Surbhi Nagpal
Summary
Seasoned SaaS and IT Solutions Sales Professional with 9+ years of experience. Proven track record in revenue growth, enterprise sales, key account management and new business development. Skilled in consultative selling and engaging C-suite stakeholders through impactful presentations and solution-led conversations. Recognized as a top-performing individual contributor with expertise in translating technical solutions into business value and driving customer growth.
Overview
11
11
years of professional experience
1
1
Certification
Work History
Inside Sales Manager (EMEA and North America)
Adobe Inc.
Noida
10.2022 - Current
- Consistently outperformed sales targets, achieving 135% of the annual quota and generating over £3.6 million quarterly, as well as over 150% achievement on growth solutions such as Acrobat Express, Adobe Express, Firefly, and AI Assistant.
- Identify new business opportunities and develop strategies to acquire new customers through a variety of inside sales techniques.
- Draw on various internal and external sources of information like ZoomInfo, LinkedIn, Salesforce etc. to map out points-of-contact and systematically target prospects through a variety of inside sales techniques.
- Conduct sales presentations, product demonstrations, and negotiations to close deals over the phone and through virtual meetings.
- Leveraged Salesforce CRM and customer databases to manage leads, track opportunities, and maintain robust pipeline accuracy, and forecasting.
- Drove global SaaS sales growth for Adobe’s Global Business Direct – ICX team across EMEA and North America by engaging C-level stakeholders to position Adobe’s digital solutions for business transformation.
- Promoted to Full-Time Employee in recognition of consistently exceeding quarterly sales targets for four consecutive quarters and delivering exceptional strategic impact as a contract team member.
- Collaborated cross-functionally with product and customer success teams to enhance client experience, accelerate renewals, and identify upsell and cross-sell opportunities.
- Provide ears-to-the-ground insights and recommendations to the sales leadership team
- Mentored and trained new hires on sales processes, customer engagement strategies, and product positioning to accelerate ramp-up and performance.
Business Development Sales & Renewal specialist-
WhiteHat Jr (Byju's Future School)
Gurgaon, Haryana
09.2020 - 10.2022
- Consistently achieved INR 2.7 Lakh of weekly sales targets through strategic pipeline management, persuasive communication, and personalised, solution-oriented selling.
- Managed 50+ daily customer calls and 10+ video counselling sessions, delivering tailored product recommendations that improved conversion, retention, and satisfaction rates.
- Designed and implemented data-backed sales strategies based on customer insights, market trends, and behavioural analytics to increase lead-to-sale conversion.
- Leveraged Salesforce CRM for pipeline tracking, performance analytics, and managing the complete B2C Ed-Tech sales cycle.
- Mentored and trained over 15 sales associates, strengthening product expertise, consultative selling, and taking ownership of target achievement.
Co-Founder & Head - Business Development -
The Balluchi Restaurants
Panchkula, Haryana
07.2017 - 04.2020
- Spearheaded growth initiatives, driving market expansion through strategic partnerships, targeted outreach, and localised marketing campaigns.
- Developed and implemented innovative marketing strategies, increasing brand visibility and thereby scaling operations from one restaurant to three outlets, a food truck, and a full-service catering division.
- Streamlined workflows to enhance efficiency, reduce costs, and optimise vendor management.
- Proactively addressed business challenges and led daily operations for a 22-member team, ensuring service excellence, compliance, and profitability.
- Mentored staff to build a performance-oriented, customer-focused culture.
Senior Executive - International Sales -
Info Edge India Ltd.
Noida, Uttar Pradesh
03.2015 - 03.2016
- Conducted market and lead research using CRM tools to identify and qualify high-potential B2B prospects across Kuwait, Dubai, Qatar, and Saudi Arabia.
- Built and managed a strong sales pipeline through referrals, digital outreach, and cold calling, improving lead conversion, and supporting revenue growth.
- Managed the full international sales cycle — prospecting, qualification, negotiation, and closure — driving consistent business expansion in Gulf markets.
- Prepared daily and weekly sales reports to maintain data accuracy, pipeline visibility, and performance transparency for senior management review.
Education
Master of Business Administration (MBA) - Marketing
Integrated Institute of Learning & Management (IILM)
New Delhi01-2015
Bachelor of Engineering (B.E.) - Civil Engineering
Chandigarh College of Engineering & Technology
Chandigarh01-2013
Higher Secondary - Non-Medical Stream
K.B. D.A.V. Senior Secondary School
Chandigarh01-2009
High School - ICSE Board
Little Flower Convent School
Panchkula01-2007
Awards & Recognition
- A Player Award – Adobe: Recognized with highest annual sales honour and ranked among the top 5% global salesforce
- Adobe Core Value Awards: Honoured for exemplifying core values — Raise the Bar (Q3 2024), Own the Outcome (Q4 2024), Be Genuine (Q1 2025) and corporate spot bonus (Q4 2024)
- Largest Global Deal – Adobe Express: Closed Adobe Express’ largest worldwide deal; featured in UK media and Adobe global promotional campaigns.
- Star Performer – WhiteHat Jr: Top-performing B2C EdTech sales executive winning national sales challenges and achieving 18+ performance awards for consistent revenue and conversion excellence
- Best Sales Manager (Audit): Awarded for achieving a 99.4% Audit Quality Score
- Buddy Program Mentor: Selected to foster performance readiness and team collaboration.
Certification
- Claude AI for Business Productivity & Sales Enablement
- Salesforce CRM Proficiency Certification
- Strategic B2B Sales Training
- Adobe Digital Media Product Enablement
- Generative AI Fundamentals
- Claude AI for Business Productivity & Sales Enablement
- MongoDB University — MongoDB Basics
- SaaS Fundamentals
- AI-Powered Sales & Prospecting Fundamentals
- Customer Success & Revenue Retention Training
Languages
Hindi
Proficient
C2
English
Proficient
C2
Punjabi
Proficient
C2
SKILLS & TOOLS
- Salesforce CRM
- Adobe Sign Enterprise
- Adobe Acrobat Studio and Adobe Express
- Adobe Firefly & AI Assistant
- Microsoft Office Suite (Excel, PowerPoint, Outlook, Teams)
- SharePoint
- Consultative Selling
- Solution Selling
- Account Management & Business Development
- Customer Renewals
- Upselling & Cross-Selling
- SMB and Enterprise SaaS sales
- Strategic negotiation skills
- New Business Development
- Salesforce CRM
- Database management
- Cross-Functional Collaboration
- C-level and stakeholder engagement
- Customer Retention
- Upselling
- Market expansion
- Revenue growth
- Stakeholder Management
- Discovery & Qualification
- SaaS Subscription Sales
- NoSQL Fundamentals
- Cloud & SaaS Fundamentals
- AI-Powered Sales Research
- Data-Driven Customer Engagement
Timeline
Inside Sales Manager (EMEA and North America)
Adobe Inc.
10.2022 - Current
Business Development Sales & Renewal specialist-
WhiteHat Jr (Byju's Future School)
09.2020 - 10.2022
Co-Founder & Head - Business Development -
The Balluchi Restaurants
07.2017 - 04.2020
Senior Executive - International Sales -
Info Edge India Ltd.
03.2015 - 03.2016
Master of Business Administration (MBA) - Marketing
Integrated Institute of Learning & Management (IILM)
Bachelor of Engineering (B.E.) - Civil Engineering
Chandigarh College of Engineering & Technology
Higher Secondary - Non-Medical Stream
K.B. D.A.V. Senior Secondary School
High School - ICSE Board
Little Flower Convent School