Director, Sales Development

The Director, Sales Development is accountable to deliver the high-quality pipeline required to meet North America sales growth targets by leading the team responsible for demand generation and business development activities. 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 Sales Development Managers and their teams across North America. Reporting into the Sr. Director of North America Sales 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 North America’s largest market.

Responsibilities

Lead & Develop Leaders: Coach, mentor, and grow a team of Sales Development Managers and representatives; Define & Execute North America Strategy: Develop and refine the holistic outbound pipeline generation strategy for North America; Foster a Culture of Learning & High Performance: Partner with Sales Enablement to develop and execute a comprehensive enablement strategy; Manage Business Performance: Own and manage KPIs across North America market with focus on business metrics, pipeline health, and efficiency; Collaborate Cross-Functionally: Partner with senior leaders in Sales, Marketing, and Operations; Innovate & Lead Through Change: Identify and lead opportunities for large-scale improvement and own change management; Be a Cultural Leader: Foster an inclusive, fun, and high-performance environment aligned with Workday's mission and values

Requirements

7+ years of experience in SAAS; 4+ years as a people leader within Business Development and/or Sales in SAAS; 3+ years in a closing sales role (e.g., Account Executive) in SAAS; 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

Benefits

Eligible for the Workday Bonus Plan or a role-specific commission/bonus; annual refresh stock grants; comprehensive benefits; Flex Work