Senior Manager, Sales Development

📋 Description

• • Lead the strategy, execution, and growth of the Sales Development Representative (SDR) function across the ANZ region, ensuring alignment with regional revenue goals.
• • Build, hire, coach, and manage a high-performing team of SDRs, fostering a culture of excellence, accountability, and career development.
• • Own regional SDR pipeline targets and KPIs, developing and iterating on 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 in the ANZ market.
• • Partner closely with Account Executives and Sales Leadership to align on Ideal Customer Profile (ICP), account prioritization, and pipeline quality.
• • Collaborate with Marketing on account-based marketing (ABM) campaigns, digital initiatives, event follow-up, and regional content localization to drive demand generation.
• • Implement and optimize the SDR tech stack including Outreach, Salesforce, LinkedIn Sales Navigator, and intent data tools to maximize team productivity and efficiency.
• • Establish performance management rhythms including weekly coaching sessions, pipeline reviews, call and email audits, ramp plans, and structured career pathing for SDRs.
• • Analyze pipeline data and conversion metrics to identify bottlenecks, surface actionable insights, and improve funnel efficiency across the sales process.
• • Act as a culture carrier and talent magnet, building Workato’s employer brand to attract top-tier sales development talent across ANZ.
• • Contribute to global SDR strategy by sharing regional best practices and adapting global frameworks to suit the ANZ market context.
• • Drive continuous improvement in SDR processes through data-driven decision-making, performance tracking, and iterative refinement of outreach methodologies.
• • Ensure tight alignment between Sales Development, Revenue Operations, and Marketing to create a unified approach to pipeline generation and revenue growth.
• • Maintain deep understanding of enterprise SaaS sales cycles, multi-stakeholder buying processes, and outbound prospecting best practices to guide team performance.
• • Serve as a key liaison between regional sales teams and global headquarters to ensure consistency in messaging, process, and performance standards.
• • Champion a growth mindset and entrepreneurial spirit within the team, encouraging innovation and adaptability in a fast-paced, high-growth environment.