Responsibilities
- own the strategy, execution, and growth of the SDR function across the ANZ region
- lead a high-performing team of SDRs focused on generating qualified pipeline for the Sales team, while building the playbooks and processes that fuel Workato’s expansion and growth in ANZ market
- partner closely with Sales, Marketing, and Revenue Operations to align pipeline generation with regional revenue goals
- build, hire, coach, and manage a team of SDRs across ANZ, creating a culture of excellence, accountability, and career development
- own regional SDR pipeline targets and KPIs, developing and iterating on outbound and inbound strategies to consistently exceed qualified meeting and pipeline goals
- design and refine SDR playbooks, cadences, messaging frameworks, and prospecting sequences tailored to ANZ enterprises buying dynamics
- partner with Account Executives and Sales Leadership to ensure tight alignment on ICP, account prioritization, and pipeline quality
- collaborate with Marketing on ABM/digital campaigns, event follow-up, regional content localization, and demand generation initiatives
- implement and optimize SDR tech stack (e.g., Outreach, Salesforce, LinkedIn Sales Navigator, intent data tools) to maximize team productivity
- establish performance management rhythms: weekly coaching, pipeline reviews, call/email audits, ramp plans, and career pathing for SDRs
- analyze pipeline data and conversion metrics to surface insights, remove bottlenecks, and improve funnel efficiency
- act as a culture carrier and talent magnet—build Workato’s employer brand to attract top sales development talent across the region
- contribute to global SDR strategy, sharing best practices and adapting frameworks from HQ for the ANZ market
Requirements
- 6+ years in B2B SaaS sales development or inside sales, with at least 1-2 years in a people management role leading SDR / BDR teams
- proven track record of building and scaling SDR teams in the ANZ region
- deep understanding of enterprise SaaS sales cycles, multi-stakeholder buying processes, and outbound prospecting best practices
- strong analytical skills—comfortable working with pipeline metrics, conversion data, and territory models to make data-driven decisions
- excellent coaching and mentoring abilities with a demonstrated commitment to developing early-career sales professionals
- proficiency with sales engagement platforms (Outreach, Salesforce, Gong, etc.)
- a growth mindset, entrepreneurial spirit, and comfort operating in a fast-paced, high-growth environment
Nice to Have
- experience at a high-growth enterprise SaaS company that scaled from Series C–E through IPO-readiness
- familiarity with MEDDPICC, Challenger Sale, or value-based selling methodologies
- background in automation, AI, or integration technology space
- experience building SDR teams from scratch in a new or emerging market
