Senior Director of Sales Development, Workday
North America
$186.2-330.8k
More information about location
Enterprise AI platform for managing HR and finance
Open for applications
Enterprise AI platform for managing HR and finance
1001+ employees
Open for applications
$186.2-330.8k
More information about location
1001+ employees
Company mission
To leverage the power of AI to elevate humans and supercharge work, moving business forever forward.
Role
Who you are
- We are looking for an experienced leader with a strategic mindset and track record of genuine partnership with Field Sales
- 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
- 10+ years experience as a sales leader overseeing geographically distributed teams within a complex, team-based software sales environment.
- 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. Be sure to check out our values
- The ideal candidate is an entrepreneurial, self-motivated, highly analytical and very strong people manager with a proven ability to lead, coach and mentor first line people managers and individual contributors
What the job involves
- 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 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
- 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
- Drive Workday Culture and cross-group collaboration as a member of the regional leadership team
- 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
- 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
Application process
- End Date: November 24, 2025
- If you’re interested in this opportunity, please submit your application directly to this advertisement along with an updated resume that clearly outlines your current role
Our take
Workday is a cloud-based software vendor that provides management of workforces and finances. The company uses a single database for workforce management and financial management to offer integration and optimize business intelligence across companies. It has added to the packages and tools it offers over the years, providing analytic options that allow companies to combine third-party data with information collected by Workday.
The company has also grown through acquisitions and partnerships to broaden its capabilities.. Most recently, in 2025 it purchases Sana, an AI-driven enterprise knowledge and learning platform, to create a "new front door for work". This acquisition allows Workday to integrate Sana's AI-powered search, agents, and learning capabilities with its own data and workflows, allowing employees to access information, automate tasks, and complete their day entirely within Workday.
Through a combination of strategic acquisitions and in-house development, WOrkday has built a comprehensive suite of HR, financial, and enterprise tools. By focusing on innovation and AI-driven workflows, the company continues to push productivity and decision-making for organizations worldwide. Building on this track record, Workday is very much positioned for even more growth, reinforcing its status as a leader in shaping the future of work.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Oct 2011
$85m
SERIES F
Apr 2009
$75m
SERIES E
Total funding: $215.3m
Company HQ
Pleasanton, CA
Leadership
Aneel Bhusri
(Co-Founder & Executive Chair)Annel began his career at Morgan Stanley as a Corporate Finance Analyst. He then spent nearly 6 years at PeopleSoft as a Senior VP before co-founding Workday in 2005, where he has served as the CEO ever since.
Carl Eschenbach
(CEO)Carl joined Workday in 2022 as Co-CEO, becoming CEO in 2024. He has also been a Partner at Sequoia Capital since 2016. Previously, he spent 14 years at VMware as President and COO and 3 years at Inktomi Corporation as the VP of North America Sales.
Peter Bailis
(CTO)Prior to joining Workday in 2025, People was a VP of Engineering at Google. He also previously founded Sisu Data, where he served as the CEO for over 5 years.
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