Manager - Sales Development, India

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. Lead, mentor, and develop a team of BDRs responsible for pipeline creation. 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. Establish and monitor key ramp and productivity metrics, including time to productivity, activity levels, meeting quality, and opportunity conversion. 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. Create development plans that prepare BDRs for internal progression and future sales career pathways. Ensure alignment with Adobe processes, tools, and operational standards. 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. 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.