EMEA Senior Director, Corporate Sales Development

1 month ago

Dublin, Dublin City, Ireland Workday Full time

Your work days are brighter here.

At Workday, it all began with a conversation over breakfast. When our founders met at a sunny California diner, they came up with an idea to revolutionize the enterprise software market. And when we began to rise, one thing that really set us apart was our culture. A culture which was driven by our value of putting our people first. And ever since, the happiness, development, and contribution of every Workmate is central to who we are. Our Workmates believe a healthy employee-centric, collaborative culture is the essential mix of ingredients for success in business. That's why we look after our people, communities and the planet while still being profitable. Feel encouraged to shine, however that manifests: you don't need to hide who you are. You can feel the energy and the passion, it's what makes us unique. Inspired to make a brighter work day for all and transform with us to the next stage of our growth journey? Bring your brightest version of you and have a brighter work day here.

About the Team

Join our growing Sales team The Corporate Sales Development Senior Director is accountable to deliver the high-quality pipeline required to meet EMEA sales growth targets by leading the team responsible for the demand generation and business development activities.

About the Role

This is a senior sales leadership role leading a team of Regional Managers - a key member of our EMEA Leadership Team. Our EMEA CSD Senior Director plays a crucial role in driving revenue growth, team success and will be responsible for transforming the organization to the next level of its strategic journey. You will report into the Global VP for Corporate Sales Development and will work closely with Regional Leaders to drive growth for each geographic region.

We are looking for an experienced leader with a strategic mindset and track record of genuine partnership with Field Sales to deliver a high quality pipeline resulting in industry leading ACV/TCV deal conversion.

You will be recognised as a meticulous, detail oriented and data driven leader accustomed to leading distributed team's and the complexity of a matrixed environment to drive targeted territory development and align CSD daily activities to meet monthly and quarterly goals.

Leadership and the ability to energize and empower the team is key. Very strong people manager skills required to mentor, lead and manage across a culturally diverse set of EMEA geographies.

Your mission and impact:

  • Develop the CSD Go to Market (GTM) plan aligned to Field Sales to optimize market coverage, maximize growth, drive key industry penetration and focused solutions expansion (e.g. Financials or Planning). Plan definition includes alignment of sales motions, territories, coverage ratios and corresponding compensation incentives.
  • Work strategically with Strategy & Operations as well as Sales to define pipeline coverage strategies and provides solutions for areas of the business in need beyond just results and/or data inputs.
  • Partner across Marketing, Field Sales, Sales Support and Sales Operations to ensure tight operating interlock and high levels of stakeholder management to include alignment on shared targets, objectives, key performance indicators, GTM priorities, programs and timelines.
  • Drive Workday Culture and cross-group collaboration as a member of the regional leadership team.
  • Work collaboratively with peers in other geographies, as well as those within the region, to identify new processes and procedures that can be replicated within the EMEA region.

About You

Basic Qualifications

  • +10 years experience as a sales leader overseeing geographically distributed teams within a complex, team-based software sales environment.
  • Recent successful experience and proven ability to develop a prospect pipeline via high volume outbound prospecting and engaging business executives in an enterprise software sales environment. We also welcome applicants with prior experience leading first line managers in a more traditional sales/sales leadership capacity.

Other Qualifications

  • You bring the leadership abilities to motivate and focus the regional organization on team and individual objectives, and exceptional leadership experience focused on empathetic leadership
  • Excellent communications skills with a particular emphasis on collaboration and partnering for a joint outcome
  • Deep understanding of business processes. Solid knowledge of demand generation processes, Marketing planning & pipeline building
  • Experience working strategically closely with Sales Leadership, Sales Operations and Marketing supporting Field Marketing activities within the territory, including webinars, trade shows, and demand generation campaigns
  • Strong Analytics Capabilities - Demonstrated experience leveraging data analysis, modeling, and/or financial analysis to support or drive business decisions
  • Ability to address and offer global solutions to problems that extend beyond our region
  • Ability to take an action plan from inception to completion with providing the right level of detail and updates
  • Ability to proactively identify and act on organizational issues and implement a solution

Our ideal CSD leader is an entrepreneurial, self-motivated, highly analytical and strong people manager with a proven ability to lead, coach and mentor second and first line people managers as well as individual contributors.

We're a purpose-driven organization, and we seek like minded Workmates, so we look forward to meeting a leader whose values align to ours



Our Approach to Flexible Work

With Flex Work, we're combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections, maintain a strong community, and do their best work. We know that flexibility can take shape in many ways, so rather than a number of required days in-office each week, we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers, prospects, and partners (depending on role). This means you'll have the freedom to create a flexible schedule that caters to your business, team, and personal needs, while being intentional to make the most of time spent together. Those in our remote "home office" roles also have the opportunity to come together in our offices for important moments that matter.

Are you being referred to one of our roles? If so, ask your connection at Workday about our Employee Referral process

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