Dir, Enterprise Sales

The Opportunity This front-line leadership role is responsible for building and developing a team’s sales pipeline by guiding Product Specialists who deliver on their respective sales goals. You will lead specialist sellers across all products in our specialist organization, build a programmatic strategy for Canada, and shape the product packages and go-to-market plans that fit Canadian customers. Front-line leaders at Adobe have an incredible opportunity to be hands on, model best-in-class behavior, and take direct ownership of the team’s success in all areas. You will be physically present and engaged in the Canadian market, and you will think like a specialist while leading like a local. What You’ll Do • Lead and mentor impactful sellers through sales and account management motions. • Coach and support Product Specialists with individualized plans. Give feedback and direction and be willing and able to jump in when needed with a focus on empowering reps to be successful and self-sufficient. • Build and execute a programmatic, Canada-specific strategy: tailor solutions, packages, and go-to-market plans to Canadian customers rather than reusing industry-led approaches from other territories. • Collaborate with business units and align with specialist leadership and product organizations to build the right regional packages and offerings. • Be physically present and engaged in the Canadian market, building relationships across the Toronto, Ottawa, and Montreal customer communities and cultivating customer references. • Engage and orchestrate the entire ecosystem team to drive consensus and action. Influence Solution Engineering, Customer Success, Marketing, Industry Leaders, and partners, and work effectively alongside overlay teams. • Act as the CEO of your business. Own territory strategy, capacity planning, and forecasting; scale the processes of leading the team and inspecting deals; and support the team day-to-day across the book of business, including the balance of new, cross-sell, and upsell pipeline. • Drive revenue and quota across the team. Coach individuals to own, expand, and close deals, and ensure account and territory plans are in place. • Lead large, complex sales processes internally, involving legal, deal desk, product marketing, and more. Serve as Executive Sponsor on the most strategic deals in the business. • Articulate the Adobe story and its value proposition, and how Adobe’s solutions align with each customer’s vision and address their business issues. • Own how the team sells: review and approve the pitch, demo, materials, and processes, and partner with Enablement to keep onboarding and ramp time sustainable. • Influence as an innovative and resilient problem solver who can critically think through and take charge of complicated blockers so Adobe can better serve customers and get deals done at scale. • Infuse Adobe’s best interests, values, and processes into all internal and external meetings, and champion all Adobe solutions, not only those in your remit. • Be the voice of Sales to leadership: articulate the state of the business, headwinds, tailwinds, and the plan for target attainment. What You Need to Succeed • 5+ years of experience leading sales teams in Canada preferred, with strong local market knowledge. • 10+ years of overall experience in enterprise-level software selling required • Validated leadership of, or contribution to, sophisticated sales cycles resulting in large, multi-year subscription commitments. • Ability to develop regional strategy, including packaging and go-to-market planning, and to think like a specialist across a multi-product portfolio. • Ability to build and nurture executive relationships, acting as a trusted advisor to Canadian enterprise custome