Enterprise Sales Account Director – DHS/DOJ

Adobe

. Develop and complete comprehensive business plans for DOD accounts, aligning Adobe's digital transformation capabilities with agency mission priorities .

Posted 11/9/2026full-timeRemote • Virginia • United StatesLead💰 $229,000 - $369,600 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in enterprise software sales within federal DOD agencies, with a strong focus on consultative sales methodologies and the ability to translate technical capabilities into business value. Proven ability to manage complex contract negotiations and maintain relationships with C-suite executives while ensuring compliance with federal security requirements.

Highest-signal resume keywords

Enterprise Software Sales ExperienceFederal Security ClearanceConsultative Sales MethodologiesCloud Technologies (SaaS)Federal Procurement Processes

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business Plan DevelopmentReturn On Investment AnalysisContract NegotiationPipeline ForecastingFederal Cybersecurity FrameworksDigital TransformationData AnalyticsWorkflow AutomationUnderstanding Of Immigration LawFederal Modernization Programs

Soft Skills

Executive PresenceInfluencing Without AuthorityOutstanding Communication SkillsCultural CompetencyTeam Management

Tools & Technologies

Adobe ProductsDocument Management SolutionsGSA SchedulesSEWP ContractsAgency-Specific Procurement Vehicles

Certifications & Qualifications

Bachelor's DegreeMBA (Preferred)Active Federal Security Clearance

Industry Keywords

DHSDOJLaw EnforcementBorder SecurityFederal IT Modernization

Tech Stack

Tools & technologies

CloudCyber Security

About the role

Key responsibilities & impact

Develop and complete comprehensive business plans for DOD accounts, aligning Adobe's digital transformation capabilities with agency mission priorities
Build and maintain C-suite relationships with Senior Executive Service (SES) leaders, CIOs, and program directors
Drive revenue growth through strategic account expansion and new solution adoption
Translate complex technical capabilities into business value propositions for law enforcement and border security executives
Conduct return on investment analysis demonstrating operational and mission benefits
Lead cross-functional teams including presales engineers, solution consultants, and partner managers to deliver proposals
Manage complex, multi-million dollar contract negotiations involving procurement regulations, security requirements, and compliance mandates
Maintain accurate pipeline forecasting and provide strategic insights to senior leadership
Navigate federal acquisition processes including GSA schedules, SEWP contracts, and agency-specific procurement vehicles
Ensure solutions meet federal security requirements including FedRAMP, FISMA, and agency-specific ATOs
Collaborate with security and compliance teams on law enforcement data handling requirements
Maintain current knowledge of federal cybersecurity frameworks and emerging threats

Requirements

What you’ll need

Bachelor's degree required
7+ years of enterprise software sales experience within federal DOD agencies
Proven track record selling to DHS/DOJ agencies
Active federal security clearance (Secret minimum; Top Secret/SCI strongly preferred)
Candidates must be U.S. citizens and able to pass comprehensive background investigations
Demonstrated proficiency in consultative sales methodologies (Challenger, Value Selling, SPIN, etc.)
Experience with cloud technologies, particularly SaaS solutions in federal environments
Understanding of federal IT modernization initiatives and digital transformation priorities
Knowledge of federal procurement processes and contract vehicles
Exceptional executive presence with ability to influence without authority
Outstanding written and verbal communication skills, including presentation abilities
Experience managing cross-functional teams and complex collaborator relationships
Cultural competency working within federal law enforcement communities
Ability to obtain and maintain a federal security clearance
MBA from accredited institution preferred
Previous experience with Adobe products or document management solutions preferred
Background in cybersecurity, data analytics, or workflow automation preferred
Understanding of immigration law, border security operations, or law enforcement processes preferred
Experience with federal modernization programs (FITARA, CIO Council initiatives, etc.) preferred

Benefits

Comp & perks

Sales commission plans for sales roles
Certain roles may be eligible for a new hire equity award
Comprehensive benefits programs
Reasonable accommodations during the recruiting process