Adobe—Manager - Sales Development, India

Job description

Description: Role Summary: 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. What You'll Do - Lead, mentor, and develop a team of BDRs responsible for pipeline creation. They are based in our three offices: Bangalore, Mumbai, and Noida. These locations are close to our sales collaborators and relevant customers. - 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. Our expectations are that you will: - 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. Our strong people culture expectations are that you will: - Create development plans that prepare BDRs for internal progression and future sales career pathways. - Ensure alignment with Adobe processes, tools, and operational standards. What You'll Need to Succeed - 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. 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. 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. Skills: pipeline generation, lead qualification, team leadership, outbound prospecting, sales performance management, coaching and mentoring, performance metrics analysis, forecasting, crm tools, salesforce, dynamics, account management, stakeholder management, outreach tools, zoominfo, lusha, chorus, marketing technology, enterprise sales, territory planning, business development, sales enablement, operational standards compliance, data reporting, early career development