Senior Manager, Strategic Business Development - Frame.io

About the Team

TheFrame.io Strategic Business Development Teamis a high-impact unit of senior industry experts, workflow architects, enterprise advisors, and creative technologists. As trusted advisors to our customers and cross-functional partners, we collaborate on the most pressing go-to-market, product integration, and strategic partnership challenges.

What will I be doing?

We are recruiting a Senior Manager to oversee, cultivate, and grow a team. This role requires a seasoned leader who can build and mentor a high-performing team. They also work at the executive level, crafting strategy, encouraging cross-functional alignment, and defining how the group engages with the world's largest enterprises.

You will influence and refine the engagement model. You will develop processes to synthesize field intelligence into artifacts. You will build guidelines to influence solution strategy. All of this supports strengthening the product roadmap and accelerating enterprise GTM execution.

You will develop cross functional frameworks with Product Marketing Leadership that strengthen market insights, narratives, and GTM strategy. You will ensure the workflows behind our GTM narratives remain authentic, scalable, and enterprise-ready.

The successful candidate possesses confident executive presence who can inspire both their team and senior decision makers. You are a practitioner-turned-leader with a creative technology background, a passion for building outstanding customer experiences, and a demonstrated capacity to develop the talent around you.

Responsibilities

Team Leadership & Development

• Hire, onboard, and develop high impact individuals, fostering a culture of excellence, curiosity, and customer obsession.
• Define team structure, coverage models, and individual goals that align with Frame.io's Enterprise Strategy.
• Mentor and coach team members to grow from tactical execution toward strategic consulting - building credibility, expanding their scope, and accelerating their career development.
• Establish consistent methodologies, playbooks, and training programs that enable team-wide independence and scalability.

Strategic Direction & Cross-Functional Influence

• Evolve our engagement process and output artifacts for transforming customer business needs into clear requirements for Product and Engineering.
• Act as the team's voice in strategic forums with Product, PMM, Sales, Security, and Solution Architects; drive alignment on priorities, timing, and enterprise readiness.
• Partner with Product Marketing toco ownsales playbooks, demo narratives, and value frameworks-ensuring workflows behind GTM narratives are real, scalable, and measurable.
• Drive multi-product consumption strategies that position Frame.io as the indispensable "Work-in-Progress" backbone within Adobe's content supply chain and AI strategy.

Enterprise & Customer Engagement

• Define entry/exit criteria, success metrics, risk plans, and feedback loops for high touch private alphas and betas with marquee customers.
• Develop and maintain trust with key external technology partners, acting as a senior representative of Frame.io's strategic vision.
• Represent the team at customer meetings, Adobe customer days, industry events, and conferences.

Operational Excellence

• Develop and iterate performance measurements against workflow adoption, enterprise impact, field intelligence contributions, and cross-functional influence.
• Use a data-driven approach to report on team performance to senior leadership and advocate for resources, tooling, and process improvements.
• Bridge pre-sales and post-sales execution at a team level, ensuring consistent workflow delivery and a foundation for long-term expansion.

Ideal Skills & Background

• Leadership Experience:3+ years of people management experience leading high-performing, senior individual contributors in a customer-facing, technical, or strategic capacity.
• Strategic & Domain Expertise:10+ years of professional experience in creative operations, solution consulting, sales engineering or solution architecture, with a demonstrated progression from practitioner to strategic leader.
• Team Builder:Proven ability to recruit, develop, and retain senior talent.
• Value Selling Expertise:Deep ability to coach a team in synthesizing customer business challenges into composable solutions with quantifiable value. You model what great looks like and hold the team to that standard.
• Workflow Architecture Fluency:Sufficient hands-on depth in API-based end-to-end workflows (MAM, DAM, NLEs, Cloud Architecture) to credibly lead a team of workflow architects and guide their work.
• Practitioner-Level Credibility:Hands-on proficiency with Frame.io, Adobe Creative Cloud, and Generative AI models (Firefly, Sora, Midjourney, etc.) that earns institutional trust - both with your team and with customers.
• Cross-Functional Leadership:A strong track record of driving complex initiatives across Sales, Product, Security, Marketing, and Solution Architecture - without direct authority - and now doing so through and alongside a team.
• Executive Communication:Confidence crafting and delivering presentations that resonate from practitioner to C-suite.

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 values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity 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. Learn more.

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AI Use Guidelines for Interviews:
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.

At Adobe, we empower employees to innovate with AI - and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it's restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

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.