Go-to-Market (GTM) Manager - Corporate B2B, Business Professional

The Opportunity

We are looking for a Principal Go-to-Market (GTM) Manager to accelerate growth across the Corporate B2B segment for Document Cloud/Business Professionals by driving customer acquisition, engagement, and retention.

You will partner across Sales, Marketing, Product Marketing, Sales Operations, Finance and Product to define and complete integrated GTM strategies that deliver seamless customer journeys, improve sales efficiency, and accelerate revenue growth. This is a highly collaborative, globally visible role that blends strategic thinking with operational precision and cross-functional leadership. You will have an opportunity to shape the future of how Business Professionals do work across the market and make a material impact on Adobe's business.

What You'll Do

• GTM Strategy Development: Define and implement GTM strategies for the Corporate B2B segment. This includes creating business context, financial impact assumptions, core sales initiatives, and marketing focus areas.
• Sales Motion Strategy and Execution: Define sales motions and sales play execution strategies, including timing, calls-to-action, and prioritized requirements for target accounts. Develop sales motions and enablement strategies that empower field teams to deliver customer-centric solutions and increase revenue growth.
• Cross-functional alignment: Partner with Sales, Marketing, Product Marketing, SOPs, Finance, and Product teams to ensure consistent execution and feedback loops. Collaborate closely with field teams to drive sales productivity and velocity, improve efficiency, and ensure alignment on GTM goals.
• Marketing partnership: Collaborate with marketing teams to set priorities for investments that drive awareness, demand generation, pipeline creation, and conversion for priority segments, verticals, and offerings.
• Champion Customer Experience: Ensure seamless, integrated end-to-end customer journeys from first touch to post-sales activation, use, and renewals. Apply customer-centric motions to improve retention and mitigate attrition.
• Strategic Influence: Prepare strategic materials and analysis for senior leadership, influencing business planning and investment decisions.
• Operational excellence: Help remove bottlenecks in complex B2B sales cycles and drive process consistency across teams.
• Voice of the Field: Gather and apply insights from field teams, including input on product, messaging, pitches, and customer feedback, to continuously improve cross-functional execution and enhance customer engagement.

What You Need to Succeed

• 8+ years of experience in B2B SaaS or enterprise software, ideally focused on GTM, product marketing, sales strategy, sales leadership or revenue operations.
• Proven success developing GTM strategies or frameworks that scale across geographies while adapting to regional nuances.
• Excellent communication and collaborator engagement skills; able to influence cross-functional teams.
• Analytical approach with the ability to convert data into insights to drive decisions, and actionable outcomes.
• Skilled in project management, prioritization, and managing multiple workstreams in matrixed organizations.
• Comfortable working both strategically and tactically in fast-paced, evolving environments.
• You take full ownership-seeing initiatives through from strategy to execution, removing barriers, and clearing the path for our sales teams to succeed.
• MBA or management consulting experience is desirable

How You'll Make an Impact

• Build trusted cross-functional partnerships to ensure alignment, clarity, and collective ownership of results.
• Develop and implement global GTM strategy, working with international partners to ensure regional execution.
• Launch of new products and capabilities to market
• Enhance customer engagement and satisfaction across the Business Professional ecosystem.
• Drive increased sales productivity and velocity across field teams

About Adobe

Adobe empowers everyone to create through innovative platforms and tools that unleash creativity, productivity and personalized customer experiences. Adobe's industry-leading offerings including Adobe Acrobat Studio, Adobe Express, Adobe Firefly, Creative Cloud, Adobe Experience Platform, Adobe Experience Manager, and GenStudio enable people and businesses to turn ideas into impact, powered by AI and driven by human ingenuity.

Our 30,000+ employees worldwide are creating the future and raising the bar as we drive the next decade of growth. We're on a mission to hire the very best and believe in creating a company culture where all employees are empowered to make an impact. At Adobe, we believe that great ideas can come from anywhere in the organization. The next big idea could be yours.

Let's Adobe together

At Adobe, we believe in creating a company culture where all employees are empowered to make an impact. Learn more about Adobe life, including our values and culture, focus on people, purpose and community, Adobe for All, comprehensive benefits programs, the stories we tell, the customers we serve, and how you can help us advance our mission of empowering everyone to create.

Adobe is proud to be an Equal Employment Opportunity employer. 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 protected characteristic. Learn more.

Adobe aims to make our Careers website and recruiting process accessible to any and all users. If you have a disability or special need that requires accommodation to navigate our website or complete the application process, email accommodations@adobe.com or call +1 408-536-3015.

AI Use Guidelines for Interviews:
Our interviews are designed to reflect your own skills and thinking. The use of AI or recording tools during live interviews is not permitted unless explicitly invited by the interviewer or approved in advance as part of a reasonable accommodation. If these tools are used inappropriately or in a way that misrepresents your work, your application may not move forward in the process.

At Adobe, we empower employees to innovate with AI - and we look for candidates eager to do the same. As part of the hiring experience, we provide clear guidance on where AI is encouraged during the process and where it's restricted during live interviews. See how we think about AI in the hiring experience.

Expected Pay Range:

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.