Senior Director, GTM (US)

WHAT YOU'LL DO

• Lead technical solutioning on enterprise pursuits: architecture narrative, effort estimation, staffing shape, scope definition and pricing input
• Own the pitch, build the story, stand in front of client executives alongside creative and strategy leads, and defend the approach under pressure
• Decide what to chase and what to decline, and make the case for walking away when the work isn't right
• Produce estimates that hold up and own estimate-versus-actual accuracy as a practice discipline
• Be the commercial and technical face of Code and Theory inside Adobe: field teams, product, partner organization
• Drive the co-sell motion, build named relationships, generate referral flow, and position us on deals before they reach RFP
• Support Adobe's own sales motion, including forward-deployed architects who run proofs of concept and value-realization work at Adobe's clients
• Know when to recommend against Adobe's preferred product because it's wrong for the client and hold that line
• Expand existing engagements through consulting-led growth rather than staffing volume
• Convert implementation projects into multi-year retained relationships, including structuring commercial models that let clients flex without renegotiating
• Build an independent client base rather than depending on referred work
• Create productized offerings, accelerators, reference architectures and demo assets the practice can reuse and sell
• Establish the pursuit process: qualification, solutioning, review, handoff, and make it repeatable across a growing team
• Own the clean handoff into delivery, and stay accountable after signature when scope or expectations need renegotiating
• Hire, lead and grow a team of solution architects and pre-sales specialists across the US
• Own performance management, development and compensation for that team
• Establish AI-native working across the pursuit motion using Claude, Cursor and equivalent tooling to accelerate RFP response, solution documentation, estimation and demo building, and building agentic tooling where it earns its place

WHAT YOU'LL NEED

• 15+ years in technology, including 5+ years owning a revenue or pipeline number
• Demonstrable growth you personally drove: portfolio value, win rate, average deal size, account expansion
• Experience owning or heavily influencing pursuits at $1M+, and comfort operating at $10M+ program scale
• A track record of commitments that held
• Deep working knowledge of Adobe Experience Cloud - AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO - sufficient to shape a solution and hold a client architecture conversation
• Enough command across content, data and work management to know which products fit a problem and which don't
• Genuine experience of the Adobe partner motion: co-sell, alliance management, field relationships
• Experience owning end-to-end RFP responses: strategy, entity assembly, narrative coherence, and delivering the pitch
• Executive stakeholder management, including C-suite advisory and difficult conversations about scope, timeline or price
• Experience with US and EU enterprise clients; APAC useful
• Direct management of a client-facing team, including performance reviews and compensation decisions
• Experience working with offshore and nearshore delivery - India, LATAM, Philippines - and making that partnership work in practice rather than nominally
• Agency or consultancy background; understanding of billability, utilization and margin, and why an inaccurate estimate is a commercial failure
• Hands-on daily use of AI tooling: RFP response, solution documentation, estimation, demo development
• Experience building or directing agentic tooling, not only consuming AI features
• Ability to establish AI-native practice across a team, including with people who are skeptical

NICE TO HAVE

• Prior time inside Adobe, or extensive partner-side work deploying Adobe services
• Experience building a practice or offering portfolio from an early stage
• Adobe certifications across multiple products
• Experience selling into agency networks or holding-company structures
• Published thought leadership, or an active presence in the Adobe ecosystem