At Adobe, were on a mission to change the world through digital experiences - now powered by an AI-first approach. We enable everyone, from individual creators to global enterprises, with the tools to create, collaborate, and deliver exceptional digital content with speed, intelligence, and scale.

From industry-leading creative solutions to productivity platforms like Acrobat and Acrobat Sign, Adobe is redefining how people work with documents - making them smarter, more automated, and seamlessly connected across devices and workflows. Our innovations combine creativity, productivity, and AI-driven intelligence to transform how businesses engage customers, streamline operations, and unlock new growth opportunities.

We are equally committed to building an exceptional workplace - one that attracts top talent, fosters innovation, and empowers our people to do their best work every day.

The Art of Sales is changing:

The fundamentals of selling may be timeless, but todays digital-first businesses demand a modern approach. Sales must evolve to meet changing customer expectations and buying behaviors.

Adobes Integrated Customer Experience (ICX) organization represents a next-generation sales model - powered by advanced analytics, data science, and AI, to enable highly personalized, insight-driven customer engagement at scale.

By leveraging AI-driven capabilities such as personalized outreach, dynamic email campaigns and video messaging tailored to individual customer needs and behaviors, we are able to create more meaningful and contextual customer connects. These AI-powered interactions allow us to engage customers at the right moment with relevant messaging, improving both response rates and overall experience.

This approach enables us not only to deepen relationships within our existing install base through targeted expansion, but also to drive new user acquisition across accounts - accelerating overall growth while maintaining a high degree of personalization and customer-centricity.

The Challenge:

We are looking for sales professionals who will be responsible for driving expansion within the existing install base, as well as growing the book of business by acquiring new users within these accounts. You will be responsible for selling our Creativity & Productivity product portfolio, aligning customer needs with the value of our offerings to achieve revenue targets and long-term account growth.

What you'll do as a CSAM:

- Master Adobe Solutions: Develop a strong understanding of the product solution and lead customer conversations by anchoring on their key challenges, positioning the solution in a way that directly addresses their specific business problems.

- Driving Expansion: Drive Up-sell & Cross-sell by prioritizing accounts with highest propensity to buy by clearly defining ideal customer profile and contact them via phones, emails & Video Meetings.

- New User Acquisition: Besides driving expansion through upsell and cross-sell within existing accounts, you will also be responsible for identifying and acquiring new users and business professionals within the organization who are not currently using Adobe products. This includes analyzing overall organizational headcount and current penetration levels to identify whitespace opportunities and drive increased adoption across the enterprise.

- Quota Attainment: Deliver the quarterly target as assigned by the business. Be accountable to the goals of calls, emails, social media contacts, qualified meetings, opportunities, and revenue.

- Customer Research: Research customers in Adobe's various customer management systems & external sources such as LinkedIn, ZoomInfo, etc. to identify the growth opportunity within an account. Know who the customer is on a real-time basis when interacting with the customer over email, the phone, or video conference.

- Execute Marketing Leads/ Growth Propensity indicators: Execute Marketing Qualified Leads (MQLs) & other call to actions based on the propensity growth indicators with a defined SLA to maximize revenue.

- Pipeline Management: Manage the lead & opportunity pipeline from week to week, providing accurate and timely updates to management on progress and outlook. Keep leads and opportunities updated in our internal CRM.

- Demos: Provide a basic demo of Adobe solutions to customers. Identify opportunities where a product specialist team can be involved to increase the deal size. Set up and attend the demos with them.

What you need to succeed:

- Sales Expertise: 3+ Years of IT or software sales experience; Inside Sales experience is a plus. Experience selling SaaS solutions preferred, with SMB segment exposure and proven ability to acquire net-new customers. Possess sound understanding of the sales cycle, inside sales model, and consultative selling approach. A basic understanding of sales techniques like BANT, objection handling, sales funnel, and pipeline management is desired. Experience using Salesforce or similar CRM.

- Communication & Interpersonal Skills: Exceptional ability to build trust and rapport through clear, professional communication across multiple channels (phone, email, video, etc.). Be ready to cold call and book meetings daily with the strong ability to lead a customer conversation.

- Execution Excellence & Activity Management: Thrive in a high-volume, metrics-driven sales environment with a strong emphasis on daily outreach. Expected to consistently deliver 6070 outbound calls and 4050 emails per day while effectively managing time, prioritizing tasks, and navigating multiple tools.

- Maintain Motivation in a Remote Work Environment: Demonstrate the ability to stay self-motivated, focused, and productive while working remotely, ensuring consistent performance and timely achievement of goals.

- Technology Enthusiast: A passion for technology with the ability to quickly learn and articulate the business value of Adobe solutions.

- Organizational Skills: Strong organization, follow-through, and documentation skills suitable for customer communication.

- Data-Driven Decision Making: Utilize customers demographics, history, and insights to pitch and drive sales.

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