Senior Director, GTM (US)

About This Opportunity

We are representing a confidential digital agency seeking a Senior Director, GTM to lead go-to-market strategy for their Adobe practice across the United States. This is a high-impact role balancing pursuits and solutioning (50%), alliance management and account growth (25%), offering development (15%), and team leadership (10%). In quarters with strong pipeline activity, you'll tilt heavily toward pursuit work.

Our client operates at the intersection of creativity and technology, delivering enterprise-scale digital solutions for Fortune 100 companies and innovative startups across financial services, CPG, technology, travel, hospitality, and media sectors.

Responsibilities

• Lead technical solutioning for enterprise pursuits, including architecture narratives, effort estimation, staffing models, scope definition, and pricing input
• Own the pitch process: build compelling narratives, present to C-suite executives alongside creative and strategy teams, and defend technical approaches under scrutiny
• Make strategic pursuit decisions, including when to decline opportunities that aren't the right fit
• Produce accurate estimates and own estimate-versus-actual accountability as a practice discipline
• Serve as the commercial and technical liaison with Adobe field teams, product groups, and partner organizations
• Drive co-sell motions, cultivate named relationships, generate referral pipeline, and position the firm on deals before they reach RFP stage
• Support Adobe's sales activities, including collaboration with forward-deployed architects on proofs of concept and value-realization initiatives
• Expand existing client engagements through consulting-led growth rather than volume-based staffing
• Convert implementation projects into multi-year retained relationships with flexible commercial structures
• Develop productized offerings, accelerators, reference architectures, and reusable demo assets
• Establish repeatable pursuit processes covering qualification, solutioning, review, and handoff
• Own clean delivery handoffs and remain accountable post-signature for scope or expectation adjustments
• Build and manage a team of solution architects and pre-sales specialists across the US, including performance management, development, and compensation oversight
• Implement AI-native workflows using tools like Claude and Cursor to accelerate RFP responses, solution documentation, estimation, and demo development

What We're Looking For

Required qualifications:

• 15+ years in technology, including 5+ years owning revenue or pipeline metrics
• Proven track record driving measurable growth in portfolio value, win rate, average deal size, or account expansion
• Experience owning or heavily influencing pursuits valued at $1M+, with comfort operating at $10M+ program scale
• History of commitments that held through delivery
• Deep working knowledge of Adobe Experience Cloud products (AEM, EDS, AEP, RTCDP, Workfront, Fusion, Analytics, Target, AJO) sufficient to shape solutions and conduct client architecture conversations
• Command across content, data, and work management capabilities to determine product fit
• Genuine experience with Adobe partner motion: co-sell, alliance management, and field relationships
• End-to-end RFP response ownership, including strategy, entity assembly, narrative development, and pitch delivery
• Executive stakeholder management, including C-suite advisory and difficult conversations about scope, timeline, or pricing
• Experience with US and EU enterprise clients; APAC experience useful
• Direct management of client-facing teams, including performance reviews and compensation decisions
• Experience working effectively with offshore and nearshore delivery partners in India, LATAM, or Philippines
• Agency or consultancy background with understanding of billability, utilization, margin economics, and the commercial impact of estimate accuracy
• Daily hands-on use of AI tooling for RFP response, solution documentation, estimation, and demo development
• Experience building or directing agentic tooling beyond consuming AI features
• Ability to establish AI-native practices across teams, including with skeptical team members

Preferred qualifications:

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

How We Work With You

When you apply through Get A Job.ai, our talent team conducts an initial screening to understand your background and match you with the right opportunity. We then submit qualified candidates to our client and support you throughout their interview process. Please apply exclusively through our platform and do not contact the client directly, as we manage all candidate communications to ensure the best experience for everyone involved.

Pay

The client's compensation range for this role is $225,000 - $300,000, spanning multiple seniority levels. They are open to hiring at the level that best matches the right candidate's experience. Actual compensation depends on skill set, experience level, budget, and location.

Get A Job.ai is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees and candidates.