[Remote] Enterprise Sales Account Manager, State and Local Government
Note: The job is a remote job and is open to candidates in USA. Adobe is transforming how State & Local Government agencies engage with constituents, modernize operations, and deliver digital services at scale. The Enterprise Sales Account Manager will manage a territory of State & Local Government accounts, focusing on retention and expansion while navigating procurement complexities and building strategic account plans.
Responsibilities
- Own a named territory of State & Local Government accounts, driving both retention and expansion
- Build and complete account plans that go beyond IT by aligning with business users
- Create pipeline by uncovering “non-obvious” opportunities within an installed base, not relying on inbound demand
- Lead multi-threaded sales motions, engaging technical, business, and executive collaborators simultaneously
- Position Adobe’s solutions as platform-level value, not point products
- Navigate government procurement cycles (RFPs, cooperative contracts, budget timing) with precision
- Drive deal progression with clear next steps, economic buyers, and close plans
- Partner with internal teams (pre-sales, product, marketing) and external partners (Carahsoft, SHI, etc.) to orchestrate complex deals
- Maintain rigorous forecast hygiene and pipeline management within the field
- Represent Adobe in customer meetings, executive briefings, and industry events
Skills
- 5–10+ years of enterprise sales experience, with a strong preference for State & Local Government
- Proven ability to generate pipeline in an installed base, not just close pre-qualified opportunities
- Experience selling complex, multi-stakeholder solutions ($500K+ deals, long sales cycles)
- Strong understanding of public sector procurement and budget dynamics
- Ability to navigate ambiguity and create structure in loosely defined opportunities
- Demonstrated success in cross-selling / platform expansion motions
- High ownership approach: does not wait for direction or leads
- Strong executive presence and ability to engage CIOs, CDOs, and agency leadership
- Ability to work cross-functionally and pull the right resources at the right time
- Excellent communication, deal strategy, and negotiation skills
Benefits
- Sales commission plans
- Annual Incentive Plan (AIP)
- Certain roles may be eligible for long-term incentives in the form of a new hire equity award
Company Overview
Company H1B Sponsorship