Senior Manager, Strategic Business Development

About the Team

The Frame.io Strategic Business Development Team is a high-impact unit of senior industry experts, workflow architects, enterprise advisors, and creative technologists. As trusted advisors to our customers and cross-functional partners, we collaborate on the most pressing go-to-market, product integration, and strategic partnership challenges.

What will I be doing?

We are recruiting a Senior Manager to oversee, cultivate, and grow a team. This role requires a seasoned leader who can build and mentor a high-performing team. They also work at the executive level, crafting strategy, encouraging cross-functional alignment, and defining how the group engages with the world's largest enterprises.

You will influence and refine the engagement model. You will develop processes to synthesize field intelligence into artifacts. You will build guidelines to influence solution strategy. All of this supports strengthening the product roadmap and accelerating enterprise GTM execution.

You will develop cross functional frameworks with Product Marketing Leadership that strengthen market insights, narratives, and GTM strategy. You will ensure the workflows behind our GTM narratives remain authentic, scalable, and enterprise-ready.

The successful candidate possesses confident executive presence who can inspire both their team and senior decision makers. You are a practitioner-turned-leader with a creative technology background, a passion for building outstanding customer experiences, and a demonstrated capacity to develop the talent around you.

Responsibilities

Team Leadership & Development

• Hire, onboard, and develop high impact individuals, fostering a culture of excellence, curiosity, and customer obsession.
• Define team structure, coverage models, and individual goals that align with Frame.io's Enterprise Strategy.
• Mentor and coach team members to grow from tactical execution toward strategic consulting — building credibility, expanding their scope, and accelerating their career development.
• Establish consistent methodologies, playbooks, and training programs that enable team-wide independence and scalability.

Strategic Direction & Cross-Functional Influence

• Evolve our engagement process and output artifacts for transforming customer business needs into clear requirements for Product and Engineering.
• Act as the team's voice in strategic forums with Product, PMM, Sales, Security, and Solution Architects; drive alignment on priorities, timing, and enterprise readiness.
• Partner with Product Marketing to co‑own sales playbooks, demo narratives, and value frameworks—ensuring workflows behind GTM narratives are real, scalable, and measurable.
• Drive multi-product consumption strategies that position Frame.io as the indispensable "Work-in-Progress" backbone within Adobe's content supply chain and AI strategy.

Enterprise & Customer Engagement

• Define entry/exit criteria, success metrics, risk plans, and feedback loops for high‑touch private alphas and betas with marquee customers.
• Develop and maintain trust with key external technology partners, acting as a senior representative of Frame.io's strategic vision.
• Represent the team at customer meetings, Adobe customer days, industry events, and conferences.

Operational Excellence

• Develop and iterate performance measurements against workflow adoption, enterprise impact, field intelligence contributions, and cross-functional influence.
• Use a data-driven approach to report on team performance to senior leadership and advocate for resources, tooling, and process improvements.
• Bridge pre-sales and post-sales execution at a team level, ensuring consistent workflow delivery and a foundation for long-term expansion.

Ideal Skills & Background

• Leadership Experience: 3+ years of people management experience leading high-performing, senior individual contributors in a customer-facing, technical, or strategic capacity.
• Strategic & Domain Expertise: 10+ years of professional experience in creative operations, solution consulting, sales engineering or solution architecture, with a demonstrated progression from practitioner to strategic leader.
• Team Builder: Proven ability to recruit, develop, and retain senior talent.
• Value Selling Expertise: Deep ability to coach a team in synthesizing customer business challenges into composable solutions with quantifiable value. You model what great looks like and hold the team to that standard.
• Workflow Architecture Fluency: Sufficient hands-on depth in API-based end-to-end workflows (MAM, DAM, NLEs, Cloud Architecture) to credibly lead a team of workflow architects and guide their work.
• Practitioner-Level Credibility: Hands-on proficiency with Frame.io, Adobe Creative Cloud, and Generative AI models (Firefly, Sora, Midjourney, etc.) that earns institutional trust — both with your team and with customers.
• Cross-Functional Leadership: A strong track record of driving complex initiatives across Sales, Product, Security, Marketing, and Solution Architecture — without direct authority — and now doing so through and alongside a team.
• Executive Communication: Confidence crafting and delivering presentations that resonate from practitioner to C-suite.

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 $135,300 -- $258,400 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 $178,400 - $258,400 │ In New York, the pay range for this position is $178,400 - $258,400

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:

• Update your Resume/CV and Workday profile – don’t forget to include your uniquely ‘Adobe’ experiences and volunteer work.
• 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.
• Check out these tips to help you prep for interviews.
• 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.

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.