About Workato
Workato transforms technology complexity into business opportunity, helping businesses globally connect data, processes, applications, and experiences through an AI‐powered platform.
Responsibilities
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 the ANZ market.
Key responsibilities include:
* Build, hire, coach, and manage a team of SDRs across ANZ, creating 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 ANZ enterprises buying dynamics.
* Partner with Account Executives and Sales Leadership to ensure tight alignment on ICP, account prioritization, and pipeline quality.
* Collaborate with Marketing on ABM/digital campaigns, event follow‐up, regional content localization, and demand generation initiatives.
* Implement and optimize SDR tech stack (e.g., Outreach, Salesforce, LinkedIn Sales Navigator, intent data tools) to maximize team productivity.
* Establish performance management rhythms: weekly coaching, pipeline reviews, call/email audits, ramp plans, and career pathing for SDRs.
* Analyze pipeline data and conversion metrics to surface insights, remove bottlenecks, and improve funnel efficiency.
* Act as a culture carrier and talent magnet—build Workato's employer brand to attract top sales development talent across the region.
* Contribute to global SDR strategy, sharing best practices and adapting frameworks from HQ for the ANZ market.
Qualifications
What you bring:
* 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.
* Proven track record of building and scaling SDR teams in the ANZ region.
* Deep understanding of enterprise SaaS sales cycles, multi‐stakeholder buying processes, and outbound prospecting best practices.
* Experience working with or selling automation, integration, iPaaS, AI, or related enterprise technology solutions is a plus.
* Strong analytical skills—comfortable working with pipeline metrics, conversion data, and territory models to make data‐driven decisions.
* Excellent coaching and mentoring abilities with a demonstrated commitment to developing early‐career sales professionals.
* Proficiency with sales engagement platforms (Outreach, Salesforce, Gong, etc.).
* A growth mindset, entrepreneurial spirit, and comfort operating in a fast‐paced, high‐growth environment.
Nice to have:
* Experience at a high‐growth enterprise SaaS company that scaled from Series C–E through IPO‐readiness.
* Familiarity with MEDDPICC, Challenger Sale, or value‐based selling methodologies.
* Background in automation, AI, or integration technology space.
* Experience building SDR teams from scratch in a new or emerging market.
Diversity & Inclusion
Workato fosters an environment where diversity is celebrated and employees feel a sense of community and belonging. Your responses to the additional demographic questions are used only in aggregate for anonymized reporting related to our diversity and inclusion efforts and will not be associated with your specific application or used in the hiring decision.
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