Sr Director, Sales Development (North America)

Workday•Atlanta, GA

5d•Hybrid

About The Position

Join our growing Field Sales team! The Sales Development Senior Director is accountable to deliver the high-quality pipeline required to meet North America sales growth targets by leading the team responsible for the demand generation and business development activities. This is a senior sales leadership role leading a team of Regional Managers and a key member of our North America Leadership Team. This individual will play a key position in driving revenue growth, team success, and will help continue our growth story in the region. We are looking for an experienced leader with a strategic mindset and track record of genuine partnership with Field Sales to deliver high quality pipeline, resulting in industry leading ACV/TCV deal conversion. You will be recognized as a meticulous, detail oriented, and data driven leader accustomed to leading distributed team’s and the complexity of a matrixed environment to drive targeted territory development and align Sales Development daily activities to meet monthly and quarterly goals. Leadership and the ability to energize and empower the team is key. Very strong people manager skills required to mentor, lead and manage across a culturally diverse set of North America geographies. This role reports into the Global VP for Sales Development and will work closely with Regional Leaders to drive growth for each geographic region. Develops the Sales Development Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives. Defines the operating plan that aligns the role and prospecting responsibilities of the Sales Development team to the sales qualification funnel for pipeline target achievement. Drives the business management cadence of the organization across the key activities, metrics and outcomes required to drive consistent and predictable performance. Achieves quarterly pipeline generation targets and accurately forecasts quarterly pipeline metrics. Works strategically with strategy and operations as well as sales to define pipeline coverage strategies and provides solutions for areas of the business in need. Aligns with and delivers to sales a comprehensive update on business strategies, efforts and campaigns that extend beyond just results and/or data inputs. Works across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines. Leads, manages and develops a team of Sales Development Representatives (SDR) including the recruitment, hiring, and coaching of managers and SDRs. Drives a career development vision oriented to a performance and growth mindset culture. In conjunction, ensures clear career path definition and principles of individual career development that prepares SDRs for future career opportunity in a Sales, Marketing, Presales, Value Management, and Sales Operation capacity. Drive Workday Culture and cross-group collaboration as a member of the regional leadership team. Works collaboratively with peers in other geographies, as well as those within the region, to identify new processes and procedures that can be replicated within the North America region. Ability to come up with new ideas and try new initiatives. Fear of failure is not a consideration, but instead a constant focus on improvement and efficiency even if it means doing things a new way or asking the team to stretch to new motions.

Requirements

10+ years experience as a sales leader overseeing geographically distributed teams within a complex, team-based software sales environment.
5 + years experience leading distributed teams of 100+ employees.
Second line leadership experience required, third line leadership preferred.
Recent successful experience and proven ability to develop a prospect pipeline via high volume outbound prospecting and engaging business executives in an enterprise software sales environment.
We will also consider applicants with prior experience leading first line managers in a more traditional sales/sales leadership capacity.
You bring the leadership abilities to motivate and focus the regional organization on team and individual objectives, and exceptional leadership experience focused on empathetic leadership.
You always overachieve. We’re going to want to know how successful you’ve been against KPIs in your most role as past success is a strong indicator of future success.
Excellent communications with a particular emphasis on collaboration and partnering for a joint outcome.
Deep understanding of business processes.
Solid knowledge of demand generation processes, Marketing planning & pipeline building.
Experience working closely with Sales Operations and Marketing supporting Field Marketing activities within the territory, including webinars, trade shows, and demand generation campaigns.
Strong Analytics Capabilities - Demonstrated experience leveraging data analysis, modeling, and/or financial analysis to support or drive business decisions
Ability to address and offer global solutions to problems that extend beyond our region
Ability to take an action plan from inception to completion with providing the right level of detail and updates
Ability to work strategically with sales and sales leadership on trackable campaigns and other strategic matters
Ability to proactively identify and act on organizational issues and implement a solution
Ability to delegate to broader team for various initiatives as required
And last of all, you hold yourself to a set of values that align with ours. We’re a purpose driven organization, and we seek like minded Workmates.

Responsibilities

Develops the Sales Development Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives.
Defines the operating plan that aligns the role and prospecting responsibilities of the Sales Development team to the sales qualification funnel for pipeline target achievement.
Drives the business management cadence of the organization across the key activities, metrics and outcomes required to drive consistent and predictable performance.
Achieves quarterly pipeline generation targets and accurately forecasts quarterly pipeline metrics.
Works strategically with strategy and operations as well as sales to define pipeline coverage strategies and provides solutions for areas of the business in need.
Aligns with and delivers to sales a comprehensive update on business strategies, efforts and campaigns that extend beyond just results and/or data inputs.
Works across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines.
Leads, manages and develops a team of Sales Development Representatives (SDR) including the recruitment, hiring, and coaching of managers and SDRs.
Drives a career development vision oriented to a performance and growth mindset culture. In conjunction, ensures clear career path definition and principles of individual career development that prepares SDRs for future career opportunity in a Sales, Marketing, Presales, Value Management, and Sales Operation capacity.
Drive Workday Culture and cross-group collaboration as a member of the regional leadership team.
Works collaboratively with peers in other geographies, as well as those within the region, to identify new processes and procedures that can be replicated within the North America region.
Ability to come up with new ideas and try new initiatives.