Our Company Changing the world through digital experiences is what Adobe's all about. We give everyone-from emerging artists to global brands-everything they need to design and deliver exceptional digital experiences! We're passionate about empowering people to create beautiful and powerful images, videos, and apps, and transform how companies interact with customers across every screen. We're on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We realize that new ideas can come from everywhere in the organization, and we know the next big idea could be yours! The Opportunity The BDR install base motion seamlessly ties into the teams and business processes supporting Adobe Digital Experience (DX) customers. Working closely with GTM, product strategy teams, and sales leadership, the ideal candidate will bring expertise in account-based sales development strategies to optimally deliver pipeline growth across the cross-sell motion for Adobe customers with <$1M ARR. This leader will develop close collaboration across the ecosystem to align planning, sales and marketing strategy, target setting, demand gen, and customer support to the organization. The manager will have BDR teams reporting up through front-line managers (FLM) and will own marketing and BDR sourced business pipeline for the Adobe Solution Led Corporate install base segment. What You'll Do * Lead specialist BDR teams as a second line manager to develop opportunities within the install base * Mentor and coach front-line managers to establish rigor in their businesses, develop BDR talent, and deliver cross-functional improvements to the DX cross-sell motion * Orchestrate sales development messaging and campaign strategy with product marketing, sales, and demand gen teams * Coordinate territory strategies to align specialist teams to present the right messaging to the right customer partners without fatiguing contacts or accounts * Own headcount, quota, and business planning for Adobe DX Solution-Led install base accounts * Manage sales pipeline qualification process to improve BDR cross-sell pipeline quality, working with sales to deliver consistent & predictable close rates * Establish trust, rhythm, and alignment with the corresponding sales teams What You Need to Succeed * Experience managing managers and working with multiple sales partners, developing effective BDR processes across multiple systems * 6+ years leading high-performance sales teams * 3+ years leading managers and running multi-level direct sales teams * Track record of coaching managers to improve team performance * Ability to motivate and energize a diverse sales team to hit quota * Data-informed leadership- excellent at SFDC and Outreach reporting and Excel modeling * Able to proactively diagnose and address gaps in pipeline creation with tactical plans & campaigns cross-functionally with demand gen and field marketing teams * Able to track and diagnose strategic efficacy and recommend shifts/changes in course when necessary Pursuant to the Colorado Fair Pay Act, below is a summary of compensation elements for this role at the company if based in Colorado. Colorado Starting Salary: $182,600 - $237,100 Pursuant to the New York City Pay Transparency Law, below is a summary of compensation elements for this role if based in New York City. New York Starting Salary $206,400 - $268,000 At Adobe, for sales roles starting salaries are expressed as total target compensation (TTC = base + commission), and short-term incentives are in the form of sales commission plans. Non-sales roles starting salaries are expressed as base salary and short-term incentives are in the form of the Annual Incentive Plan (AIP). In addition, certain roles may be eligible for long-term incentives in the form of a new hire equity award.