Manager, Sales Development

About Workato

Workato is a leading enterprise AI control and execution platform that unifies data, applications, and workflows into a centralized system enabling AI to automate business processes at scale. Trusted by over half of the Fortune 500 including giants like Nasdaq, Amazon, Cisco, and Vodafone, Workato integrates more than 14,000 enterprise systems into a governed AI-driven execution layer.

Why Join Us?

We foster a flexible and trust-based culture encouraging full ownership and innovation. Our vibrant work environment supports productivity alongside employee well-being, offering multiple benefits inside and outside work.

Responsibilities

• Lead and grow the EMEA Sales Development Representative (SDR) team by innovating pipeline creation suitable for an AI-first buying environment.
• Develop strategies that leverage AI-driven prospecting, buyer intent data, and signal-based outreach replacing traditional lead approaches.
• Collaborate with sales leadership, marketing, and account executives to construct a scalable, predictable pipeline.
• Recruit, coach, and manage SDRs building a robust talent pool for future Account Executive roles.
• Create and enhance onboarding and ramp-up programs to expedite new SDR productivity.
• Utilize CRM data, call recordings, and outreach performance analytics to deliver targeted coaching plans.
• Partner with RevOps and Sales Ops to integrate intent and engagement data smoothly into systems like Salesforce and Outreach.
• Combine marketing campaigns and buyer personas into effective multi-touch outbound messaging sequences.
• Improve SDR to opportunity conversion rates by working closely with sales leaders and account executives.
• Own SDR team quotas and report pipeline metrics, forecasting needs to leadership regularly.
• Develop dashboards and processes that provide real-time visibility into team performance and pipeline health.

Requirements

• 3 to 5 years managing SDR or BDR teams, preferably within B2B technology sectors.
• Experienced in mentoring entry-level salespeople to meet or surpass performance targets.
• Consistent track record of exceeding quotas and business metrics.
• Demonstrated coaching capabilities.
• Proficient with Salesforce.com, Outreach.io, and other sales intelligence platforms.
• Strong data analysis skills to inform decision-making.
• Possess a competitive and resilient growth mindset.
• Excellent interpersonal communication and organizational skills.
• Proactive problem-solver, willing to act swiftly to improve systems and processes.