, and assessing market and competitive landscape.
- Outstanding executive communication and negotiation skills, with the gravitas to influence at the highest levels of customer and partner organizations.
- Demonstrated ability to cultivate relationships and encourage alignment internally across product, marketing, legal, finance, and sales.
- Strategic problem solver able to translate broad business opportunities into executable plans, while growing in a fast-paced, cross-functional environment.
- Deep knowledge of enterprise SaaS or creative software GTM motions, with the agility to master new product domains quickly.
- Entrepreneurial approach with a bias for action and a track record of building new business capabilities from the ground up.
Bonus Qualifications- Experience handling negotiations for complex legal contracts with major, strategic partners.
- Experience working across regions with global companies, with preference in Digital Twin verticals, CPG, Auto, Fashion and VFX.
- Knowledge of the 3D content creation environment and generative AI technologies.
- Willingness to travel on a quarterly basis.
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 $148,900 -- $271,500 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 New York, the pay range for this position is $187,500 - $271,500
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.
