Relationship Management Specialist

Growth Specialist

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 Enterprises : Accelerate 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 Relationships : Cultivate 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 Teams : Collaborate cross-functionally to surface customer feedback, identify friction points, and co-develop solutions that unlock deeper product value and drive retention.
• Identify New Revenue Opportunities : Analyze 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 Accounts : Work 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 Champions : Proactively 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 Delivery : Ensure customers are onboarded quickly and effectively post-purchase. Monitor health signals and intervene early to prevent disengagement or attrition.
• Champion Customer Success Metrics : Track and report on activation rates, usage milestones, and expansion wins. Use data to inform strategy and continuously improve customer outcomes.

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 $100,100 $180,000 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.

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.

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 applicable characteristics protected by law.

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