Manager, Business 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 team is part of Workday's Field Sales organization and plays a vital role in how Workday connects with future customers. Our mission is to generate a quality sales pipeline that fuels Workday's growth and helps redefine how companies run their global businesses. We are the front door to Workday, often the first voice a prospective customer hears and we take that responsibility seriously.

Our team brings together strategic people leadership, creativity, and drive in an environment where collaboration is real, not just a value on the wall. We partner closely with Regional Sales leadership and Marketing to develop and run targeted territory development plans. What makes this team special is our investment in people: we are dedicated to developing the next generation of sales talent at Workday while delivering measurable results. If you are energized by coaching others, building high-performing teams, and creating a pipeline that makes a real impact, this is the team for you.

About the Role

As a Sales Development Manager, you will partner with the Director of Sales Development and Regional Sales leadership to create and carry out targeted territory development plans. You will align Sales Development Representative (SDR) daily activities to achieve quarterly objectives, ensuring that every effort translates into a meaningful pipeline for the business.

You will build and lead a high-performing team of Sales Development Representatives. This includes recruiting, hiring, and training new team members, as well as establishing and implementing best practices across the team. You will cultivate an environment focused on generating a quality sales pipeline, fostering the professional growth of your team members, and living Workday's core values every day.

In this role, you will be responsible for:

• Coaching and developing SDRs through outbound calling programs, including targeted campaigns, mock calls, call blitzes, and individualized mentorship to sharpen prospecting skills and drive performance

• Creating and running territory development plans in collaboration with the Director of Sales Development and Regional Sales leadership to ensure alignment with quarterly and annual goals

• Partnering with Marketing to support field marketing activities such as webinars, trade shows, and demand generation campaigns within your assigned territory

• Building and managing a healthy pipeline by guiding your team in prospecting, qualifying, and positioning opportunities with business leaders

• Analyzing data and converting insights into action by developing successful sales prospecting plans rooted in data-driven decision making

• Fostering a culture of accountability and growth by setting clear expectations, providing consistent feedback, and celebrating team achievements

This is a hands-on, frontline leadership position where your ability to inspire, coach, and develop talent will directly impact the success of the team and the broader sales organization.

About You

Basic Qualifications

M2 Manager, Business Development

• 1+ year(s) of Sales Development leadership experience in the software/technology space or 18+ months of demonstrated success as a Sales Development Representative combined with 6 months of experience in a measured stretch assignment capacity

• Bachelor's degree or equivalent years of professional experience (4 years)

• 1+ year(s) of experience analyzing data and converting it into actionable insights and developing successful sales prospecting plans

• 1+ year(s) in a closing sales role (e.g., Account Executive) in SaaS

M3 Manager Business Development:

• 2+ year(s) of Sales Development leadership experience in the software/technology space

• Bachelor's degree or equivalent years of professional experience (4 years)

• 2+ year(s) of experience analyzing data and converting it into actionable insights and developing successful sales prospecting plans

• 2+ year(s) in a closing sales role (e.g., Account Executive) in SaaS

Other Qualifications

• Sales Performance Coaching: Experienced in guiding, mentoring, and training sales professionals to improve their prospecting techniques, strategies, and overall performance, including the ability to provide constructive feedback and inspire team members to reach their potential

• Value Selling: Skilled in coaching the team on value-based selling techniques that focus on understanding customer needs and pain points, effectively communicating the unique value proposition of Workday's solutions, and building trust with prospective customers

• Communication: Excellent verbal and written communication skills, with the ability to adapt your style to different audiences, facilitate clear and effective conversations, and collaborate across teams including Sales, Marketing, and leadership

• High Performance Team Building: Experienced in creating, developing, and nurturing teams that consistently deliver strong results, including understanding team dynamics, motivating individuals toward shared goals, and fostering a positive and productive work environment

• Strategic Planning: Skilled in developing comprehensive territory and prospecting plans that translate the team's vision into clearly defined goals, identifying opportunities and potential risks, and ensuring resources are allocated effectively to meet objectives

• Business Acumen: Understands key Workday and industry dynamics and applies this insight to make informed decisions, guide team strategy, and drive value for the organization

• Industry Insights: Knowledgeable about the dynamics, trends, and key players within the enterprise software industry, using this understanding to inform prospecting strategies and position Workday effectively in conversations with prospects

Workday Pay Transparency Statement

The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here.

Primary Location: USA.CA.San Francisco

Primary Location Base Pay Range: $95,700 USD - $143,500 USD

Additional US Location(s) Base Pay Range: $80,700 USD - $143,500 USD

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.

Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records.

Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans.

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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