Manager, Business Development

About the role

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. What makes this team special is our investment in people: we are dedicated to developing the next generation of sales talent at Workday 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 that every effort translates into a meaningful pipeline for the business. You will build and lead a high-performing team of Sales Development Representatives. This includes recruiting, hiring, and training new team members, as well as establishing and implementing 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. In this role, you will be responsible for: 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 This is a hands-on, frontline leadership position where your ability to inspire, coach, and develop talent will directly impact the success of the team and the broader sales organization. About You

Requirements

• 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
• Other Qualifications
• Sales Performance Coaching: Experienced in guiding, mentoring, and training sales professionals to improve their prospecting techniques, strategies, and overall performance, including the ability to provide constructive feedback an

Benefits

Additional Information

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.

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