Sr Director, Sales Development (North America)

Sales Development Senior Director

Your work days are brighter here. We're obsessed with making hard work pay off, for our people, our customers, and the world around us. As a Fortune 500 company and a leading AI platform for managing people, money, and agents, we're shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join, you'll feel it. Not just in the products we build, but in how we show up for each other. Our culture is rooted in integrity, empathy, and shared enthusiasm. We're in this together, tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether you're building smarter solutions, supporting customers, or creating a space where everyone belongs, you'll do meaningful work with Workmates who've got your back. In return, we'll give you the trust to take risks, the tools to grow, the skills to develop and the support of a company invested in you for the long haul. So, if you want to inspire a brighter work day for everyone, including yourself, you've found a match in Workday, and we hope to be a match for you too.

About the Team

Join our growing Field Sales team! The Sales Development Senior Director is accountable to deliver the high-quality pipeline required to meet North America sales growth targets by leading the team responsible for the demand generation and business development activities.

About the Role

This is a senior sales leadership role leading a team of Regional Managers and a key member of our North America Leadership Team. This individual will play a key position in driving revenue growth, team success, and will help continue our growth story in the region.

We are looking for an experienced leader with a strategic mindset and track record of genuine partnership with Field Sales to deliver high quality pipeline, resulting in industry leading ACV / TCV deal conversion. You will be recognized as a meticulous, detail oriented, and data driven leader accustomed to leading distributed teams and the complexity of a matrixed environment to drive targeted territory development and align Sales Development daily activities to meet monthly and quarterly goals. Leadership and the ability to energize and empower the team is key. Very strong people manager skills required to mentor, lead and manage across a culturally diverse set of North America geographies.

This role reports into the Global VP for Sales Development and will work closely with Regional Leaders to drive growth for each geographic region.

• Develops the Sales Development Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives.
• Defines the operating plan that aligns the role and prospecting responsibilities of the Sales Development team to the sales qualification funnel for pipeline target achievement.
• Drives the business management cadence of the organization across the key activities, metrics and outcomes required to drive consistent and predictable performance. Achieves quarterly pipeline generation targets and accurately forecasts quarterly pipeline metrics.
• Works strategically with strategy and operations as well as sales to define pipeline coverage strategies and provides solutions for areas of the business in need.
• Aligns with and delivers to sales a comprehensive update on business strategies, efforts and campaigns that extend beyond just results and / or data inputs.
• Works across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines.
• Leads, manages and develops a team of Sales Development Representatives (SDR) including the recruitment, hiring, and coaching of managers and SDRs. Drives a career development vision oriented to a performance and growth mindset culture. In conjunction, ensures clear career path definition and principles of individual career development that prepares SDRs for future career opportunity in a Sales, Marketing, Presales, Value Management, and Sales Operation capacity.
• Drive Workday Culture and cross-group collaboration as a member of the regional leadership team.
• Works collaboratively with peers in other geographies, as well as those within the region, to identify new processes and procedures that can be replicated within the North America region.
• Ability to come up with new ideas and try new initiatives. Fear of failure is not a consideration, but instead a constant focus on improvement and efficiency even if it means doing things a new way or asking the team to stretch to new motions.

About You

Basic Qualifications

Other Qualifications

The ideal candidate is an entrepreneurial, self-motivated, highly analytical and very strong people manager with a proven ability to lead, coach and mentor first line people managers and individual contributors.

If you're interested in this opportunity, please submit your application directly to this advertisement along with an updated resume that clearly outlines your current role. A well crafted and customized resume for this specific opening will help us determine your suitability for this amazing opportunity.