Sales Development Manager, Workvivo
What you can expect
Workvivo is the employee communications platform trusted by some of the world's most recognisable brands, now scaling globally as part of Zoom. We connect millions of employees to their companies' culture, leadership and purpose and our Sales Development org is a critical engine of that growth.
We're hiring a Sales Development Manager to lead our EMEA & APJ Sales Development team. You'll manage a team of SDRs across the region, reporting directly to the Head of Sales Development. You'll be responsible for turning strategy into execution - driving pipeline performance, developing your team, building a strong coaching culture and ensuring our EMEA & APJ SDR motion operates with pace, consistency and discipline.
We're looking for a hands-on leader who coaches in the trenches, knows how to develop SDR talent and can create the environment where people consistently perform at their best.
About the team
Workvivo operates at the intersection of employee communications and employee insights, serving mid-market and enterprise companies globally. Our buyers are CHROs, CTOs, CIOs and Internal Comms Directors - a senior, multi-stakeholder profile that rewards insight-led, persona-aware outreach over high-volume spray approaches.
This is a genuinely exciting moment to join. Workvivo recently launched Seer, our employee insights solution, bringing listening, analytics and action into a single platform alongside our communications product. And with Workvivo HQ - our AI-native employee experience platform - now in market, we have a compelling, expanded story to take to enterprise buyers. Two strong products, a rapidly expanding global footprint, and the backing of Zoom's worldwide network: the opportunity to build pipeline at scale and make a material impact on Workvivo's next chapter of growth has never been greater.
The EMEA & APJ SDR team operates a balanced motion: structured outbound sequencing into target accounts alongside managed inbound response. You'll be responsible for ensuring the team executes both motions effectively, understands when to prioritise each and consistently delivers high-quality pipeline to the sales organisation.
Responsibilities
- Own EMEA & APJ Sales Development Representative performance - deliver against regional meeting, SQO and pipeline targets, with clear focus on the inputs and behaviors that drive results
- Translate global strategy into EMEA & APJ execution - ensure global SDR priorities, playbooks and programmes are adopted effectively across the region
- Build a daily coaching culture - coach reps through call reviews, roleplay, 1:1s and live feedback to continuously improve performance
- Develop and retain talent - identify high performers, create development plans and address performance gaps with clear expectations and support
- Drive strong outbound and inbound execution - ensure consistent standards across prospecting, sequencing, qualification, follow-up and handoffs
- Identify and resolve regional blockers - surface issues across process, data, tooling, routing and skills, and work with the Global Head and cross-functional teams to address them
- Partner with Sales and Marketing - strengthen meeting quality and pipeline conversion while ensuring EMEA & APJ SDR activity aligns with campaigns and ABM priorities
- Feed EMEA insight into the global SDR organisation - share what is working, what isn't and where regional learnings should influence the wider SDR strategy
What we're looking for
- Have 2+ years' experience managing SDR or BDR teams in a B2B SaaS environment
- Have a proven track record of delivering against pipeline and revenue targets through a Sales Development team
- Have experience leading both outbound and inbound motions, with a strong understanding of what drives conversion across each
- A coaching-first leadership style - you spend time with reps, listen to calls, run roleplays and actively develop capability
- Have experience developing SDR talent, managing performance and creating clear pathways for progression
- Have commercial acumen - you understand pipeline economics, conversion rates and the levers that influence SDR performance
- Data-driven and operationally disciplined, with the ability to identify performance gaps and turn insight into action
- Be comfortable working in a fast-paced, high-growth environment and bringing structure, energy and accountability to a team
Salary Range or On Target Earnings
Not included in the source posting: about the role, what you'll do, benefits.
Skills
Who can apply
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