The Manager of Sales Development is accountable for managing a team responsible for prospecting and generating revenue. This person is a data-driven manager who directs their team to identify and execute on winning opportunities, provide proper and timely follow-up, and deliver an excellent customer experience. The Manager of Sales Development also ensures that the sales representatives are performing at a high level and prioritizing opportunities in accordance with company objectives.
What You'll Do
Leadership and Team Management
- Build a strong, sustainable organization with high levels of employee engagement by attracting and developing superior talent and rewarding superior performance of teams and individuals
- Develop a team of sales representatives through regular coaching and knowledge sharing, giving feedback and career development opportunities, and fostering a positive and collaborative team environment
- Help the team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving the value of Workiva’s platform with current customers and new logos
- Ensure team members have specific direction on building a qualified pipeline within new customers and existing accounts
- Communicate and liaise with leaders and peers to win together in a matrix organization
- Identify knowledge gaps on the team and provide training when and where appropriate
- Maintain a high level of communication with Senior Directors of Sales Development to stay abreast of continually changing focus to meet the needs of the sales organization and Workiva
- Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs
- Establish strong relationships with sales managers and ensure TDRs on the team are having weekly 1:1’s with each Account Executive they support
Sales Expertise and Strategy
- Develop and implement go-to-market strategies that align with market trends and customer needs
- Understand customers' needs to effectively help the team navigate complex sales cycles and provide actionable customer insights
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- Establish and maintain strong working relationships with internal and external stakeholders and leadership
- Collaborate with product marketing, sales, and finance to leverage data and metrics to inform selling strategies and decision-making
- Identify and execute on areas of opportunity for process improvement within industry best practices
- Leverage data and metrics to perform sales forecasting and pipeline management
What You'll Need
Minimum Qualifications
- Bachelor’s degree with a minimum of 5 years of Sales Development and/or related experience
- 2 years of direct people management experience
Preferred Qualifications
- Strong understanding of the Financial Services landscape.
- Proven track record of successfully scaling inside sales teams in a high-growth environment
- Proficient knowledge of the Software as a Service business model
- Demonstrated coaching and leadership skills
- Ability to motivate team members and influence others
- Strong presentation skills
- Strong knowledge of Workiva products and internal processes through a commitment to ongoing training
- Excellent time and territory management skills
Travel Requirements & Working Condition
- 25% travel for internal meetings and trainings
- Reliable internet access for any period of time working remotely, not in a Workiva office
How You’ll Be Rewarded
✅ On Target Earnings (OTE) range in the US: 156,000.00 - 253,000.00 USD Annual ✅ Eligible for commission based on sales performance
✅ Restricted Stock Units granted at time of hire
✅ 401(k) match and comprehensive employee benefits package
The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.
Why Join Workiva
Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.
At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.
Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.
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