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Senior Manager, Sales Development

Sydney, Australia

About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

Why join us?

Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. 

But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. 

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Also, feel free to check out why:

  • Business Insider named us an “enterprise startup to bet your career on”

  • Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

  • Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

  • Quartz ranked us the #1 best company for remote workers

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 ANZ market.

This is a high-impact leadership role for someone who thrives at the intersection of people management, data-driven strategy, and outbound execution. You will partner closely with Sales, Marketing, and Revenue Operations to align pipeline generation with regional revenue goals.

  • 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.

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.

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