Responsibilities

We are looking for a strategic, data-driven Senior Manager of Digital Marketing & ABM to own and scale our digital presence and account-based programs across ANZ region. This is a high-impact, highly visible role that sits at the intersection of demand generation, brand experience, and revenue acceleration.

You will architect and execute multi-channel digital campaigns, develop personalised Account-Based Marketing (ABM) and Account-Based Experience (ABX) programs for our most strategic accounts, and partner closely with Sales, SDRs, and Customer Success to drive pipeline, accelerate deals, and expand existing accounts.

In this role, you will also be responsible to:

• Digital Marketing & Campaign Management

  • Own end-to-end planning, execution, and optimisation of integrated digital marketing campaigns across paid search, paid social (LinkedIn, Meta), display, email, SEO, GEO and content syndication.

  • Develop compelling, audience-centric messaging and creative content that resonate across different buyer personas, industries, and funnel stages.

  • Manage campaign budgets with a rigorous focus on ROI; monitor, report, and continuously improve performance metrics (CPL, MQL, pipeline influenced, CAC).

  • Collaborate with design, and web teams to ensure landing pages, assets, and digital touchpoints are conversion-optimised and on-brand.

  • Drive localised campaign strategies for the Australian & NZ market, adapting global programmes for regional relevance and compliance.

• Account-Based Marketing (ABM) & Account-Based Experience (ABX)

  • Design and operationalise 1:1, 1:few, and 1:many ABM programmes targeting top-tier strategic, enterprise, and mid-market accounts in ANZ.

  • Partner with Sales and RevOps to develop and maintain the target account list; segment accounts by tier, industry, revenue potential, and buying stage.

  • Build personalised, multi-touch ABX journeys — orchestrating ads, content, events, direct mail, and executive engagement to create a cohesive, relevant account experience.

  • Leverage intent data, firmographic signals, and CRM insights (Salesforce) to trigger timely, contextual outreach and nurture sequences.

  • Develop and manage account-specific landing pages, microsites, and tailored content assets (case studies, business cases, ROI calculators) in partnership with content and design.

  • Measure ABM programme impact across pipeline sourced/influenced, deal velocity, win rate, and account engagement scores; present insights to senior stakeholders.

• Messaging & Content Strategy

  • Develop and refine value proposition messaging for key buyer personas, verticals, and use cases relevant to the Australian and APAC market.

  • Partner with Product Marketing to ensure field-facing messaging is differentiated, compelling, and aligned to competitive positioning.

  • Create and oversee ABM-specific content: executive briefs, account intelligence reports, custom decks, thought leadership pieces, and event-specific materials.

  • Maintain and evolve a messaging playbook that enables Sales and SDR teams to communicate value consistently and confidently.

• Cross-Functional Collaboration & Stakeholder Management

  • Act as the primary marketing partner to the ANZ Sales team; establish regular cadence meetings, pipeline reviews, and joint planning sessions.

  • Collaborate with global demand generation, field marketing, and digital teams to leverage shared programmes, tools, and budgets.

  • Work with Marketing Operations to ensure accurate attribution, lead routing, and full-funnel reporting in Salesforce and MAP (Marketo).

  • Support field events, executive briefings, and account dinners as part of a broader ABX strategy.

Requirements

Qualifications / Experience / Technical Skills

• 8+ years of B2B marketing experience, with at least 3 years in a dedicated ABM or demand generation role.

• Proven track record running ABM programmes at scale — ideally across 1:1, 1:few, and programmatic tiers — with measurable pipeline outcomes.

• Deep hands-on expertise across digital marketing channels: paid media (LinkedIn, Google Ads), email marketing, SEO, and marketing automation.

• Strong messaging and copywriting skills; ability to translate complex technical solutions into clear, compelling narratives for executive buyers.

• Experience working in enterprise B2B technology, SaaS, cloud, or professional services sectors.

• Proficiency with marketing technology stacks: CRM (Salesforce), MAP (Marketo or HubSpot), ABM platforms (6sense, Demandbase), and analytics tools (GA4, Tableau, or similar).

• Data-driven mindset with the ability to build dashboards, interpret performance data, and make evidence-based decisions.

• Outstanding stakeholder management and cross-functional collaboration skills, including the ability to influence Sales and C-suite partners.

Nice to Have

• Experience in the ANZ or APAC regional marketing context, with knowledge of the local media landscape and enterprise buying culture.

• Familiarity with intent data providers (Bombora, G2 Buyer Intent) and account intelligence tools (LinkedIn Sales Navigator, ZoomInfo).

• Experience with ABX orchestration platforms and personalisation tools (Mutiny, Uberflip, Pathfactory).

• Background in managing or mentoring junior marketers or agencies.

(REQ ID: 2754)

Responsibilities

As Senior Manager of Sales Development (ANZ), you will own the strategy, execution, and growth of the SDR function across the ANZ region. You will lead a high-performing team of SDRs focused on generating qualified pipeline for the Sales team, while building the playbooks and processes that fuel Workato’s expansion and growth in ANZ market.

