Senior Manager, Sales Development at Workato

<div class="content-intro"><h1><span style="font-family: helvetica, arial, sans-serif;"><strong>About Workato</strong></span></h1> <p>Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. 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. To learn more, visit <span><a href="http://www.workato.com" target="_blank">www.workato.com</a></span></p> <h1><strong>Why join us?</strong></h1> <p><span style="font-weight: 400;">Ultimately, Workato believes in fostering a </span><strong>flexible, trust-oriented culture that empowers everyone to take full ownership of their roles</strong><span style="font-weight: 400;">. We are driven by </span><strong>innovation </strong><span style="font-weight: 400;">and looking for</span><strong> team players </strong><span style="font-weight: 400;">who want to actively build our company.&nbsp;</span></p> <p><span style="font-weight: 400;">But, we also believe in </span><strong>balancing productivity with self-care</strong><span style="font-weight: 400;">. That’s why we offer all of our employees a vibrant and dynamic work environment </span><a href="http://www.workato.com/careers"><span style="font-weight: 400;">along with a multitude of benefits</span></a><span style="font-weight: 400;"> they can enjoy inside and outside of their work lives.&nbsp;</span></p> <p><span style="font-weight: 400;">If this sounds right up your alley, please submit an application. We look forward to getting to know you!</span></p> <p><span style="font-weight: 400;">Also, feel free to check out why:</span></p> <ul> <li style="font-weight: 400;"> <p><a href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12"><span style="font-weight: 400;">Business Insider</span></a><span style="font-weight: 400;"> named us an “enterprise startup to bet your career on”</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www.forbes.com/cloud100/#a57477b5f941"><span style="font-weight: 400;">Forbes’ Cloud 100</span></a><span style="font-weight: 400;"> recognized us as one of the top 100 private cloud companies in the world</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html"><span style="font-weight: 400;">Deloitte Tech Fast 500</span></a><span style="font-weight: 400;"> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America</span></p> </li> <li> <p><a href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/"><span style="font-weight: 400;">Quartz</span></a><span style="font-weight: 400;"> ranked us the #1 best company for remote workers</span></p> </li> </ul></div><h1><strong>Responsibilities</strong></h1> <p>As Senior Manager of Sales Development (ANZ), you will own the strategy, execution, and growth of the SDR function across the ANZ region. You will lead a high-performing team of SDRs focused on generating qualified pipeline for the Sales team, while building the playbooks and processes that fuel Workato’s expansion and growth in ANZ market.</p> <p>This is a high-impact leadership role for someone who thrives at the intersection of people management, data-driven strategy, and outbound execution. You will partner closely with Sales, Marketing, and Revenue Operations to align pipeline generation with regional revenue goals.</p> <ul> <li> <p>Build, hire, coach, and manage a team of SDRs across ANZ, creating a culture of excellence, accountability, and career development.</p> </li> <li> <p>Own regional SDR pipeline targets and KPIs, developing and iterating on outbound and inbound strategies to consistently exceed qualified meeting and pipeline goals.</p> </li> <li> <p>Design and refine SDR playbooks, cadences, messaging frameworks, and prospecting sequences tailored to ANZ enterprises buying dynamics.</p> </li> <li> <p>Partner with Account Executives and Sales Leadership to ensure tight alignment on ICP, account prioritization, and pipeline quality.</p> </li> <li> <p>Collaborate with Marketing on ABM/digital campaigns, event follow-up, regional content localization, and demand generation initiatives.</p> </li> <li> <p>Implement and optimize SDR tech stack (e.g., Outreach, Salesforce, LinkedIn Sales Navigator, intent data tools) to maximize team productivity.</p> </li> <li> <p>Establish performance management rhythms: weekly coaching, pipeline reviews, call/email audits, ramp plans, and career pathing for SDRs.</p> </li> <li> <p>Analyze pipeline data and conversion metrics to surface insights, remove bottlenecks, and improve funnel efficiency.</p> </li> <li> <p>Act as a culture carrier and talent magnet—build Workato’s employer brand to attract top sales development talent across the region.</p> </li> <li> <p>Contribute to global SDR strategy, sharing best practices and adapting frameworks from HQ for the ANZ market.</p> </li> </ul> <p><strong>What You Bring</strong></p> <ul> <li> <p>6+ years in B2B SaaS sales development or inside sales, with at least 1-2 years in a people management role leading SDR / BDR teams.</p> </li> <li> <p>Proven track record of building and scaling SDR teams in the ANZ region&nbsp;</p> </li> <li> <p>Deep understanding of enterprise SaaS sales cycles, multi-stakeholder buying processes, and outbound prospecting best practices.</p> </li> <li> <p>Experience working with or selling automation, integration, iPaaS, AI, or related enterprise technology solutions is a plus.</p> </li> <li> <p>Strong analytical skills—comfortable working with pipeline metrics, conversion data, and territory models to make data-driven decisions.</p> </li> <li> <p>Excellent coaching and mentoring abilities with a demonstrated commitment to developing early-career sales professionals.</p> </li> <li> <p>Proficiency with sales engagement platforms (Outreach, Salesforce, Gong, etc.)</p> </li> <li> <p>A growth mindset, entrepreneurial spirit, and comfort operating in a fast-paced, high-growth environment.</p> </li> </ul> <p><strong>Nice to Have</strong></p> <ul> <li> <p>Experience at a high-growth enterprise SaaS company that scaled from Series C–E through IPO-readiness.</p> </li> <li> <p>Familiarity with MEDDPICC, Challenger Sale, or value-based selling methodologies.</p> </li> <li> <p>Background in automation, AI, or integration technology space.</p> </li> <li> <p>Experience building SDR teams from scratch in a new or emerging market.</p> </li> </ul>