Manager, Business Development

Workday•Chicago, IL

50d•Hybrid

About The Position

Workday is seeking a Manager, Business Development to join their Sales Development team. This role is part of Workday's Field Sales organization and is crucial for connecting with future customers. The mission of the team is to generate a quality sales pipeline that fuels Workday's growth and helps redefine how companies run their global businesses. The team acts as the front door to Workday, often being the first voice a prospective customer hears. The role involves strategic people leadership, creativity, and drive in an environment where collaboration is emphasized. The team partners closely with Regional Sales leadership and Marketing to develop and run targeted territory development plans. The company invests in people, dedicating resources to developing the next generation of sales talent while delivering measurable results. This position is ideal for someone energized by coaching others, building high-performing teams, and creating a pipeline that makes a real impact.

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.

Nice To Haves

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 and inspire team members to reach their potential.
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 of Workday's solutions, and building trust with prospective customers.
Communication: Excellent verbal and written communication skills, with the ability to adapt your style to different audiences, facilitate clear and effective conversations, and collaborate across teams including Sales, Marketing, and leadership.
High Performance Team Building: Experienced in creating, developing, and nurturing teams that consistently deliver strong results, including understanding team dynamics, motivating individuals toward shared goals, and fostering a positive and productive work environment.
Strategic Planning: Skilled in developing comprehensive territory and prospecting plans that translate the team's vision into clearly defined goals, identifying opportunities and potential risks, and ensuring resources are allocated effectively to meet objectives.
Business Acumen: Understands key Workday and industry dynamics and applies this insight to make informed decisions, guide team strategy, and drive value for the organization.
Industry Insights: Knowledgeable about the dynamics, trends, and key players within the enterprise software industry, using this understanding to inform prospecting strategies and position Workday effectively in conversations with prospects.

Responsibilities

Partner with the Director of Sales Development and Regional Sales leadership to create and carry out targeted territory development plans.
Align Sales Development Representative (SDR) daily activities to achieve quarterly objectives, ensuring every effort translates into a meaningful pipeline for the business.
Build and lead a high-performing team of Sales Development Representatives, including recruiting, hiring, and training new team members.
Establish and implement best practices across the team.
Cultivate an environment focused on generating a quality sales pipeline, fostering the professional growth of team members, and living Workday's core values.
Coach and develop SDRs through outbound calling programs, including targeted campaigns, mock calls, call blitzes, and individualized mentorship to sharpen prospecting skills and drive performance.
Create and run territory development plans in collaboration with the Director of Sales Development and Regional Sales leadership to ensure alignment with quarterly and annual goals.
Partner with Marketing to support field marketing activities such as webinars, trade shows, and demand generation campaigns within the assigned territory.
Build and manage a healthy pipeline by guiding the team in prospecting, qualifying, and positioning opportunities with business leaders.
Analyze data and convert insights into action by developing successful sales prospecting plans rooted in data-driven decision making.
Foster a culture of accountability and growth by setting clear expectations, providing consistent feedback, and celebrating team achievements.