Workato - Senior Manager, Sales Development

• As Senior Manager of Sales Development (Asia), you will own the strategy, execution, and growth of the SDR function across the Asia region. You will 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 key Asian markets. • This is a high-impact leadership role for someone who thrives at the intersection of people management, data-driven strategy, and outbound execution. You will 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 Asia, 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 Asian enterprise 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 Asia market. • 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 Asia region (ASEAN, ANZ, Greater China, Japan/Korea experience is a strong plus). • Deep understanding of enterprise SaaS sales cycles, multi-stakeholder buying processes, and outbound prospecting best practices. • Experience working with or selling automation, integration, iPaaS, AI, or related enterprise technology solutions is a plus. • 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.) • Outstanding written and verbal communication skills in English; proficiency in additional Asian languages is a strong advantage. • A growth mindset, entrepreneurial spirit, and comfort operating in a fast-paced, high-growth environment.