Senior Manager - Sales Innovation & Specialist Team

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.

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