BDR Manager India

About Adobe

Adobe is a worldwide leader in digital media and marketing solutions, empowering creators and brands to produce innovative digital experiences that engage audiences precisely when and where it matters most. Adobe transforms the world through its digital experience technologies.

Role Overview

The BDR Manager in India will lead a team of Business Development Representatives focused on creating qualified sales pipelines and facilitating early customer interactions. The manager will oversee initiatives across various sectors, including Enterprise, Conglomerates, Financial services, and new markets, playing a pivotal role in Adobe's demand generation operations. This position demands strong leadership skills to scale pipeline generation, mentor junior talent, and collaborate with sales, marketing, and enablement teams across the region.

Key Responsibilities

• Lead, guide, and develop BDR teams located in Bangalore, Mumbai, and Noida, enabling close collaboration with sales and customer segments.
• Manage team outcomes related to pipeline development, activities, qualification accuracy, and conversion benchmarks via regular coaching, performance scorecards, and reviews.
• Work closely with Account Executives, Sales Managers, Marketing, Enablement, and Operations to align efforts on target accounts, follow-up campaigns, pipeline quality, and business objectives.
• Foster a performance-driven culture emphasizing accountability, recognition, constant feedback, and career growth opportunities.
• Track and analyze metrics such as ramp-up time, activity levels, meeting effectiveness, and opportunity conversion rates.

Operational Expectations

• Coach the team on best practices in outbound prospecting using channels like email, phone calls, social selling, and AI-based research and engagement tools.
• Implement stringent qualification criteria to ensure generated opportunities are viable and effectively advance through the sales funnel.
• Leverage data insights and reporting to monitor trends, close skill gaps, and optimize operational cadence across the team.
• Model communication, qualification, forecasting standards, and effective usage of tools including Outreach, Dynamics, ZoomInfo, Lusha, and Chorus.
• Collaborate with local business leaders to maintain harmony on account targeting, territory planning, and regional execution strategies.

Culture and Development

• Design advancement plans for BDRs aimed at internal career progression and sales career paths.
• Ensure compliance with Adobe’s operational processes, tools, and standards.

Candidate Profile

• Over 12 years’ experience in SaaS or enterprise technology fields, with a minimum of 5 years managing sales development, business development, or inside sales teams.
• Deep knowledge of pipeline generation, outbound sales approaches, lead qualification, and enterprise-level sales processes.
• Proven expertise in coaching junior sales talent and crafting structured development plans to enhance performance and career trajectories.
• Strong analytical and operational capabilities including managing performance metrics, forecasting, and proficiency in CRM and sales engagement platforms.
• Exceptional communication and stakeholder management skills with an ability to engage senior sales and marketing leaders.
• Experience in marketing technology or related enterprise software industries is a significant advantage.