Director of Sales Development - EMEA

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 processes.
• 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 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.