Business Development Executive - Military, National Security & Homeland 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!

The Opportunity
Adobe seeks a strategic Business Development Executive to drive growth and deepen impact within Military, National Security, and Homeland Security sectors. This role will focus on building senior-level relationships, negotiating strategic alliances, and positioning Adobe as a trusted partner for digital transformation across defense and security agencies.

What You'll Do

• Develop tailored value propositions aligning Adobe solutions with defense and security priorities (e.g., mission readiness, digital modernization, cost efficiency, AI adoption).
• Identify, negotiate, and secure strategic partnerships and enterprise license agreements with key military and national security clients.
• Build and nurture relationships with senior stakeholders (CxOs, directors, agency leaders) across DoD, intelligence, and homeland security organizations.
• Lead market analysis to inform business strategies and monitor large-scale transformation projects.
• Represent Adobe at industry events, government councils, and conferences.
• Collaborate with internal teams and technology partners to package and deliver integrated solutions.
• Drive contract negotiations, ensuring compliance and favorable terms.
• Establish and track key performance indicators (KPIs) for business development efforts.
• Advocate for client needs, gather feedback, and drive continuous improvement.

What You Will Need

• Minimum 5-7 years enterprise software sales experience within Federal government, DoD, or National Security sectors.
• Deep understanding of government procurement processes, funding models, and agency structures.
• Proven track record in business development, government relations, or public sector leadership.
• Established network with senior decision-makers in defense and security agencies.
• Experience with cloud technology (SaaS preferred) and proficiency in sales methodologies (e.g., Value Selling, Challenger Selling).
• Strong communication and relationship-building skills.
• Ability to work cross-functionally with sales, marketing, and partner ecosystem teams.

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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