The Director of Sales Development is accountable for the strategic leadership of the EMEA Sales Development organization, overseeing an EMEA-wide team that drives prospecting and top-of-funnel pipeline growth. This leader is a strategy and scale expert who leads an organisation of Sales Development Managers and their respective teams to identify and qualify winning opportunities, maintain rigorous pipeline hygiene, and deliver an exceptional customer experience. The Director ensures the entire organization is operating at a high level of performance, aligning departmental resources with overarching company objectives to fuel the sales engine.
What You'll Do
Build a high-performance organization by attracting leadership talent and fostering a culture of engagement and continuous learning
Scale leadership capabilities through direct coaching, professional development, and succession planning
Align departmental headcount and talent to optimize engagement and performance across the EMEA region
Partner with Executive Leadership and the VP of Sales to align the Sales Development roadmap with Sales organization objectives
Own aggregated pipeline forecasting and lead-to-opportunity strategies to ensure consistent top-of-funnel growth
Maintain deep product and market knowledge to identify leadership training needs and pivot prospecting strategies as needed
Analyze high-level metrics to drive progress toward pipeline generation targets and lead conversion efficiency
Direct the identification and qualification of new opportunities to achieve quarterly pipeline and Sales Accepted Opportunity (SAO) targets
Maximize field sales support by overseeing the distribution and quality of Sales Accepted Opportunities
Establish synergy between Sales Development and Field Sales through strong partnerships with Sales Directors
Enforce management-level accountability for 1:1s and field-pairing meetings to ensure smooth AE hand-offs
Leverage leadership skills to proactively bridge gaps between actual and desired pipeline results
What You'll Need
Minimum Qualifications
10+ years related career experience in Sales or Sales Development - with a strong focus on lead generation and top-of-funnel pipeline growth
5+ years of direct people management experience, with a proven track record of managing managers preferred
Preferred Qualifications
Comprehensive understanding of the SaaS business model, unit economics, and the lead-to-revenue lifecycle
Strong commercial and cultural acumen of EMEA markets
Ability to lead through change across highly matrixed and geographically dispersed organizations
Ability to motivate a broad organization and influence senior-level stakeholders
Strong executive presentation skills and the ability to translate top-of-funnel data into strategic action
Expert-level knowledge of Workiva products and internal processe
Exceptional strategic planning, time, and territory management skills
Travel Requirements & Working Conditions
Up to 25% travel for internal and customer meetings
Reliable internet access for any period of time working remotely, not in a Workiva office
Workiva is the platform designed to bring confidence, control, and a competitive edge to the world’s most complex organizations. Our AI-powered platform unifies finance, risk, and sustainability on a single, secure foundation—ensuring data is trusted, traceable, and ready to act on. With an unbroken path from source to output, leaders gain confidence in their numbers, visibility into current and emerging risks, and the ability to move with speed and precision in a constantly changing world.
At Workiva, you’ll bring technology to market that executives, boards, and regulators depend on. The work you do here helps organizations navigate uncertainty, maintain trust, and make decisions that stand up to scrutiny. If you’re energized by meaningful challenges, inspired by collaborative teams, and motivated to help organizations turn uncertainty into advantage, we’d love to meet you.
Workiva is an Equal Opportunity Employer. We believe that great minds think differently. We value diversity of backgrounds, beliefs, and interests, and we recognize diversity as an important source of intellectual thought, varied perspective, and innovation. Employment decisions are made without regard to age, gender identity, race, religion, disability status, sexual orientation, or any other protected characteristic.
Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.
Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.
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