Manager, Sales Development

Workato is looking for a manager who can take our talented EMEA SDR team to the next level. Not just by managing activity, but by rebuilding how we find and create pipeline in an AI-first buying environment. Outbound has changed: buyers are harder to interrupt, signal-based prospecting has replaced spray-and-pray, and AI tools now do in minutes what used to take an SDR a full day of research. We need a leader who has already adapted to that shift and can bring the team with them.

You'll own the strategy, performance, and culture of the EMEA SDR org, reporting to the Senior Director, EMEA Growth Marketing, and working closely with regional sales leaders, marketing, Account Executives to build a predictable, scalable pipeline engine, while developing the next generation of Workato Account Executives.

What You'll Do

Team leadership & development

• Recruit, coach, and manage the EMEA team of SDRs; build a strong bench for promotion into Account Executive roles
• Build and continuously refine a structured onboarding and ramp program that gets new SDRs to full productivity faster
• Use call recordings, sequence performance, and CRM activity data to drive targeted, individualized coaching rather than generic training

AI-driven pipeline generation

• Design and evolve outbound strategies that combine intent data, buyer signals, and AI-powered prospecting and research tools to prioritize the right accounts at the right moment, rather than working static lead lists
• Partner with RevOps/Sales Ops to ensure intent, enrichment, and engagement data flow cleanly into Salesforce and Outreach so the team is always acting on the freshest signal

Cross-functional GTM strategy

• Partner with marketing to translate campaigns, ICP, and positioning into outbound messaging and multi-touch sequences that convert
• Work with regional sales leaders and AEs to tighten SDR-to-opportunity handoff and improve conversion rates through the funnel

Operating Rigor & Reporting

• Own team quota: monthly, quarterly, and annual targets
• Report on pipeline metrics, trends, and forecasted headcount needs to leadership
• Build dashboards and processes that make performance and pipeline health visible in real time, not just in QBRs

Requirements

Qualifications / Experience / Technical Skills

• 3-5 years of being an SDR / BDR Manager, OR having similar experience, ideally in B2B Technology
• Experience successfully managing entry level salespeople to achieve performance goals
• Proven track record of consistently exceeding against quota and outlined metrics
• Proven ability to be a strong coach
• Strong experience working with Salesforce.com, Outreach.io, and SDR business intelligence tools, or similar.
• Strong ability to conduct analysis and make decisions based on data
• ​​A competitive & resilient growth mindset

Soft Skills / Personal Characteristics

• Excellent communication, interpersonal, and organizational skills
• A bias-for-action type person who hates letting broken things stay that way
• Strong ability to conduct analysis and make decisions based on data
• ​​A competitive & resilient growth mindset

(REQ ID: 2954)