Marketo, the industry leader in marketing automation and account based marketing, has one of the most sophisticated SaaS marketing & sales engines in the business. As part of Adobe’s Digital Experience business, the Commercial Marketing team is responsible for driving 75% of new business opportunities. As the head of the BDR team, you will carry the combined pipeline-create quota for all marketing-sourced opportunities for the Marketo business in North America.

You will lead a team of 5-6 Front Line Managers and BDR teams to consistently hit their monthly opp-create quota. You’ll have direct access to marketing and enablement resources committed to your team’s success, to the demand generation team committed to producing leads, and Commercial leadership during the planning process.

You will work to create a vibrant culture that attracts and develops talent, that encourages and rewards outstanding contributions, and drives the success of the business.

Responsibilities

• Work with marketing partners to produce sales pipeline from demand gen programs
• Work with operations, customer insights, and the data science teams to ensure the BDR qualification process produces consistent, predictable pipeline
• Manage front line managers across offices in Denver, San Mateo, and Seattle
• Own marketing pipeline creation and carry opp-create quota across each BDR team
• Define a constructive, collaborative sales culture and enforce agreed rules of engagement across all BDR teams, handling disputes constructively between sales leaders and involving HR when behavior or performance issues require it
• Work with internal partners in enablement, operations, and strategy to continuously refine and improve BDR productivity
• Work with enablement to improve BDR FLM training, QBR and feedback processes
• Report on the health of the business to Sr. Leadership, with a bias towards accountability, creativity and action to contribute to solutions
• Work with HR, sales leadership, and enablement to ensure the BDR job includes the necessary steps to prepare BDRs for sales careers at Adobe

Requirements

• 10+ years experience managing teams selling a sophisticated product
• Degree in marketing, communications, or a related field is helpful but not required
• Proficient with SFDC and Excel
• Experience with Outreach.io or SalesLoft is helpful but not required
• Impeccable integrity

At Adobe, you will be immersed in an exceptional work environment that is recognized throughout the world on Best Companies lists. You will also be surrounded by colleagues who are committed to helping each other grow through our unique Check-In approach where ongoing feedback flows freely.

If you’re looking to make an impact, Adobe's the place for you. Discover what our employees are saying about their career experiences on the Adobe Life blog and explore the meaningful benefits we offer.

Adobe is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability or veteran status.