Strategic Pursuit Lead

Our Company
Changing the world through digital experiences is what Adobe’s all about. We give everyone—from emerging artists to global brands—everything they need to design and deliver exceptional digital experiences! We’re passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. 
We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

Role Purpose

The Strategic Pursuit Leader (SPL) is the transformation architect and executive deal leader responsible for driving Adobe’s largest and most strategic enterprise pursuits (>$10M). SPLs sit at the intersection of sales excellence, transformation leadership, and executive storytelling – orchestrating Adobe’s full ecosystem, including partners and consulting firms, to deliver measurable business outcomes for customers.

SPLs are expected to operate as Adobe’s elite transformation sellers – the best salespeople, transformation leaders, and storytellers in the company – defining how Adobe sells enterprise transformation in an AI-first, partner-enabled world.

Mission

To lead a repeatable, scalable, and disciplined pursuit program that drives Adobe’s long-term revenue growth and customer transformation through AI-enabled, partner-aligned, cross-cloud solutions – acting as the single source of truth and accountability for all strategic pursuits in the $10M+ deal band.

Key Responsibilities

Lead Transformation, Not Transactions:

· Serve as the executive strategist and deal owner for enterprise-scale pursuits. Partner with customer executives to define a North Star transformation vision that connects business outcomes, AI strategy, and Adobe’s capabilities. Translate complex enterprise change into measurable business impact.

Command the Pursuit Business:

· Own the qualification, strategy, and execution of each $10M+ pursuit. Drive forecast accuracy, pipeline health, and deal velocity with precision and urgency. Lead pursuit planning and orchestration across Sales, Product, Finance, Legal, Professional Services, and Partners.

Orchestrate the Ecosystem:

· Mobilize Adobe’s internal and external ecosystem – including Deal Desk, Legal, Product, Consulting, Partners, GSIs, and agencies – to deliver unified pursuit execution. Build trusted relationships with consulting firms and hyperscalers to co-create transformation strategies that scale.

Master Storytelling & Executive Engagement:

· Craft and deliver C-suite-level transformation narratives that inspire confidence and action. Present Adobe’s AI-first story through compelling storytelling that integrates creativity, data, and intelligence. Be recognized as a thought leader on digital transformation and enterprise value realization.

Drive Industry, Partner & AI Expertise:

· Maintain deep understanding of assigned industries, partner ecosystems, and AI adoption trends. Leverage customer and partner insights to shape differentiated value narratives. Stay ahead of market evolution through continuous learning and engagement with Adobe’s AI and partner teams.

Exhibit Leadership & Enablement Excellence:

· Demonstrate consistent participation in the SPL Mastery Curriculum, enablement programs, and cross-functional sessions. Model accountability, preparation, and composure. Lead by example and mentor peers through field shadowing, retrospectives, and co-led pursuits.

Contribute to SPL Brand & Thought Leadership:

· Represent Adobe’s transformation leadership both internally and externally. Contribute to LinkedIn thought leadership, industry storytelling, and customer transformation showcases. Elevate Adobe’s reputation through professional visibility and partnership engagement.

Required Experience & Attributes

- 10+ years in enterprise software, SaaS, or consulting with consistent quota attainment on $10M+ opportunities.

- Proven ability to lead multi-year, multi-stakeholder digital transformation engagements.

- Executive presence – credible with C-suite leaders across business, IT, and partner ecosystems.

- Deep understanding of enterprise sales methodology, value-based selling, and outcome-based commercial structures.

- Strong knowledge of AI trends, partner ecosystems, and consulting firm collaboration models.

- Exceptional communication and storytelling skills – able to simplify complexity and inspire confidence.

- Comfortable managing ambiguity, high-stakes negotiations, and accountability across cross-functional and partner teams.

- Industry specialization or AI solution familiarity preferred (e.g., Retail, Financial Services, Healthcare, Manufacturing, Technology).

Cultural Anchors

Think Boldly. Operate with Precision. Lead from the Front.

SPLs model accountability, presence, and composure – elevating those around them and redefining what transformation selling looks like at Adobe. They focus where it matters, move with urgency, execute with precision, and lead from the front.

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.

State-Specific Notices:

California:

Fair Chance Ordinances

Adobe will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and “fair chance” ordinances.

Colorado:

Application Window Notice

If this role is open to hiring in Colorado (as listed on the job posting), the application window will remain open until at least the date and time stated above in Pacific Time, in compliance with Colorado pay transparency regulations. If this role does not have Colorado listed as a hiring location, no specific application window applies, and the posting may close at any time based on hiring needs.

Massachusetts:

Massachusetts Legal Notice

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

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 applicable characteristics protected by law. Learn more.

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