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.

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