Enterprise Sales Account Director – State & Local Government

Adobe

. Run an enterprise sales territory focusing on state & local government customers .

Posted 4/21/2026full-timeRemote • Oregon, Washington • 🇺🇸 United StatesLead💰 $229,000 - $369,600 per yearWebsite

About the role

Key responsibilities & impact

Run an enterprise sales territory focusing on state & local government customers
Develop target named account strategies and tactical penetration plans
Develop and maintain relationships at the “C” and “VP” levels of the defined target named accounts
Develop compelling value propositions based on return on investment cost/benefit analysis
Successfully navigate the sales process by identifying potential business prospects, assessing their suitability, and finalizing new deals.
Sell against annual revenue targets for software licenses and services
Coordinate with pre-sales and professional services teams
Supply creative ideas and participate in marketing events
Provide accurate and timely sales forecasts
Develop, maintain and strengthen third party relationships

Requirements

What you’ll need

Demonstrated sales track record with Tier 1 and Tier 2 government customers (5-10 years’ experience)
Understanding of public sector industry with an emphasis on digital experience for customers
Understanding of broad competitor solution footprints for the information systems marketplace
Be able to work with prospects to understand their business requirements and value models
Ability to quickly adapt and then clearly articulate value propositions
Ability to work cross functionally and collaboratively to bring in the right resources to bear at the right stage in the selling process
Experience and success in selling high value, long lead time enterprise solutions software ($500K and above)
Excellent new business development skills and sales quota attainment track record
Demonstrates a resourceful and proactive approach; takes the initiative to connect with prospects in creative ways; takes full responsibility for their own success with minimal support until prospects are qualified; showcases perseverance and a strong desire to achieve.
Strong skills in the following: communication, presentation skills, negotiation, organizational and attention to detail
Proficient networker. Ability to develop and use relationships with senior industry leaders and key influencers
High comfort level and presence with senior government executives
An accomplished history of selling multi-level to business, technical, IT people, and C-level executives
Bachelor’s degree or equivalent experience in a related area

Benefits

Comp & perks

Health insurance
401(k) matching
Flexible working hours
Paid time off
Professional development opportunities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales processcost/benefit analysisenterprise solutions softwaresales quota attainmentbusiness developmentvalue propositionsaccount strategiestactical penetration planssales forecastingrelationship management

Soft Skills

communicationpresentation skillsnegotiationorganizational skillsattention to detailresourcefulnessproactivityperseverancecollaborationnetworking

Certifications

Bachelor’s degree