Kainos
Business Development Director - Workday Product - EMEA
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Join Kainos and Shape the Future
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.
Main Purpose of the Role & Responsibilities in the Business
Our vision is to create a world-class business development and marketing capability for Kainos, fuelled by a diverse range of highly talented and motivated professionals working collaboratively and innovatively to ensure we continue our growth trajectory in the enterprise SaaS and Workday ecosystem.
We do this via an open and supportive environment where colleagues can share information, learn from one another, and excel in their own careers. With consistent ways of working aligned to industry best practice and modern SaaS go-to-market models, we build sustainable and predictable sales pipelines for our market-leading Workday and digital transformation offerings.
As a Business Development Director (Principal) in Kainos, you will be responsible for delivering the business development strategy by:
- Leading and generating activity in your sector/region, with a strong focus on Workday-led opportunities and enterprise SaaS transformation programmes.
- Building and maintaining an extensive network of industry contacts.
- Maximising cross-selling opportunities, particularly across Workday HCM, Finance, Payroll, and Extend solutions, alongside broader Kainos digital services.
- Collaborating with the Business Development team, as well as colleagues across delivery, legal, marketing, and operations.
Key Responsibilities
- Developing Kainos as a Workday & SaaS Partner
- Build and maintain a rich pipeline of Workday and SaaS-driven transformation opportunities.
- Apply SaaS pipeline discipline (e.g., funnel management, conversion, ARR forecasting) to ensure accurate forecasting and revenue growth.
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Providing Business Development Leadership in SaaS Environments
- Develop sector-specific prospecting and account plans using best practices in enterprise SaaS sales.
- Lead complex pursuits, shaping multi-year subscription-based and transformation deals.
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Acting as a Trusted Workday Advisor
- Position Kainos as a strategic partner throughout the Workday lifecycle (advisory, implementation, optimisation, innovation).
- Demonstrate empathy, active listening, and commercial creativity to address customer challenges.
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Structuring and Closing SaaS and Workday Deals
- Develop complex commercial proposals aligned with sales, revenue, and margin targets.
- Ensure solutions are commercially viable, scalable, and strategic.
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Building and Developing Strategic Workday Partnerships
- Establish relationships with Workday account executives, product leads, and alliance partners.
- Drive joint go-to-market and co-sell opportunities.
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Negotiating & Managing Senior SaaS Stakeholders
- Operate confidently at C-suite level, shaping proposals and driving subscription/transformation deals.
- Manage negotiation of enterprise SaaS contracts to achieve mutually beneficial outcomes.
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Being an External Kainos Ambassador
- Promote Kainos capabilities within the Workday community and broader SaaS市场consistently embodying our culture, values, and behaviours.
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Leading Complex, Multi-Disciplinary Deal Teams
- Coordinate cross-functional teams across Workday delivery, solution architecture, product, and consulting.
- Maximise cross-sell opportunities to deliver high-quality and integrated solutions.
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Putting People First & Developing SaaS Talent
- Manage, coach, and support growth in Workday, SaaS selling, and consultative business development.
- Build capability within the team.
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Minimum (Essential) Requirements
Proven expertise in enterprise SaaS business development, including:
- Building and executing account strategies for multi-million (£/US$/€) transformation and subscription-based deals.
- Driving predictable pipeline growth, ARR forecasting, and revenue delivery over extended sales cycles.
- Experience in selling Workday solutions or similar enterprise SaaS platforms (e.g., HCM, ERP, Finance systems).
Strong knowledge of the Workday ecosystem, including:
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Understanding of the Workday product suite (HCM, Finance, Payroll, Extend, etc.).
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Experience with or alongside Workday sales teams, partners, or implementations.
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Ability to position Workday-enabled transformation and articulate its business value.
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C-suite communication and influential selling.
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Exceptional networking skills, particularly within enterprise organisations.
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Broad technology, understanding of cloud, SaaS delivery models, and digital trends.
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Strong commercial acumen, including experience in contract negotiation and SaaS sales models.
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Ability to operate in a highly competitive environment.
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Strong planning and organizational skills, able to manage long-term sales cycles.
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Demonstrate negotiation and conflict resolution skills in high-value deals.
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Passion for developing people, with experience in mentoring within business development or SaaS sales.
Embracing Our Differences
At Kainos, we believe in the power of diversity, equity, and inclusion. We commit to building a team reflective of the world, where everyone is valued, respected, and given an equal chance to succeed. We actively embrace talent from all backgrounds, regardless of:
- Age
- Race
- Ethnicity
- Gender
- Sexual orientation
- Religion
- Disability
Every candidate deserves equal opportunity. Our talent acquisition team is here to assist with accommodations or adjustments—reach out for support.
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