Senior Manager, Sales Development

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.

As a Senior Manager, Inside Sales, you will be a first-line leader responsible for managing and developing a high-performing Business Development Representative (BDR) team in Japan. Your goal is to drive scalable pipeline creation, build a strong talent pipeline for the wider sales organization, and foster a culture of high performance, accountability, and continuous professional development.
You will partner closely with Sales, Marketing, and regional leadership to align BDR execution with territory priorities, enterprise account strategies, and pipeline goals. This role requires a leader who can coach teams effectively, improve operational discipline, and contribute to the continued transformation and growth of the BDR organization.

In This Role, You Will
Lead & Inspire
Manage, coach, and mentor a team of BDRs, focusing on performance improvement, career progression, and building a strong talent bench for the broader sales organization.

Drive Pipeline Creation
Lead the team in creating high-quality pipeline by identifying, engaging, and qualifying target accounts and prospects across Japan’s enterprise market.

Strategize
Partner with Sales and Marketing leadership to align on territory goals, target account priorities, lead-to-opportunity conversion rates, and account-based marketing execution.

Optimize Operations
Identify gaps in the business development process and implement improved workflows, messaging frameworks,
coaching cadences, and operational best practices to improve team productivity and conversion rates.

Analyze Performance
Use data-driven insights to track KPIs, assess pipeline creation performance, identify funnel bottlenecks, and provide clear reporting on team performance and regional business development health.

Recruit & Onboard
Hire, onboard, and develop top-tier BDR talent, ensuring a strong employee experience that reflects Workday’s values and supports long-term career growth.

Lead Change
Support organizational transformation initiatives by helping the team adapt to new processes, tools, market strategies, and ways of working.

• High Growth Environment Experience
  7+ years of professional experience in a high-growth SaaS or similar enterprise software / tech environment.
  
  BDR Leadership Experience
  3+ Years of proven experience directly managing BDR teams, with a strong track record of improving individual and team performance against pipeline creation, qualification, and conversion goals.
  
  Enterprise Field Sales Experience
  5+ Years of experience as enterprise field sales, with a strong understanding of complex sales cycles, account planning, and executive-level engagement. 

At Workday, we value our candidates’ privacy and data security.  Workday will never ask candidates to apply to jobs through websites that are not Workday Careers. 

Please be aware of sites that may ask for you to input your data in connection with a job posting that appears to be from Workday but is not.

In addition, Workday will never ask candidates to pay a recruiting fee, or pay for consulting or coaching services, in order to apply for a job at Workday.