Senior Manager, Sales Development – Sales Development Leadership

Job Description

Senior Manager, Sales Development | Workday

The Tone:
This is a full-time role at Workday. Workday is a Fortune 500 company and a leading AI platform for managing people, money, and agents. The company is shaping the future of work, enabling teams to reach their potential and focus on what matters most. This Senior Manager role in Sales Development is pivotal, sitting at the intersection of Marketing and Sales, acting as a strategic bridge that drives the go-to-market engine by nurturing the next generation of Workday sales talent.

The TL;DR
• Role: Full Time
• Type: Full-time
• Location: Not specified

• Team: The Sales Development leadership team, leading a team of SDR Managers and individual contributors.
• Mission: Scale the SDR organization while maintaining a culture of high performance and continuous professional development.
• Tech Stack: Salesforce.com (SFDC), Outreach/Salesloft, Clari, Qualified/6sense, LinkedIn Sales Navigator

What You’ll Actually Do
• 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.

The Must-Haves
• Background: Manager level, with 7+ years of professional experience in a high-growth SaaS or similar enterprise software / tech environment.
• 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. Additionally, 5+ years of experience as enterprise field sales, with a strong understanding of complex sales cycles, account planning, and executive-level engagement.
• Skills: Advanced proficiency in Salesforce.com (SFDC) reporting and dashboards, including using data to identify “bottlenecks” in the funnel and course-correct team behavior based on conversion metrics. Experience implementing or optimizing a modern sales stack, including tools like Outreach/Salesloft, Clari, Qualified/6sense, and LinkedIn Sales Navigator. Demonstrated ability to partner with Regional Sales Directors and Field Marketing to create “Account-Based” plays for Tier-1 enterprise accounts. Exceptional executive presence, including the ability to present pipeline health and conversion trends to VP-level stakeholders with clarity and confidence.
• Bonus: A documented history of being a “Talent Magnet”—recruiting, hiring, and successfully promoting SDRs into Account Executive or Leadership roles within 12–18 months. A leadership style that aligns with Workday’s core values, specifically Integrity and Employee Contribution, fostering a culture of belonging.