Manager, Business Development

Workday • San Francisco, CA

4d • Hybrid

About The Position

The Sales Development Manager partners with the Director of Sales Development and Regional Sales leadership to create and execute targeted territory development plans. The manager aligns Sales Development Representative (SDR) activities with quarterly objectives and builds a meaningful sales pipeline for the business.

This is a hands-on, frontline leadership role leading a high-performing SDR team. Responsibilities include recruiting, hiring, and training team members; establishing team best practices; and fostering an environment focused on pipeline quality, professional growth, accountability, and Workday’s core values. The manager also partners with Marketing on field marketing activities and uses data-driven insights to guide prospecting plans and team performance.

Requirements

• For M2: At least 1 year of Sales Development leadership experience in the software or technology industry, or at least 18 months of demonstrated success as an SDR combined with 6 months in a measured stretch assignment capacity.
• For M3: At least 2 years of Sales Development leadership experience in the software or technology industry.
• Bachelor’s degree or equivalent professional experience (4 years).
• For M2: At least 1 year of experience analyzing data, converting it into actionable insights, and developing successful sales prospecting plans.
• For M3: At least 2 years of experience analyzing data, converting it into actionable insights, and developing successful sales prospecting plans.
• For M2: At least 1 year in a SaaS closing sales role, such as Account Executive.
• For M3: At least 2 years in a SaaS closing sales role, such as Account Executive.
• Ability to coach, mentor, and train sales professionals, provide constructive feedback, and help improve prospecting and performance.
• Ability to coach teams in value-based selling, customer needs and pain points, communicating value propositions, and building trust with prospective customers.
• Excellent verbal and written communication skills, including adapting communication to different audiences and collaborating across Sales, Marketing, and leadership.
• Experience building and nurturing high-performing teams and fostering a positive, productive work environment.
• Ability to develop territory and prospecting plans, identify opportunities and risks, and allocate resources effectively.
• Business acumen to apply knowledge of Workday and industry dynamics to decisions and team strategy.
• Knowledge of enterprise software industry dynamics, trends, and key players.

Responsibilities

• Coach and develop SDRs through targeted outbound campaigns, mock calls, call blitzes, and individualized mentorship.
• Create and execute territory development plans with the Director of Sales Development and Regional Sales leadership, aligned to quarterly and annual goals.
• Partner with Marketing on territory field marketing activities, including webinars, trade shows, and demand generation campaigns.
• Guide the team in prospecting, qualifying, and positioning opportunities with business leaders to build and manage a healthy pipeline.
• Analyze data and turn insights into actionable, successful sales prospecting plans.
• Set clear expectations, provide consistent feedback, and celebrate team achievements to foster accountability and growth.
• Recruit, hire, and train SDRs, and establish and implement team best practices.
• Develop a high-performing team and support the professional growth of team members.

Benefits

• May be eligible for the Workday Bonus Plan or a role-specific commission/bonus.
• May be eligible for annual refresh stock grants.
• Workday describes a flexible work approach combining in-person and remote work, with at least 50% of time each quarter in the office or in the field with customers, prospects, and partners, depending on the role.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager