Enterprise Retention Consultant

THE OPPORTUNITY A dollar of renewal saved is a dollar of growth. Adobe’s Retention Center of Excellence (COE) is investing in seasoned renewal leaders to consult with account teams and protect our largest enterprise contracts. The Enterprise Retention Consultant protects and grows Adobe’s enterprise customer base by leading the most complex, high-risk, and high-value renewals across our largest strategic accounts. ROLE OVERVIEW The Enterprise Retention Consultant is a senior consultative role mapped to ~2 Industries (NA) or Geographies (EMEA), partnering closely with the Industry / Region GM. The role will be assigned a list of renewals with $500K+ net attrition risk and will diagnose renewal risk, coach account teams on deal strategy and negotiation, and structures agreements that protect long-term retention and revenue—without taking ownership of the deal. KEY RESPONSIBILITIES Diagnose renewal risk early—identifying root causes such as product gaps, relationship erosion, competitive displacement, or economic headwinds—and build targeted recovery plans. In partnership with the account team, advise on and set negotiation strategy for complex enterprise renewals involving procurement, legal, CFOs, and executive sponsors on transactions exceeding $10M TCV. Re-anchor customer value in competitive, budget-pressured, or high-leverage renewal situations where Adobe must re-earn the business. Build/leverage a playbook approach that brings the proper members of the Adobe ecosystem together to align on renewal strategy and coordinate all data/insights inputs from these teams into the renewal approach (e.g. CSM, DSG) Design creative deal structures—right-sizing, multi-year terms, consumption model adjustments—that balance customer value with Adobe’s long-term revenue objectives. Design compelling customer-facing deal structure and partner with deal desk to ensure proper back end/Adobe deal structure for seamless close. Coach Account Directors on renewal execution—stakeholder mapping, value re-articulation, and commercial negotiation—elevating team capability without taking ownership of the deal. Drive disciplined renewal processes: engage 12–18 months pre-expiration, align mutual action plans to customer budget cycles, and maintain dynamic stakeholder maps. Maintain accurate pipeline hygiene and renewal forecasts in CRM, giving leadership clear visibility into at-risk deals and recovery status across assigned verticals. Prioritize a high volume of concurrent engagements by risk, revenue impact, and strategic importance—partnering across Sales, CS, Finance, and Legal to drive unified retention outcomes REQUIRED CAPABILITIES & EXPERIENCE Ability to quickly diagnose renewal risk and structure sophisticated commercial agreements—right-sizing, multi-year, or consumption-based—that protect revenue and reinforce customer value. Creative thinker with ability and willingness to think outside of the box on how Adobe can collectively work together to retain the business of our customers. Strong executive presence and communication skills to engage credibly at the C-suite level, both internally and with customers. Ability to pull together data and insights from multiple sources/stakeholders to help build compelling calls to action (internally and with customers) Deep expertise in enterprise negotiations—navigating procurement, legal, and C-suite stakeholders on complex, multi-party deals. Proven coaching ability—track record of elevating seller capability in renewal motions and influencing outcomes without direct authority. Operational rigor managing renewal pipelines, forecasts, and risk reporting across a high-volume, matrixed environment. QUALIFICATIONS 10+ years in enterprise SaaS sales or complex commercial negotiations, with direct experience leading large-scale renewals. Deep understanding of SaaS subscription models, enterprise procurement, and renewal economics. Fluency in English and German; any additional European language is a plus 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. 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. 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. There's more than meets the eye when it comes to Adobe. Take the quiz and see how well you know us! 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. Learn more. Adobe aims to make Adobe.com 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 (408) 536-3015.