sales
Posted Apr 16Senior Manager, Sales Development
at Workato
Sydney, AustraliaOn-site
Responsibilities
- Build, hire, coach, and manage a team of SDRs across ANZ, creating a culture of excellence, accountability, and career development. •
- Own regional SDR pipeline targets and KPIs, developing and iterating on outbound and inbound strategies to consistently exceed qualified meeting and pipeline goals. •
- Design and refine SDR playbooks, cadences, messaging frameworks, and prospecting sequences tailored to ANZ enterprises buying dynamics. •
- Collaborate with Marketing on ABM/digital campaigns, event follow-up, regional content localization, and demand generation initiatives. •
- Implement and optimize SDR tech stack (e.g., Outreach, Salesforce, LinkedIn Sales Navigator, intent data tools) to maximize team productivity. •
- Establish performance management rhythms: weekly coaching, pipeline reviews, call/email audits, ramp plans, and career pathing for SDRs. •
- Analyze pipeline data and conversion metrics to surface insights, remove bottlenecks, and improve funnel efficiency. •
- Act as a culture carrier and talent magnet—build Workato’s employer brand to attract top sales development talent across the region. •
- Proven track record of building and scaling SDR teams in the ANZ region •
Requirements
- Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform.
- With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business.
- Deep understanding of enterprise SaaS sales cycles, multi-stakeholder buying processes, and outbound prospecting best practices. •
- Experience working with or selling automation, integration, iPaaS, AI, or related enterprise technology solutions is a plus. •
- Proficiency with sales engagement platforms (Outreach, Salesforce, Gong, etc.) •
- Experience at a high-growth enterprise SaaS company that scaled from Series C–E through IPO-readiness. •
- Familiarity with MEDDPICC, Challenger Sale, or value-based selling methodologies. •
- Background in automation, AI, or integration technology space. •