About this Senior Manager, Sales Development role at Workday
Your work days are brighter here.
We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.
About the Team
The Sales Development leadership team is responsible for nurturing the next generation of Workday sales talent. We sit at the intersection of Marketing and Sales, acting as a strategic bridge that drives our go-to-market engine. You will lead a team of high-performing SDR Managers and individual contributors, ensuring they have the tools, coaching, and motivation to shatter their targets.About the Role
As a Senior Manager, you are a leader of a large regional segment. Your goal is to scale the SDR organization while maintaining a culture of high performance and continuous professional development. You will be a key stakeholder in regional planning, pipeline forecasting, and cross-functional strategy.
In this role, you will:
- Lead & Inspire: Manage and mentor a team of SDRs and/or frontline Managers, focusing on career progression and building a "talent bench" for the wider sales organization.
- Strategize: Partner with Sales and Marketing leadership to align on territory goals, lead-to-opportunity conversion rates, and account-based marketing (ABM) execution.
- Optimize Operations: Identify gaps in the sales process and implement new workflows, tech stack integrations, or messaging frameworks to improve efficiency.
- Analyze Performance: Use data-driven insights to forecast pipeline growth, track KPIs, and provide regular executive-level reporting on the health of the region.
- Recruit & Onboard: Lead the charge in hiring top-tier, diverse talent to expand the team, ensuring a seamless onboarding experience that mirrors Workday’s values.
About You
About You: Basic Qualifications
- High Growth Environment Experience
7+ years of professional experience in a high-growth SaaS or similar enterprise software / tech environment. - BDR Leadership Experience
3+ Years of proven experience directly managing BDR teams, with a strong track record of improving individual and team performance against pipeline creation, qualification, and conversion goals. - Enterprise Field Sales Experience
5+ Years of experience as enterprise field sales, with a strong understanding of complex sales cycles, account planning, and executive-level engagement.
Other Qualifications (Preferred)
- Talent Developer: A documented history of being a "Talent Magnet"—recruiting, hiring, and successfully promoting SDRs into Account Executive or Leadership roles within 12–18 months.
- Data Literacy: Advanced proficiency in Salesforce.com (SFDC) reporting and dashboards. You should be comfortable using data to tell a story, identifying "bottlenecks" in the funnel, and course-correcting team behavior based on conversion metrics.
- Operational Tooling: Experience implementing or optimizing a modern sales stack, including tools like Outreach/Salesloft, Clari, Qualified/6sense, and LinkedIn Sales Navigator.
- Strategic Alignment: Demonstrated ability to partner with Regional Sales Directors and Field Marketing to create "Account-Based" plays for Tier-1 enterprise accounts.
- Communication: Exceptional executive presence. You can present pipeline health and conversion trends to VP-level stakeholders with clarity and confidence.
- The "Workday Way": A leadership style that aligns with our core values—specifically Integrity and Employee Contribution. You lead by serving your team and fostering a culture of belonging.
Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.
Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.
Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process!
