Senior manager, sales development

Your work days are brighter here.

We’re obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we’re shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you’ll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We’re in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you’ll do meaningful work with Workmates who’ve got your back. In return, we’ll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you’ve found a match in Workday, and we hope to be a match for you too.

About the Team

The Sales Development leadership team is responsible for nurturing the next generation of Workday sales talent. We sit at the intersection of Marketing and Sales, acting as a strategic bridge that drives our go-to-market engine. You will lead a team of high-performing SDR Managers and individual contributors, ensuring they have the tools, coaching, and motivation to shatter their targets.

About the Role

As a Senior Manager, Inside Sales, you will be a first-line leader responsible for managing and developing a high-performing Business Development Representative (BDR) team in Japan. Your goal is to drive scalable pipeline creation, build a strong talent pipeline for the wider sales organization, and foster a culture of high performance, accountability, and continuous professional development.

You will partner closely with Sales, Marketing, and regional leadership to align BDR execution with territory priorities, enterprise account strategies, and pipeline goals. This role requires a leader who can coach teams effectively, improve operational discipline, and contribute to the continued transformation and growth of the BDR organization.

In This Role, You Will

• Lead & Inspire: Manage, coach, and mentor a team of BDRs, focusing on performance improvement, career progression, and building a strong talent bench for the broader sales organization.
• Drive Pipeline Creation: Lead the team in creating high-quality pipeline by identifying, engaging, and qualifying target accounts and prospects across Japan’s enterprise market.
• Strategize: Partner with Sales and Marketing leadership to align on territory goals, target account priorities, lead-to-opportunity conversion rates, and account-based marketing execution.
• Optimize Operations: Identify gaps in the business development process and implement improved workflows, messaging frameworks, coaching cadences, and operational best practices to improve team productivity and conversion rates.
• Analyze Performance: Use data-driven insights to track KPIs, assess pipeline creation performance, identify funnel bottlenecks, and provide clear reporting on team performance and regional business development health.
• Recruit & Onboard: Hire, onboard, and develop top-tier BDR talent, ensuring a strong employee experience that reflects Workday’s values and supports long-term career growth.
• Lead Change: Support organizational transformation initiatives by helping the team adapt to new processes, tools, market strategies, and ways of working.

About You

Basic Qualifications

• High Growth Environment Experience: 7+ years of professional experience in a high-growth SaaS or similar enterprise software / tech environment.
• BDR Leadership Experience: 3+ Years of proven experience directly managing BDR teams, with a strong track record of improving individual and team performance against pipeline creation, qualification, and conversion goals.
• Enterprise Field Sales Experience: 5+ Years of experience as enterprise field sales, with a strong understanding of complex sales cycles, account planning, and executive-level engagement.
• Talent Developer: A documented history of recruiting, hiring, developing, and promoting BDR talent into Account Executive, Field Sales, or leadership roles.
• Pipeline Creation Expertise: Demonstrated ability to lead teams that consistently generate high-quality pipeline and contribute meaningfully to regional sales objectives.
• Data Literacy: Advanced proficiency in Salesforce.com reporting and dashboards. You should be comfortable using data to tell a story, identify bottlenecks in the funnel, and adjust team behavior based on conversion metrics.
• Operational Tooling: Experience using or optimizing a modern sales stack, including tools such as Outreach, Salesloft, Clari, Qualified, 6sense, and LinkedIn Sales Navigator.
• Strategic Alignment: Demonstrated ability to partner with Regional Sales Directors, Account Executives, and Field Marketing to create account-based plays for Tier-1 enterprise accounts.
• Organizational Transformation: Experience supporting or leading organizational change, including process improvement, team restructuring, new go-to-market motions, or adoption of new tools and operating models.
• Communication: Strong executive presence and communication skills. You can present pipeline health, conversion trends, and team performance clearly and confidently to senior stakeholders.

The Workday Way

A leadership style that aligns with Workday’s core values, especially Integrity and Employee Contribution. You lead by serving your team, developing people, and fostering a culture of belonging.

Our Approach to Flexible Work

With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law.

Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law.

If you require a reasonable accommodation, you may email accommodations@workday.com, as far in advance as possible.

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