Professional Services Account Executive - Defense & National Security

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!

Our Company

Changing the world through digital experiences is what Adobe's all about. We empower government agencies, defense organizations, and national security leaders to craft and deliver outstanding digital experiences that drive mission success. Our solutions enhance operational efficiency, modernize digital workflows, and strengthen cybersecurity resilience.

We're on a mission to hire the very best and foster an inclusive workplace where everyone is respected and has equal opportunities. We recognize that innovation in government technology comes from diverse perspectives-and we want you to be part of shaping the next big idea.

The Opportunity

Adobe Customer Solutions (ACS) is seeking a Professional Services Account Executive (PSAE) to drive growth for our services business.

This role is critical to shaping and advancing Adobe's presence in the services space. You'll collaborate with senior government decision-makers, acquisition officers, and technical program leads to position Adobe's consulting services as enablers of digital transformation.

Your success will be measured by your ability to identify services opportunities, define value, and lead complex contract negotiations in federal environments. This is a quota-carrying, strategic services sales role that requires deep expertise in cleared government engagements.

What You'll Do

• Work closely with DoD and National Security customers to understand their digital transformation priorities and position consulting solutions that align with mission success, operational resilience, and cybersecurity modernization.
• Serve as a trusted advisor to Senior Executive Service (SES) leaders, CIOs, acquisition officers, and program executives, delivering strategic insights and innovative service offerings tailored to federal digital initiatives.
• Drive revenue growth through strategic account expansion and new solution adoption while ensuring long-term customer success and measurable mission outcomes.
• Navigate complex government procurement processes, including FAR, DFARS, GSA Schedule, and SEWP, ensuring seamless contract execution and compliance.
• Lead multi-year engagement strategies with federal customers, shaping long-term relationships and ensuring continued Adobe adoption.
• Leverage structured opportunity management, driving deals to closure through a defined sequence of events and alignment across customer and internal teams.
• Provide accurate pipeline forecasting, strategic insights, and leadership reports that support Adobe's services business growth.
• Work in close coordination with internal teams (license sales, solution architecture, legal, delivery) to optimize service execution and contract fulfillment.

What You Need to Succeed

• Proven track record in enterprise consulting or services sales, preferably in DoD or national security sectors.
• Deep understanding of federal IT modernization initiatives, cybersecurity mandates, and digital transformation priorities.
• Expertise in cloud adoption, enterprise software implementation in federal environments, and security compliance standards (FedRAMP, FISMA, ATOs, agency-specific directives).
• Strong executive presence with ability to engage, influence, and lead discussions across government hierarchies, including acquisition officers, program leads, and senior officials.
• Knowledge of federal procurement vehicles and contract negotiation strategies to accelerate services adoption.
• Bachelor's degree required; MBA or equivalent experience preferred.
• Reside on the East Coast with travel expectations up to 30%.

Security Requirements

This position requires the ability to obtain and maintain a TS/SCI clearance with polygraph. Candidates must be U.S. citizens and able to pass comprehensive background investigations.

Compensation

Our compensation reflects the cost of labor across multiple U.S. markets and varies by location and experience. The U.S. pay range for this position is $219,500-$350,600 annually (Total Target Compensation, including base + commission). Additional long-term incentives may be available in the form of equity awards.

Equal Opportunity Commitment

Adobe is an equal opportunity employer. We do not discriminate based on gender, race, ethnicity, disability, veteran status, or other protected characteristics. Learn more about our policies and accessibility accommodations online at Adobe.com.

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 Opportunityemployer. 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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