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

JOB LEVEL

P50

EMPLOYEE ROLE

Individual Contributor

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

Expected Pay Range

Our compensation reflects the cost of labor across several U.S. geographic markets, and we pay differently based on those defined markets. The U.S. pay range for this position is $145,400 -- $261,150 annually. Pay within this range varies by work location and may also depend on job-related knowledge, skills, and experience. Your recruiter can share more about the specific salary range for the job location during the hiring process.‌

In California, the pay range for this position is $180,300 - $261,150 │ In New York, the pay range for this position is $180,300 - $261,150

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.

Internal Opportunities

Creativity, curiosity, and constant learning are celebrated aspects of your career growth journey. We’re glad that you’re pursuing a new opportunity at Adobe!

Put your best foot forward

1. Update your Resume/CV and Workday profile – don’t forget to include your uniquely ‘Adobe’ experiences and volunteer work.

2. Visit the Internal Mobility page on Inside Adobe to learn more about the process and set up a job alert for roles you’re interested in.

3. Check out these tips to help you prep for interviews.

4. If you are applying for a role outside of your current country, ensure you review the International Resources for Relocating Employees on Inside Adobe, including the impacts to your Benefits, AIP, Equity & Payroll.

Once you apply for a role via Workday, the Talent Team will reach out to you within 2 weeks. If you move into the official interview process with the hiring team, make sure you inform your manager so they can champion your career growth.

At Adobe, you will be immersed in an exceptional work environment that is recognized around the world. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely. If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

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.

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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.