Manager, Sales Development

Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com

Workato is looking for a manager who can take our talented EMEA SDR team to the next level. Not just by managing activity, but by rebuilding how we find and create pipeline in an AI-first buying environment. Outbound has changed: buyers are harder to interrupt, signal-based prospecting has replaced spray-and-pray, and AI tools now do in minutes what used to take an SDR a full day of research. We need a leader who has already adapted to that shift and can bring the team with them.

You'll own the strategy, performance, and culture of the EMEA SDR org, reporting to the Senior Director, EMEA Growth Marketing, and working closely with regional sales leaders, marketing, Account Executives to build a predictable, scalable pipeline engine, while developing the next generation of Workato Account Executives.

• Recruit, coach, and manage the EMEA team of SDRs; build a strong bench for promotion into Account Executive roles
• Build and continuously refine a structured onboarding and ramp program that gets new SDRs to full productivity faster
• Use call recordings, sequence performance, and CRM activity data to drive targeted, individualized coaching rather than generic training

• Design and evolve outbound strategies that combine intent data, buyer signals, and AI-powered prospecting and research tools to prioritize the right accounts at the right moment, rather than working static lead lists
• Partner with RevOps/Sales Ops to ensure intent, enrichment, and engagement data flow cleanly into Salesforce and Outreach so the team is always acting on the freshest signal

• Partner with marketing to translate campaigns, ICP, and positioning into outbound messaging and multi-touch sequences that convert
• Work with regional sales leaders and AEs to tighten SDR-to-opportunity handoff and improve conversion rates through the funnel

• Own team quota: monthly, quarterly, and annual targets
• Report on pipeline metrics, trends, and forecasted headcount needs to leadership
• Build dashboards and processes that make performance and pipeline health visible in real time, not just in QBRs

• 3-5 years of being an SDR / BDR Manager, OR having similar experience, ideally in B2B Technology
• Experience successfully managing entry level salespeople to achieve performance goals
• Proven track record of consistently exceeding against quota and outlined metrics
• Proven ability to be a strong coach
• Strong experience working with Salesforce.com, Outreach.io, and SDR business intelligence tools, or similar.
• Strong ability to conduct analysis and make decisions based on data
• ​​A competitive & resilient growth mindset

• Excellent communication, interpersonal, and organizational skills
• A bias-for-action type person who hates letting broken things stay that way
• Strong ability to conduct analysis and make decisions based on data
• ​​A competitive & resilient growth mindset