Sales Development Manager

Who you are

• 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

What the job involves

• 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
• 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
• 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

Benefits

• Work from home opportunities
• Retirement benefits
• My-Time-Off (MTO), an extended vacation policy
• Employee Stock Purchase Plan (ESPP) and Restricted Stock Unit (RSU) Equity Program plus Yearly stock grant for all employees
• Wellness and fitness reimbursement, wellness resources, Thrive Global wellness app, TaskHuman wellness coaching app
• Employee Assistance Program (EAP) including emotional support, financial resources and legal guidance
• Paid Parental Leave (both parents) 16 weeks paid leave (or statutory if more generous)
• Employer Matching of Charitable contributions up to $500 USD equivalent/year
• Annual Zoom Store Allowance
• Business Travel Accident Insurance