Senior Manager - Sales Development

Senior Second-Line Leadership Position

At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That's why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don't need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here.

Workday is the market leader in enterprise cloud applications for finance and human resources. We help organizations of all sizes thrive by providing them with the tools to plan, execute, analyze, and extend their businesses. Our Business Development team is the talent and pipeline engine of our Go-To-Market function, creating the initial spark that drives meaningful customer relationships and revenue growth.

About the Role

This is a senior second-line leadership position for a strategic and highly effective people manager ready to lead, mentor, and inspire a high-performing team of Business Development Managers and their teams across the UK and Ireland. Reporting into the Head of EMEA Business Development, you will be directly responsible for the vision and strategy needed to exceed pipeline generation quotas and drive Workday's long-term growth across EMEA's largest market. You will be instrumental in developing the next generation of frontline sales leaders and building a scalable, high-impact sales development engine.

Responsibilities

In this role, you will be directly responsible for the strategic and operational leadership of the UKI Sales Development team. Your key duties include:

• Lead & Develop Leaders: Coach, mentor, and grow a team of Business Development Managers and representatives. You will be responsible for their professional development, skill-building, and performance. You will also lead the hiring process to recruit and onboard top-tier management, building a strong leadership pipeline. Your sales leadership background will be critical as you coach your frontline managers on how to effectively engage with and lead conversations with VP-level sales leaders.

• Define & Execute UKI Strategy: Develop and refine the holistic outbound pipeline generation strategy for the UKI market, with a focus on both net new customers and driving pipeline for new product adoption and expansion within our existing customer base. You will own the strategic direction of the team's efforts, including market segmentation, account prioritization, and innovative outreach methodologies.

• Foster a Culture of Learning & High Performance: Partner with our Sales Enablement team to develop and execute a comprehensive enablement strategy. You will be responsible for building a culture of continuous learning and professional development, ensuring your teams have the skills, knowledge, and tools to succeed. This includes a focus on robust onboarding, ongoing training, and consistent coaching.

• Manage Business Performance: Own and manage the Key Performance Indicators (KPIs) across the UKI market, with a focus on business metrics, pipeline health, and efficiency. You will be responsible for accurate forecasting, creating repeatable systems, and ensuring a consistent, scalable pipeline for the entire region.

• Collaborate Cross-Functionally: Partner with senior leaders in Sales, Marketing, and Operations to align on territory planning, campaign execution, and process optimization. You will be the voice of the UKI Sales Development team, ensuring seamless collaboration across all Go-To-Market functions.

• Innovate & Lead Through Change: Proactively identify and lead opportunities for large-scale improvement across the organization. You will own the end-to-end execution, implementation, and change management process for strategic initiatives.

• Be a Cultural Leader: Foster an inclusive, fun, and high-performance environment across the entire UKI team that is deeply aligned with Workday's mission and values. You will be a role model and a key driver of the team's culture.

About You

We're searching for a proven senior leader with a strong track record of success in sales development and/or sales leadership. The qualifications and experience we're looking for include:

Basic Qualifications

• 5+ years of people leadership experience in SAAS

• 2+ years as a second-line leader within Business Development and/or Sales in SAAS

• 2+ years in a closing sales role (e.g., Account Executive) in SAAS.

Other Qualifications

• A track record of exceeding targets and demonstrating career advancement in a leadership capacity.

• Proven ability to coach, mentor, and advance frontline managers into more senior leadership positions.

• Experience partnering with Sales Enablement teams to build and scale a learning and development program.

• A data-driven mindset with the ability to forecast accurately and build broad strategies based on performance insights.

• Strong written and verbal communication skills to influence senior stakeholders and deliver executive-level presentations.

• Exceptional collaboration skills with a history of successful partnerships with senior leaders in Sales and Marketing.

• Proficiency with key sales technology, including Salesforce, Sales Navigator, Clari, Groove and Slack.

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.