This is a high-impact leadership role for someone who thrives at the intersection of people management, data-driven strategy, and outbound execution. You will partner closely with Sales, Marketing, and Revenue Operations to align pipeline generation with regional revenue goals.

• Build, hire, coach, and manage a team of SDRs across ANZ, creating a culture of excellence, accountability, and career development.

• Own regional SDR pipeline targets and KPIs, developing and iterating on outbound and inbound strategies to consistently exceed qualified meeting and pipeline goals.

• Design and refine SDR playbooks, cadences, messaging frameworks, and prospecting sequences tailored to ANZ enterprises buying dynamics.

• Partner with Account Executives and Sales Leadership to ensure tight alignment on ICP, account prioritization, and pipeline quality.

• Collaborate with Marketing on ABM/digital campaigns, event follow-up, regional content localization, and demand generation initiatives.

• Implement and optimize SDR tech stack (e.g., Outreach, Salesforce, LinkedIn Sales Navigator, intent data tools) to maximize team productivity.

• Establish performance management rhythms: weekly coaching, pipeline reviews, call/email audits, ramp plans, and career pathing for SDRs.

• Analyze pipeline data and conversion metrics to surface insights, remove bottlenecks, and improve funnel efficiency.

• Act as a culture carrier and talent magnet—build Workato’s employer brand to attract top sales development talent across the region.

• Contribute to global SDR strategy, sharing best practices and adapting frameworks from HQ for the ANZ market.

What You Bring

• 6+ years in B2B SaaS sales development or inside sales, with at least 1-2 years in a people management role leading SDR / BDR teams.

• Proven track record of building and scaling SDR teams in the ANZ region 

• Deep understanding of enterprise SaaS sales cycles, multi-stakeholder buying processes, and outbound prospecting best practices.

• Experience working with or selling automation, integration, iPaaS, AI, or related enterprise technology solutions is a plus.

• Strong analytical skills—comfortable working with pipeline metrics, conversion data, and territory models to make data-driven decisions.

• Excellent coaching and mentoring abilities with a demonstrated commitment to developing early-career sales professionals.

• Proficiency with sales engagement platforms (Outreach, Salesforce, Gong, etc.)

• A growth mindset, entrepreneurial spirit, and comfort operating in a fast-paced, high-growth environment.

Nice to Have

• Experience at a high-growth enterprise SaaS company that scaled from Series C–E through IPO-readiness.

• Familiarity with MEDDPICC, Challenger Sale, or value-based selling methodologies.

• Background in automation, AI, or integration technology space.

• Experience building SDR teams from scratch in a new or emerging market.

Responsibilities

Workato is looking for talented and highly motivated results-oriented individuals to join our expanding sales team. In this role, you will be able to demonstrate a successful track record in remotely managing a large diverse territory. You will be comfortable embracing a start-up environment where personal performance is critical and will have the flexibility and determination to participate in any activity to ensure success.

As a Sales Development Representative, you will be responsible for uncovering and developing new opportunities from outbound activities, and building a strong pipeline of sales opportunities to deliver on sales targets. The prospect profile can vary from IT, Business Operations, to Sales / Marketing / Support Operations. You will focus on sales opportunity generation programs and their execution including email and telephone activities. Excellent collaboration and proactive participation with our Marketing, Sales and Customer Success teams is critical to success. As well as contributing through achievement of your goals, you will bring enthusiasm, expertise and creativity to our company.

In this role, you will also be responsible to:

• Set up meetings for the Sales Team and help build the company pipeline.
• Work closely with the Marketing Team on campaigns and GTM efforts.
• Work closely with Sales Team to refine strategy for targeted territories/segments.
• Consult existing customers to understand how they are using Workato currently and where they want to get to as a business 
• Achieve agreed upon sales targets and outcomes within schedule 
• Reach out to customer leads through cold calling and email
• Continuously improve through feedback

Requirements

Qualifications / Experience / Technical Skills

• Bachelors Degree - Fresh graduates may apply 
• Knowledge of business applications, especially applications used in Sales, Marketing, Customer Support such as Google Apps, Outreach, Zoominfo, Slack and SFDC

Soft Skills / Personal Characteristics

• High energy, positive attitude with the ability to take initiative; strong work ethic, self-directed and resourceful; Discipline to conduct and manage sales cycle process from initial contact through to initial qualification 
• Strong customer orientation, dedication, and passion for delivering a great customer experience 
• Strong collaboration skills; ability to adapt to a dynamic start-up environment with a passion for making an impact 
• Excellent written and oral communication skills in English; ability to convey information clearly and analyze customer requirements as needed to help customer make buying decisions 
• Some technical aptitude and the ability to become deeply fluent in integration and automation solutions.

(REQ ID: 2662)