The Challenge

At Adobe, our Integrated Customer Experience (ICX) team combines the strengths of Sales and Customer Support to deliver intelligent, personalized, and seamless customer experiences at scale.

As ICX continues to evolve, there is an opportunity to transform the specialist function from a support-driven model into a scalable sales innovation engine that improves seller productivity, drives growth product adoption, and enables advisors to operate with greater autonomy.

TheSenior Manager Sales Innovation & Specialist Programswill play a critical role in this transformation by leading the specialist team, driving innovation across sales motions, and enabling scalable systems, plays, and workflows that support 2000+ advisors globally.

Role Nature

This is an evolving and dynamic role designed to adapt to changing business priorities, emerging technologies, and new sales motions.

The individual will operate across multiple initiatives with a high degree of ownership and flexibility, continuously identifying opportunities to improve how ICX engages customers, enables sellers, and drives outcomes.

Key Responsibilities

Specialist Leadership

Lead and oversee specialist teams, ensuring high-quality execution
Improve demo capability and effectiveness across product lines (Acrobat, Express, AI, etc.)

Drive product mix aligned to growth priorities

Seller Productivity & Scale

Design and scale repeatable sales plays across ICX
Improve outreach effectiveness and sales workflows
Drive sales readiness in partnership with enablement teams

Support and scale ATC programs

Sales Innovation & AI Workflows

Drive adoption of AI-assisted selling workflows in partnership with cross-functional teams
Enable and scale automation, pre-call intelligence, and seller productivity initiatives

Identify and pilot new approaches to improve efficiency and engagement

Program Innovation

Advance signal-based and persona-driven sales plays in alignment with cross-functional teams
Partner with ICX Support to drive service-led selling initiatives

Design and execute customer intent-based sales motions

Advisor Capability Development

Enable advisors to independently handle discovery and demos
Drive initiatives such as demo automation and seller copilot tools

Build scalable mechanisms to enhance product capability across sellers

Growth Hacker Mindset

We are looking for a leader who brings agrowth hacker mindset, defined as:

Ability to identify high-impact opportunities quickly and act on them
Strong bias for testing, learning, and iterating rather than waiting for perfect solutions
Focus on scalable outcomes over one-off efforts
Comfort working across teams to unlock growth opportunities

Ability to connect customer signals, seller behavior, and product value to drive results

What You'll Need to Succeed

Leadership & Influence

Proven ability to lead cross-functional programs and influence stakeholders across Sales, Enablement, and Operations

Sales & GTM Expertise

Experience in sales strategy, sales productivity, presales, or solution selling

Strong understanding of sales processes, pipeline management, and customer journeys

Innovation & Execution

Experience driving innovation in sales workflows, automation, or AI-driven initiatives

Ability to translate ideas into scalable programs and measurable outcomes

Seller Enablement

Experience enabling or coaching Pre sales teams to improve performance

Ability to build scalable frameworks for capability development

Communication & Problem Solving

Strong verbal and written communication skills

Ability to simplify complex concepts and drive clarity across teams

Why This Role Matters

This role is critical in transforming the specialist team into a scalable capability engine that enables the ICX organization to sell more effectively.

By enabling repeatable sales plays, improving seller productivity, and advancing innovation across AI and automation, this role will directly contribute to better conversion, stronger product adoption, and ARR growth across key product areas.

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe's industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We're on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let's Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our , , , comprehensive , the , the we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an 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 protected characteristic.

Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email or call +1 408-536-3015.

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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.

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Senior Area Sales Manager

Senior Manager - Sales Innovation & Specialist Team