Manager, Business Development

Workday•San Francisco, CA

6d•$80,700 - $143,500•Hybrid

About The Position

The Manager, Business Development is a hands-on frontline leadership role in Workday’s Sales Development team, part of the Field Sales organization. The manager partners with the Director of Sales Development and Regional Sales leadership to create and execute targeted territory development plans, align Sales Development Representative (SDR) activities with quarterly objectives, and build a meaningful sales pipeline. The role leads a high-performing team of SDRs, including recruiting, hiring, training, coaching, and developing team members and implementing team best practices. The manager works with Marketing on field marketing and demand-generation activities, guides prospecting and opportunity qualification, uses data to develop prospecting plans, and fosters accountability, professional growth, and a positive team culture.

Requirements

For the M2 level: 1+ year of Sales Development leadership experience in the software or technology industry, or 18+ months of demonstrated success as an SDR combined with 6 months in a measured stretch-assignment capacity.
For the M3 level: 2+ years of Sales Development leadership experience in the software or technology industry.
Bachelor’s degree or equivalent professional experience (4 years).
For the M2 level: 1+ year of experience analyzing data, converting it into actionable insights, and developing successful sales prospecting plans.
For the M3 level: 2+ years of experience analyzing data, converting it into actionable insights, and developing successful sales prospecting plans.
For the M2 level: 1+ year in a SaaS closing sales role, such as Account Executive.
For the M3 level: 2+ years in a SaaS closing sales role, such as Account Executive.
Experience coaching, mentoring, and training sales professionals in prospecting techniques, strategies, and performance, including providing constructive feedback.
Ability to coach teams in value-based selling, understanding customer needs and pain points, communicating solution value, and building trust with prospective customers.
Excellent verbal and written communication skills and ability to collaborate across Sales, Marketing, and leadership.
Experience building and nurturing high-performing teams and motivating individuals toward shared goals.
Strategic planning skills, including developing territory and prospecting plans, identifying opportunities and risks, and allocating resources effectively.
Business acumen to apply Workday and industry knowledge to decisions, team strategy, and organizational value.
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 with quarterly and annual goals.
Partner with Marketing on territory field marketing activities, including webinars, trade shows, and demand-generation campaigns.
Build and manage a healthy sales pipeline by guiding the team in prospecting, qualifying, and positioning opportunities with business leaders.
Analyze data and translate insights into effective, data-driven sales prospecting plans.
Recruit, hire, train, and develop SDR team members and establish team best practices.
Set clear expectations, provide consistent feedback, and celebrate team achievements to foster accountability and growth.