The Manager of Sales Development is accountable for managing a team of Territory Development Representatives (TDR) responsible for prospecting and generating revenue. This person is a data-driven manager that directs their team to identify and execute on winning opportunities, proper and timely follow up, and deliver an excellent experience to the customer. The Manager of Sales Development also ensures that the sales representatives are operating at a high level of performance and prioritize 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 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 team achieve quarterly pipeline targets, bookings targets, and sales accepted opportunities by driving value of Workiva’s platform with current customers and new logos

• Ensure team members have specific direction on building qualified pipeline within new customer and existing accounts

• Communicate and liaise with leaders and peers to win together in a matrix organization

• Identify knowledge gaps on 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 in order to meet needs of sales organization and Workiva

• Navigate internal departments and foster cross-functional relationships to drive alignment with global strategies and programs

• Establish strong relationship 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 team navigate complex sale cycles and provide actionable customer insights

• 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

• Typically Bachelor’s degree with minimum 4 years Sales Development and/or related experience

• Minimum 2 years of direct people management experience preferred, including supervisory experience of supervisor and/or individual contributors

Preferred Qualifications

• Proficient knowledge of 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

✅ Salary range in the US: $106,000.00 - $172,000.00

✅ 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.

Workiva is an Equal Employment Opportunity and Affirmative Action Employer.  We believe that great minds think differently.  We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation.  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.  We strongly encourage and welcome people from historically marginalized groups to apply.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email [email protected].

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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