Enterprise Sales Account Director - DHS/DOJ

The Opportunity

Join Adobe's Federal Government team as we transform how America's frontline defenders operate. You'll drive digital transformation initiatives for the Department of Homeland Security and Department of Justice.

Our enterprise-grade, FedRAMP-authorized solutions enable these critical agencies to streamline operations, enhances inter-agency collaboration, and improve mission outcomes through secure document management, digital workflows, and advanced analytics platforms.

Strategic Account Leadership

Develop and complete comprehensive business plans for DOD accounts, aligning Adobe's digital transformation capabilities with agency mission priorities

Build and maintain C-suite relationships with Senior Executive Service (SES) leaders, CIOs, and critically important program directors

Drive revenue growth through strategic account expansion and new solution adoption

Mission-Focused Solution Selling

Translate complex technical capabilities into clear business value propositions that resonate with law enforcement and border security executives

Conduct return on investment analysis demonstrating how Adobe solutions enhance operational efficiency, improve inter-agency coordination, and strengthen national security outcomes

Lead cross-functional teams including presales engineers, solution consultants, and partner managers to deliver comprehensive proposals

Enterprise Sales Excellence

Manage complex, multi-million dollar contract negotiations involving procurement regulations, security requirements, and compliance mandates

Maintain accurate pipeline forecasting and provide strategic insights to senior leadership

Navigate federal acquisition processes including GSA schedules, SEWP contracts, and agency-specific procurement vehicles

Security & Compliance Leadership

Ensure all solutions meet stringent federal security requirements including FedRAMP, FISMA, and agency-specific ATOs

Collaborate with Adobe's security and compliance teams to address unique law enforcement data handling requirements

Maintain current knowledge of federal cybersecurity frameworks and emerging threats

Essential Qualifications

Bachelor's degree required; MBA from accredited institution preferred

7+ years of enterprise software sales experience within federal DOD agencies

Proven track record selling to DHS/DOJ agencies

Active federal security clearance (Secret minimum; Top Secret/SCI strongly preferred)

Technical & Sales Expertise

Demonstrated proficiency in consultative sales methodologies (Challenger, Value Selling, SPIN, etc.)

Experience with cloud technologies, particularly SaaS solutions in federal environments

Understanding of federal IT modernization initiatives and digital transformation priorities

Knowledge of federal procurement processes and contract vehicles

Leadership & Communication

Exceptional executive presence with ability to influence without authority

Outstanding written and verbal communication skills, including presentation abilities

Experience managing cross-functional teams and complex collaborator relationships

Cultural competency working within federal law enforcement communities

Preferred Experience

Previous experience with Adobe products or document management solutions

Background in cybersecurity, data analytics, or workflow automation

Understanding of immigration law, border security operations, or law enforcement processes

Experience with federal modernization programs (FITARA, CIO Council initiatives, etc.)

Security Requirements

This position requires the ability to obtain and maintain a federal security clearance. Candidates must be U.S. citizens and able to pass comprehensive background investigations.