Regional Sales Director - Medium Enterprise, Workday Products

At Kainos, we’re problem solvers, innovators, and collaborators - driven by a shared mission to create real impact. Whether we’re transforming digital services for millions, delivering cutting-edge Workday solutions, or pushing the boundaries of technology, we do it together.

We believe in a people-first culture, where your ideas are valued, your growth is supported, and your contributions truly make a difference. Here, you’ll be part of a diverse, ambitious team that celebrates creativity and collaboration.

Ready to make your mark? Join us and be part of something bigger.

Our vision is to build a world-class sales organisation for Kainos Workday Products, powered by high-performing teams who consistently create customer value, win new business, and deliver predictable, scalable growth.

As a Regional Sales Director (RSD) within the Workday Products Business Unit, you will lead a team of six Enterprise Account Executives responsible for selling market-leading automation, testing, security and AI software solutions to organisations operating within the Workday ecosystem.

You will be accountable for a regional annual quota of approximately £6.5m ACV, delivering sustainable growth through disciplined pipeline generation, forecast accuracy, strong customer relationships, and effective sales execution. With an average deal size of approximately £100k ACV, success will depend on building a high-velocity, scalable sales organisation capable of balancing strategic enterprise opportunities with consistent transaction volume.

This role requires a hands-on sales leader who can coach, inspire, and hold teams accountable while fostering a culture of high performance, collaboration, and continuous improvement.

Reporting to the VP of Sales, you will work closely with Product, Marketing, Customer Success, Alliances, Finance, Legal and Delivery teams to maximise commercial outcomes and ensure customers achieve meaningful business value from Kainos solutions.

Deliver Regional Revenue Performance

• Own and deliver the regional annual sales target of approximately £6.5m ACV.

• Lead the team to consistently achieve monthly, quarterly, and annual revenue objectives.

• Build a high-performing sales culture focused on accountability, consistency, and execution.

• Ensure opportunities are progressed effectively through the sales cycle and converted into revenue.

Drive Pipeline Generation and Growth

• Lead the development of a predictable and sustainable pipeline across the region.

• Embed a proactive prospecting culture that focuses on account penetration, demand generation, and pipeline creation.

• Ensure every Account Executive maintains sufficient pipeline coverage to achieve current and future targets.

• Partner with Marketing, Alliances and Workday field teams to maximise market opportunities and event-led pipeline generation.

Sales Leadership and Coaching

• Recruit, develop and retain top sales talent.

• Conduct regular coaching, deal reviews, forecast reviews, and territory planning sessions.

• Drive adoption of sales methodologies, processes, and best practices.

• Support Account Executives through complex sales cycles and strategic customer engagements.

• Create clear development plans that help colleagues grow their skills, capability, and careers.

Forecasting and Operational Excellence

• Establish rigorous forecasting disciplines and pipeline hygiene standards.

• Deliver accurate monthly, quarterly, and annual forecasts.

• Use data and sales insights to identify trends, risks, opportunities, and areas requiring intervention.

• Ensure disciplined CRM management and adherence to agreed sales processes.

Executive Customer Engagement

• Build trusted relationships with senior stakeholders across prospective and existing customers.

• Support strategic customer engagements, executive briefings, negotiations, and commercial discussions.

• Act as an executive sponsor on key opportunities and priority accounts.

• Position Kainos as a trusted advisor and strategic partner within the Workday ecosystem.

Commercial Leadership

• Support the negotiation and structuring of commercial agreements that meet revenue, profitability, and strategic objectives.

• Provide guidance and governance during pricing, discounting, procurement, and contracting discussions.

• Ensure commercial proposals align with Kainos' growth objectives and risk management principles.

Strategic Partnership Development

• Strengthen relationships with Workday and other strategic partners.

• Help create and execute joint go-to-market plans that accelerate pipeline and revenue growth.

• Represent Kainos at customer, partner, and industry events.

Cross-Functional Collaboration

• Work closely with Product, Customer Success, Marketing, Strategy, Delivery, Legal and Finance teams.

• Ensure customers receive a consistent and high-quality experience throughout the sales lifecycle.

• Identify opportunities to improve processes, sales effectiveness, and customer outcomes.

Be a Kainos Ambassador

• Champion Kainos values, culture, and behaviours internally and externally.

• Lead by example through integrity, professionalism, resilience, and customer focus.

• Act as a visible leader within the sales organisation and wider Workday Products business.

ESSENTIAL REQUIREMENTS

• Proven success leading enterprise SaaS sales teams within a high-growth software environment.

• Demonstrated track record of achieving and exceeding multi-million-pound annual revenue targets through frontline sales leadership.

• Experience managing teams with responsibility for new business acquisition and enterprise account growth.

• Strong forecast management, pipeline inspection, and sales execution capabilities.

• Experience coaching sales professionals through complex, multi-stakeholder sales cycles.

• Excellent executive communication and presentation skills, including engagement with C-level stakeholders.

• Strong commercial acumen with experience in pricing, negotiation, and contract management.

• Experience building strategic account and territory plans that drive revenue growth.

• Ability to create a high-performance culture through accountability, development, and leadership.

• Strong understanding of enterprise software sales methodologies and best practices.

• Ability to operate effectively in a fast-paced, highly competitive environment.

• Excellent organisational skills with the ability to prioritise and execute effectively across multiple objectives.

• Strong cross-functional leadership and stakeholder management capabilities.

DESIRABLE REQUIREMENTS

• Experience selling Workday ecosystem solutions or adjacent HR, Finance, Payroll, Security, Testing, AI, or Enterprise Automation platforms.

• Experience leading sales teams within the Workday partner ecosystem.

• Knowledge of MEDDPICC, Challenger, Command of the Message, or similar enterprise sales methodologies.

• Experience selling subscription-based SaaS products with average contract values between £50k and £250k.

• Familiarity with enterprise software delivery, customer success, and value realisation methodologies.

• Experience scaling sales teams through periods of rapid growth and organisational transformation.

At Kainos, we believe in the power of diversity, equity and inclusion. We are committed to building a team that is as diverse as the world we live in, where everyone is valued, respected, and given an equal chance to thrive.   We actively seek out talented people from all backgrounds, regardless of age, race, ethnicity, gender, sexual orientation, religion, disability, or any other characteristic that makes them who they are.   We also believe every candidate deserves a level playing field. 

Our friendly talent acquisition team is here to support you every step of the way, so if you require any accommodations or adjustments, we encourage you to reach out. 

We understand that everyone's journey is different, and by having a private conversation we can ensure that our recruitment process is tailored to your needs.