Director, Sales Development

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 Director, Sales Development 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 second-line leadership position for a strategic and highly effective people manager ready to lead, mentor, and inspire a high-performing team of Sales Development Managers and their teams across North America. Reporting into the Sr. Director of North America Sales Development, you will be directly responsible for the vision and strategy needed to exceed pipeline generation quotas and drive Workday's long-term growth across North America’s largest market. You will be instrumental in developing the next generation of frontline sales leaders and building a scalable, high-impact sales development engine. Responsibilities Lead & Develop Leaders: Coach, mentor, and grow a team of Sales Development Managers and representatives. You will be responsible for their professional development, skill-building, and performance. You will also lead the hiring process to recruit and onboard top-tier management, building a strong leadership pipeline. Your sales leadership background will be critical as you coach your frontline managers on how to effectively engage with and lead conversations with VP-level sales leaders. Define & Execute North America Strategy: Develop and refine the holistic outbound pipeline generation strategy for the North America market, with a focus on both net new customers and driving pipeline for new product adoption and expansion within our existing customer base. You will own the strategic direction of the team's efforts, including market segmentation, account prioritization, and innovative outreach methodologies. Foster a Culture of Learning & High Performance: Partner with our Sales Enablement team to develop and execute a comprehensive enablement strategy. You will be responsible for building a culture of continuous learning and professional development, ensuring your teams have the skills, knowledge, and tools to succeed. This includes a focus on robust onboarding, ongoing training, and consistent coaching. Manage Business Performance: Own and manage the Key Performance Indicators (KPIs) across the North America market, with a focus on business metrics, pipeline health, and efficiency. You will be responsible for accurate forecasting, creating repeatable systems, and ensuring a consistent, scalable pipeline for the entire region. Collaborate Cross-Functionally: Partner with senior leaders in Sales, Marketing, and Operations to align on territory planning, campaign execution, and process optimization. You will be the voice of the North America Sales Development team, ensuring seamless collaboration across all Go-To-Market functions. Innovate & Lead Through Change: Proactively identify and lead opportunities for large-scale improvement across the organization. You will own the end-to-end execution, implementation, and change management process for strategic initiatives. Be a Cultural Leader: Foster an inclusive, fun, and high-performance environment across the entire North America team that is deeply aligned with Workday's mission and values. You will be a role model and a key driver of the team's culture. About You We're searching for a proven senior leader with a strong track record of success in sales development and/or sales leadership. The qualifications and experience we're looking for include: Basic Qualifications 7+ years of experience in SAAS 4+ years as a people leader within Business Development and/or Sales in SAAS 3+ years in a closing sales role (e.g., Account Executive) in SAAS Other Qualifications A track record of exceeding targets and demonstrating career advancement in a leadership capacity. Proven ability to coach, mentor, and advance frontline managers into more senior leadership positions. Experience partnering with Sales Enablement teams to build and scale a learning and development program. A data-driven mindset with the ability to forecast accurately and build broad strategies based on performance insights. Strong written and verbal communication skills to influence senior stakeholders and deliver executive-level presentations. Exceptional collaboration skills with a history of successful partnerships with senior leaders in Sales and Marketing. Proficiency with key sales technology, including Salesforce, Sales Navigator, Clari, Groove and Slack. Workday Pay Transparency Statement The annualized base salary ranges for the primary location and any additional locations are listed below. Workday pay ranges vary based on work location. As a part of the total compensation package, this role may be eligible for the Workday Bonus Plan or a role-specific commission/bonus, as well as annual refresh stock grants. Recruiters can share more detail during the hiring process. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. For more information regarding Workday’s comprehensive benefits, please click here. Primary Location: USA.CA.San Francisco Primary Location Base Pay Range: $186,800 USD - $280,200 USD Additional US Location(s) Base Pay Range: $157,800 USD - $280,200 USD Our Approach to Flexible Work With Flex Work, we’re combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter. Pursuant to applicable Fair Chance law, Workday will consider for employment qualified applicants with arrest and conviction records. Workday is an Equal Opportunity Employer including individuals with disabilities and protected veterans. Workday is committed to providing reasonable accommodations for qualified individuals during our application process, in order to perform one or more essential functions of their job, as well as regarding the use of AI tools for employment decision-making to any degree. Please see below for more details including how to request an accommodation as a qualified veteran, due to a disability or for religious reasons, or as otherwise provided under applicable law. Workday prohibits taking adverse action against any candidate or employee for reporting a possible violation of this policy, requesting one or more work accommodations, exercising a privacy right, or cooperating in an investigation in accordance with applicable law. Any employee who retaliates against a candidate or employee for doing so may be subject to disciplinary action, up to and including termination of employment, to the fullest extent allowable under applicable law. If you require a reasonable accommodation, you may email View email address on click.appcast.io, as far in advance as possible. Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process! At Workday, we value our candidates’ privacy and data security. 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