Description
We’re looking for a Senior Manager, Inside Sales to lead a team of high-performing Business Development Representatives (BDRs) in Japan.
As a first-line leader, you will be responsible for managing and developing a high-performing BDR team, driving scalable pipeline creation, building a strong talent pipeline for the wider sales organization, and fostering a culture of high performance, accountability, and continuous professional development.
Key responsibilities:
- Lead and inspire a team of BDRs, focusing on performance improvement, career progression, and building a strong talent bench for the broader sales organization.
- Drive pipeline creation by identifying, engaging, and qualifying target accounts and prospects across Japan’s enterprise market.
- Strategize with Sales and Marketing leadership to align on territory goals, target account priorities, lead-to-opportunity conversion rates, and account-based marketing execution.
- Optimize operations by identifying gaps in the business development process and implementing improved workflows, messaging frameworks, coaching cadences, and operational best practices.
- Analyze performance using data-driven insights to track KPIs, assess pipeline creation performance, identify funnel bottlenecks, and provide clear reporting on team performance and regional business development health.
- Recruit and onboard top-tier BDR talent, ensuring a strong employee experience that reflects Workday’s values and supports long-term career growth.
- Lead change by supporting organizational transformation initiatives and helping the team adapt to new processes, tools, market strategies, and ways of working.
Requirements:
- 7+ years of professional experience in a high-growth SaaS or similar enterprise software/tech environment.
- 3+ years of proven experience directly managing BDR teams, with a strong track record of improving individual and team performance against pipeline creation, qualification, and conversion goals.
- 5+ years of experience as enterprise field sales, with a strong understanding of complex sales cycles, account planning, and executive-level engagement.
- Demonstrated ability to recruit, hire, develop, and promote BDR talent into Account Executive, Field Sales, or leadership roles.
- Advanced proficiency in Salesforce.com reporting and dashboards.
- Experience using or optimizing a modern sales stack, including tools such as Outreach, Salesloft, Clari, Qualified, 6sense, and LinkedIn Sales Navigator.
- Strong executive presence and communication skills.
- Leadership style that aligns with Workday’s core values, especially Integrity and Employee Contribution.