The OpportunityThe AI for Sales team partners with Adobe's top leaders globally to craft the Enterprise AI Strategy for improved market performance and customer value. They lead the transition from pilot phases to a balanced AI operating model. Their role includes defining strategy and the north-star, scaling AI initiatives globally, and managing change - engaging with Sales, Marketing, Product, Professional Services, and Sales Operations.
As Senior Manager, Enterprise AI Strategy, you will shape the way Adobe's global sales organization integrates AI deeply - covering the strategic direction, tooling infrastructure, field capability, and cultural evolution. Strong candidates will have demonstrated experience leading AI initiatives and delivering transformations from initial planning and architecture through to impactful results at scale.
What You'll DoAI Strategy & Execution
- End-to-end AI for Sales vision: prioritizing use cases throughout the entire sales lifecycle, transitioning from isolated tools to AI-integrated seller workflows, and the plan from initial pilots to enterprise-wide deployment
- Cross-functional partnership: collaborate with Sales, Marketing, Operations, Enablement, Product, Legal and IT - resolving cross-team dependencies and keeping momentum on key initiatives and priorities
- Value measurement: define and track program indicators across AI proficiency, adoption velocity, workflow impact, and seller efficiency; build the measurement infrastructure behind them to demonstrate value
- Competitive intelligence involves monitoring the external AI landscape. This includes competitive deployments, emerging vendor capabilities, and agentic framework developments. You will provide senior leadership with a forward-looking point of view before the market changes.
- Executive alignment: own executive storytelling for All Hands, QBRs, and CRO forums; maintain alignment with Adobe-wide AI initiatives and external AI partner roadmaps
AI Lifecycle and Governance- Define the current and future architecture and tool landscape. Include how AI solutions appear in workflows. Explain how data and agentic layers work together in the back-end.
- Lead strategic AI portfolio decisions covering intake, prioritization, build-versus-buy evaluation, and deprecation for internal and third-party AI tools. Run structured evaluations with defined success criteria.
- AI governance protocols: Operationalize AI governance standards across data usage, model risk, vendor selection, and responsible AI; partner with Legal, Security, and IT on approvals and compliance for build vs maintenance phase
Change Management & Field Capability Building- Ongoing field engagement: Define and implement the E2E change management and communications strategy, spanning top-down and bottom-up approaches to engage the field
- AI evangelism: Lead the AI Ambassador Program to build grassroots momentum, drive adoption, and surface field-led guidelines back into the core program
- AI learning & fluency: build and roll out Adobe's AI proficiency program for Enterprise Sales globally, including role-based learning journeys and execution plan, in partnership with Sales Enablement
Program & Team Development- Expand the AI for Sales program by consistently improving approaches. Develop repeatable playbooks and elevate the way the Sales Experience and Efficiency team collaborates with AI and sales.
- Team building: Welcome and assist new members joining the AI for Sales group, acting as a crucial link for the team and cross-departmental partners
What You'll Bring- More than 5 years of experience in management consulting, enterprise strategy at a leading SaaS or AI-native firm, or AI/digital transformation leadership. You must have hands-on experience in leading AI strategy and delivery.
- Proven track record of driving AI or digital transformation programs, with measurable behavior change in large, distributed organizations
- Outstanding executive communication - written and verbal - with ability to distill complex topics into compelling narratives for CXO-level audience
- Hands-on AI proficiency: working knowledge of LLMs, RAG pipelines, and agentic frameworks
- Experience partnering with technical collaborators across IT, data engineering, data science, and full-stack development to translate business strategy into actionable AI solutions
- Familiarity with responsible AI principles, model risk, data residency, and enterprise AI governance.
- Bachelor's degree required; MBA or equivalent experience demonstrating significant impact strongly preferred. Willingness to travel ~20-25%.
What You'll GainThis position provides regular, meaningful interaction with VP and C-suite leaders from Sales, Marketing, Product, and Operations. It is a real chance to create an executive network within a top global enterprise software company. You will gain strong expertise in Adobe's cloud business. You will broaden your cross-departmental influence. You will establish yourself as a respected, motivating leader in sales transformation through advanced technology.
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 $125,500 -- $226,700 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 $156,500 - $226,700In New York, the pay range for this position is $156,500 - $226,700In Illinois, the pay range for this position is $136,300 - $197,350In Massachusetts, the pay range for this position is $136,300 - $197,350
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.
