About Plum:

Healthcare in India is seeing a phenomenal shift, with inflation in healthcare costs 3x that of general inflation. A majority of Indians are unable to afford health insurance on their own, and so as many as 600 million Indians will likely have to depend on employer-sponsored insurance.

Plum is on a mission to provide the highest quality insurance and healthcare to 10 million lives by FY2030, through companies that care. Plum is backed by Tiger Global and Peak XV Partners.

About the role:

 We're looking for an ABM Manager who is equal parts strategist and executor — someone who has

built pipeline through BDR/SDR motions, understands what it takes to run high-volume

multi-channel outbound, and can now lead and scale a team doing exactly that.

In this role, you will own the day-to-day management of a team of BDRs/SDRs running

account-based outbound across email, LinkedIn, calling, and WhatsApp. You will be responsible for

setting up scalable outbound processes, coaching your team to hit targets, and partnering with

Sales and Marketing to drive qualified pipeline into strategic accounts.

This is a high-ownership role. You'll be in the trenches alongside your team — reviewing

sequences, jumping on calls, refining messaging — while also thinking structurally about how to

improve conversion, repeatability, and team performance over time

Roles and Responsibilities:

Team Leadership & Daily Management

• Manage, coach, and develop a team of BDRs/SDRs on a daily basis — covering activity

  reviews, pipeline hygiene, messaging quality, and skill development.

• Run structured team rituals: daily standups, weekly reviews, call calibration sessions, and

  1:1s.

• Set clear individual targets and hold team members accountable through data-driven

  performance management.

• Identify skill gaps and build training programs to upskill the team on outbound techniques,

  product knowledge, and persona-based messaging.

• Foster a culture of curiosity, grit, and continuous improvement within the team.

Outbound Process & Playbook Ownership

• Design, document, and continuously improve the end-to-end outbound process — from

  account selection and research to first meeting booked.

• Build and scale multi-channel outreach sequences across email, LinkedIn, phone, and

  WhatsApp — ensuring personalisation at scale.

• Own the outbound tech stack (Native AI tech stack, LinkedIn Sales Navigator, Lusha,

  SignalHire, Salesforce, etc.) and drive adoption and discipline within the team.

• Develop account-level research frameworks to capture org structure, stakeholder mapping,

  trigger events, and ROI models.

• Partner with Marketing to align messaging, content, and collateral to what resonates with

  CXOs, HR heads, and Finance decision-makers.

Account-Based Marketing Execution

• Collaborate with Sales to define target account lists and prioritise outreach based on ICP fit,

  intent signals, and pipeline potential.

• Run 1-to-1, 1-to-few, and 1-to-many ABM campaigns tailored to named accounts and

  verticals.

• Oversee the quality of outbound touchpoints — ensuring messages are personalised,

  value-led, and consistent with Plum's brand.

• Effectively communicate Plum's value proposition across multiple product lines to secure

  initial meetings with senior prospects.

Analytics & Reporting

• Track and report on full-funnel outbound metrics: activities, conversion rates, pipeline

  generated, meetings booked, and revenue influenced.

• Use data to identify what's working, diagnose drop-offs, and drive continuous improvement

  across channels and personas.

• Present weekly/monthly performance reviews to Marketing and Sales leadership with

  actionable insights

Requirements: 

• 3–5 years of total experience, with at least 1–2 years in a team management or team lead

  role overseeing BDRs/SDRs.

• Strong hands-on background in BDR/SDR or outbound prospecting roles — you've done the

  work and can coach from lived experience.

• Demonstrated ability to run and optimise multi-channel outbound: email sequences,

  warm/cold calling, LinkedIn outreach, and WhatsApp campaigns.

• Deep familiarity with outbound tools: LinkedIn Sales Navigator, Outplay/Sprouts/Mailchimp (or

  similar sequencing tools), Lusha, and CRM platforms.

• Proven track record of consistently hitting or exceeding pipeline/meeting targets — for

  yourself and for teams you've managed.

• Strong process orientation — you think in systems, document playbooks, and build

  repeatable workflows.

• Excellent written and verbal communication skills, with an eye for what makes outreach

  compelling and relevant.

• Experience in B2B SaaS, HR tech, or fintech is preferred.

• Comfortable operating in a fast-paced, high-growth environment with evolving targets and

  priorities

Leadership Skills:

• Lead from the front — you roll up your sleeves and are willing to get into the details alongside your team.

• Empathetic but outcome-focused — you care about your team's growth and hold them to high

  standards.

• Strong project management instincts — you keep initiatives on track, flag risks early, and

• drive timely execution.

• Collaborative — you work well across Sales, Marketing, and Product, and can influence without authority.

• Data-informed decision-maker — you let numbers guide prioritisation and course corrections.

• Growth mindset — you are constantly learning, iterating, and pushing the team to do the

  same