Description
The BDR Manager – India leads a team of Business Development Representatives focused on generating qualified pipeline and creating meaningful early-stage customer engagement across the business’ Enterprise, Conglomerate, Financial and Greenfield segments.
This team is a critical part of Adobe’s demand generation engine, helping connect customers to the value of our solutions through thoughtful outreach and strong qualification. Success in this role calls for a people leader who can scale pipeline creation, develop early-career talent, and partner closely with sales, marketing, and enablement teams to drive execution across the region.
Responsibilities
- Lead, mentor, and develop a team of BDRs responsible for pipeline creation. They are based in our three offices: Bangalore, Mumbai, and Noida.
- Own team performance against pipeline, activity, qualification, and conversion targets through consistent coaching, scorecards, and performance reviews.
- Partner closely with Account Executives, Sales Managers, Marketing, Enablement, and Operations to align on target accounts, campaign follow-up, pipeline quality, and business priorities.
- Build a high-performance culture grounded in accountability, recognition, continuous feedback, and career development.
- Establish and monitor key ramp and productivity metrics, including time to productivity, activity levels, meeting quality, and opportunity conversion.
Expectations
- Mentor the team on outbound prospecting guidelines across email, calling, social selling, and AI-assisted research and messaging.
- Drive rigorous qualification standards to ensure opportunities generated by BDRs are high quality and progress effectively through the sales cycle.
- Use data, reporting, and pipeline insights to identify performance trends, close skill gaps, and improve operating rhythm across the region.
- Model guidelines in communication, lead qualification, forecasting protocols, and effective use of tools such as Outreach, Dynamics, ZoomInfo, Lusha, and Chorus.
- Work with local business leaders to maintain alignment on account focus, territory priorities, planning assumptions, and regional execution needs.
People Culture Expectations
- Create development plans that prepare BDRs for internal progression and future sales career pathways.
- Ensure alignment with Adobe processes, tools, and operational standards.
Requirements
- 12+ years of experience in SaaS or enterprise technology, including 5+ years leading Sales Development, Business Development, or inside sales teams.
- Strong understanding of modern pipeline generation, outbound prospecting, lead qualification, and enterprise sales motions.
- Proven success coaching early-career sales talent and building structured development plans that improve performance and support career growth.
- Strong analytical and operational skills, including experience with performance metrics, forecasting inputs, and CRM or sales engagement tools.
- Excellent communication and collaborator management skills, with confidence working across senior sales and marketing leadership.
- Experience in marketing technology or adjacent enterprise software categories is highly desirable.