Senior Manager, Sales Development

📋 Description

• • Lead the strategy, execution, and growth of the Sales Development Representative (SDR) function across the Asia region, ensuring alignment with regional revenue objectives.
• • Build, hire, coach, and manage a high-performing team of SDRs, fostering a culture of excellence, accountability, and continuous career development.
• • Own regional SDR pipeline targets and KPIs, designing and iterating 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 enterprise buying dynamics across ASEAN, ANZ, Greater China, Japan, and Korea.
• • Partner closely with Account Executives and Sales Leadership to align on Ideal Customer Profile (ICP), account prioritization, and pipeline quality standards.
• • Collaborate with Marketing on account-based marketing (ABM) campaigns, digital demand generation, event follow-up, and regional content localization efforts.
• • Implement and optimize the SDR tech stack including Outreach, Salesforce, LinkedIn Sales Navigator, and intent data tools to maximize team productivity and efficiency.
• • Establish structured performance management rhythms: weekly coaching sessions, pipeline reviews, call/email audits, ramp plans, and individualized career pathing for SDRs.
• • Analyze pipeline data, conversion metrics, and funnel performance to identify bottlenecks, surface actionable insights, and improve overall sales efficiency.
• • Act as a culture carrier and talent magnet, building Workato’s employer brand to attract top-tier sales development talent across Asia.
• • Contribute to global SDR strategy by adapting HQ frameworks for the Asia market and sharing regional best practices with the broader organization.
• • Drive consistent pipeline generation through data-driven decision-making, leveraging metrics to refine targeting, messaging, and outreach tactics.
• • Ensure seamless coordination between Sales Development, Revenue Operations, and Marketing to maintain alignment on regional go-to-market initiatives.
• • Maintain deep understanding of enterprise SaaS sales cycles, multi-stakeholder buying processes, and outbound prospecting methodologies.
• • Serve as a key liaison between regional sales teams and global functions to ensure consistent execution and scalability of SDR operations.
• • Continuously evaluate and enhance prospecting tools, processes, and training programs to keep the SDR team at the forefront of industry best practices.
• • Champion a growth mindset and entrepreneurial approach within the team, encouraging innovation and ownership in a fast-paced, high-growth environment.