Manager, Business Development

About the Team

The Sales Development team is part of Workday's Field Sales organization and plays a vital role in how Workday connects with future customers. Our mission is to generate a quality sales pipeline that fuels Workday's growth and helps redefine how companies run their global businesses. We are the front door to Workday, often the first voice a prospective customer hears, and we take that responsibility seriously.

Our team brings together strategic people leadership, creativity, and drive in an environment where collaboration is real, not just a value on the wall. We partner closely with Regional Sales leadership and Marketing to develop and run targeted territory development plans. We invest in developing the next generation of sales talent while delivering measurable results. If you are energized by coaching others, building high-performing teams, and creating a pipeline that makes a real impact, this is the team for you.

As a Sales Development Manager you will partner with the Director of Sales Development and Regional Sales leadership to create and carry out targeted territory development plans. You will align Sales Development Representative (SDR) daily activities to achieve quarterly objectives, ensuring every effort translates into a meaningful pipeline for the business. You will build and lead a high-performing team of Sales Development Representatives, recruiting, hiring, and training new team members and establishing best practices across the team.

You will cultivate an environment focused on generating a quality sales pipeline, fostering the professional growth of your team members, and living Workday's core values every day.

• Coaching and developing SDRs through outbound calling programs, including targeted campaigns, mock calls, call blitzes, and individualized mentorship to sharpen prospecting skills and drive performance.
• Creating and running territory development plans in collaboration with the Director of Sales Development and Regional Sales leadership to ensure alignment with quarterly and annual goals.
• Partnering with Marketing to support field marketing activities such as webinars, trade shows, and demand generation campaigns within your assigned territory.
• Building and managing a healthy pipeline by guiding your team in prospecting, qualifying, and positioning opportunities with business leaders.
• Analyzing data and converting insights into action by developing successful sales prospecting plans rooted in data-driven decision making.
• Fostering a culture of accountability and growth by setting clear expectations, providing consistent feedback, and celebrating team achievements.

• 1+ year(s) of Sales Development leadership experience in the software/technology space OR 18+ months of demonstrated success as a Sales Development Representative combined with 6 months of experience in a measured stretch assignment capacity.
• Bachelor's degree or equivalent years of professional experience (4 years).
• 1+ year(s) of experience analyzing data and converting it into actionable insights and developing successful sales prospecting plans.
• 1+ year(s) in a closing sales role (e.g., Account Executive) in SaaS.

• Sales Performance
  
  Coaching:
  
  Experienced in guiding, mentoring, and training sales professionals to improve prospecting techniques and overall performance.
• Value Selling:
  Skilled in coaching the team on value-based selling techniques that focus on understanding customer needs and pain points, effectively communicating the unique value proposition, and building trust.
• Communication:
  Excellent verbal and written communication skills, adaptable to different audiences, and capable of facilitating clear conversations across sales, marketing, and leadership.
• High Performance Team Building:
  Experienced in creating, developing, and nurturing teams that consistently deliver strong results.
• Strategic Planning:
  Skilled in developing comprehensive territory and prospecting plans that translate vision into clear goals and allocate resources effectively.
• Business Acumen:
  Understands key Workday and industry dynamics and applies this…