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. 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