Role Overview

Adobe’s ICX Sales organization is a modern, data-driven digital sales engine, tightly integrated with Adobe.com and the broader customer engagement ecosystem. As Manager / Senior Manager – Inside Sales & Customer Success (APAC), this role will lead and scale high-performing teams across Inbound Sales, Outbound Sales, and Customer Success motions, with a strong focus on regional strategy, execution excellence, and sustainable revenue growth.

This is a people-first leadership role with mandatory team management experience across APAC markets, responsible for driving new customer acquisition, pipeline conversion, and expansion of an existing book of business through structured, repeatable strategies tailored to diverse APAC geographies.

Key Responsibilities

1. Team Leadership & People Management (Mandatory – APAC)

· Lead, coach, and develop multi-layered Inside Sales and Customer Success teams across APAC, ensuring strong frontline execution and leadership bench strength.

Drive consistent performance management through goal setting, regular cadence reviews, and skill development aligned to regional needs.
Build a high-engagement culture focused on accountability, collaboration, and customer obsession.
Partner closely with regional stakeholders to align staffing, capacity planning, and coverage models for APAC markets.

2. Inbound Sales Strategy & Execution (Chat & Phone)

· Own Inbound Sales performance across Chat and Phone channels, ensuring optimal conversion of digital demand.

Define and execute channel-specific strategies to improve:

o Lead-to-opportunity conversion

Response times and customer experience
Productivity and revenue per rep
Leverage customer intent, behavioural signals, and analytics to prioritize high-value inbound opportunities.
Work cross-functionally with Marketing, Digital, and Operations teams to continuously improve inbound demand quality and routing.

3. Outbound Sales & Pipeline Generation (Leads, RFIs, MQLs)

· Drive Outbound Sales strategy for APAC, covering Leads, RFIs, MQLs, and targeted account outreach.

Establish clear outbound motions by market segment, geography, and product mix.
Ensure disciplined pipeline generation, coverage ratios, and funnel hygiene.
Partner with Marketing to optimize MQL definitions, follow-up SLAs, and campaign effectiveness.

4. Customer Success & Expansion (Existing Book of Business)

· Own Customer Success outcomes for an assigned APAC book of business, with a focus on:

o Retention

Upsell and cross-sell
Long-term customer value growth
Define regional expansion playbooks aligned to customer maturity, industry, and usage signals.
Drive proactive engagement strategies using lifecycle triggers, renewal signals, and adoption insights.
Ensure tight collaboration between Sales and Customer Success teams for seamless customer journeys.

5. Regional Strategy & Business Planning (APAC)

· Develop and execute clear, market-specific strategies for APAC, recognizing the diversity across developed and emerging markets.

Use data and insights to prioritize investments, capacity, and coverage across countries.
Own forecasting accuracy, revenue attainment, and execution rigor for the region.
Act as a strategic thought partner to senior leadership on growth opportunities, risks, and scaling models.

Required Experience & Qualifications

· 10–14+ years of experience in Inside Sales, Digital Sales, or Customer Success roles (experience level flexible for Manager vs. Senior Manager).

· Mandatory people management experience across APAC markets, including leading managers and/or large frontline teams.

Proven expertise across:

o Inbound Sales (Chat and Phone)

o Outbound Sales (Leads, RFIs, MQLs)

o Customer Success (Retention and Expansion of existing customers)

Strong understanding of digital-first sales models, funnel management, and data-driven decision making.
Demonstrated ability to define and execute regional strategies that balance scale, efficiency, and customer experience.
Experience partnering with Marketing, Operations, Analytics, and Product teams.
Excellent communication, stakeholder management, and executive presence.

Preferred Attributes

· Experience in SaaS, subscription-based, or recurring revenue business models.

Strong analytical mindset with comfort using dashboards, metrics, and performance insights to drive action.
Ability to lead through change and ambiguity in fast-growing, matrixed environments.
Passion for coaching, developing talent, and building future leaders.

Why Adobe / ICX Sales

At Adobe ICX Sales, we are redefining how modern sales works—powered by data, analytics, and deep customer understanding. This role offers a unique opportunity to shape APAC growth strategy, lead at scale, and directly influence how customers experience Adobe across their lifecycle.

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.

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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.