Relationship Management Specialist

Our Company

Changing the world through digital experiences is what Adobe's all about. We give everyone-from emerging artists to global brands-everything they need to design and deliver exceptional digital experiences! We're passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen.

We're on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours!

The Opportunity

Join the Document Cloud team as a Growth Specialist, where you'll play a pivotal role in accelerating customer success and driving expansion across Adobe's Document Cloud ecosystem. This role is designed for a proactive, customer-obsessed sales professional who thrives on turning potential into performance.

You'll be responsible for engaging existing customers who have purchased Acrobat, Acrobat Studio, Acrobat Sign, or Acrobat Services (collectively known as DCE), ensuring they quickly activate and derive measurable value from their investment.

In addition- you'll be responsible for generating and closing pipeline related to new emerging products that have yet to be released. The goal here is to help relay back product market fit feedback to product and our go-to-market teams.

Your mission: reduce churn risk, increase product adoption, and uncover expansion opportunities by guiding customers through onboarding, activation, and early usage milestones. Success in this role means transforming dormant accounts into thriving, referenceable customers.

Roles & Responsibilities

• Drive Utilization Across Large EnterprisesAccelerate adoption of Acrobat, Acrobat Sign, Acrobat Studio, and Acrobat Services across complex enterprise environments. Ensure consistent usage across departments and business units to maximize value realization.
• Build and Strengthen Executive RelationshipsCultivate strategic partnerships with senior stakeholders to align Document Cloud solutions with business priorities. Act as a trusted advisor to influence long-term customer vision and investment.
• Partner with Product & Engineering TeamsCollaborate cross-functionally to surface customer feedback, identify friction points, and co-develop solutions that unlock deeper product value and drive retention.
• Identify New Revenue OpportunitiesAnalyze usage patterns and business needs to uncover expansion opportunities. Drive upsell and cross-sell motions that contribute directly to ARR growth. This role carries quota accountability tied to expansion and utilization outcomes.
• Collaborate with Account Executives on Strategic AccountsWork closely with the broader sales organization to support long-term account planning, renewal strategy, and executive alignment across top-tier customers.
• Hunt for New Contacts and ChampionsProactively identify and engage new stakeholders within existing accounts - especially in decentralized or matrixed organizations - to expand influence, uncover new use cases, and mitigate risk from single-threaded relationships.
• Mitigate Churn Risk Through Activation & Value DeliveryEnsure customers are onboarded quickly and effectively post-purchase. Monitor health signals and intervene early to prevent disengagement or attrition.
• Champion Customer Success MetricsTrack and report on activation rates, usage milestones, and expansion wins. Use data to inform strategy and continuously improve customer outcomes.

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.

Adobe is proud to be an Equal Employment Opportunityemployer. 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 applicable characteristics protected by law. Learn more.

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