Laurence Langstone

Business Development Executive

Boston, Massachusetts, United States9 yrs 1 mo experience

Most Likely To SwitchHighly Stable

Key Highlights

Built global SDR teams across three continents.
Contributed $1B+ in sourced pipeline.
Scaled ARR from $0 to $50M at Peakon.

Stackforce AI infers this person is a SaaS Sales Development Leader with extensive experience in scaling teams and systems.

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Skills

Core Skills

Sales DevelopmentLeadershipBusiness DevelopmentSales

Other Skills

ForecastingPipeline StrategyOutbound ExecutionPlaybook DevelopmentPipeline GenerationLeadership TrainingCoachingSystem DevelopmentTeam LeadershipPipeline GrowthOutbound SystemsTeam ManagementRevenue GenerationProspectingTeamwork

About

I build SDR teams that scale — with systems, not guesswork. Over the last 8+ years, I’ve led global orgs in London, NYC, SF, Boston, Atlanta, Salt Lake City, Montreal, and Auckland . I’ve grown teams from rep 1 → 30+, contributed $1B+ in sourced pipeline, and helped position a company for a $700M acquisition. At Peakon, I built the SDR function across three continents, scaled ARR from $0 → $50M, and played a key role in the company’s acquisition by Workday. At Workday, I lead 30+ SDRs and 4 managers across high-growth segments. I own $340M+ in annual pipeline quotas and partner with senior GTM leadership to evolve the systems behind our 300+ global SDR org — including outbound frameworks, forecasting engines, operating rhythm, and AI-enabled workflows. I’ve launched new markets. Developed managers into confident leaders. Built infrastructure that holds under pressure — even when headcount doubles or strategy shifts overnight. I also co-founded The SDR Leader, where 1,000+ managers used our Playbook and 250+ trained through Bootcamp to build repeatable systems for pipeline, consistency, and leadership excellence. Today, I apply that experience back into GTM execution: helping leadership teams design outbound engines, strengthen SDR leadership benches, and make sharper, data-informed decisions. ⸻ My Philosophies → Systems over hustle → Clarity beats noise → Standards + support = growth → Coaching is the OS → Leaders multiply ⸻ 💬 DM me here on LinkedIn — always happy to connect with builders, operators, and GTM leaders.

Experience

9 yrs 1 mo

Total Experience

2 yrs 4 mos

Average Tenure

3 yrs 3 mos

Current Experience

Workday

2 roles

Senior Manager, Sales Development

Promoted

Feb 2023 – Present · 3 yrs 3 mos · Boston, Massachusetts, United States · Hybrid

Lead SDR teams across Mid-Enterprise, Canada, and Emerging Markets, overseeing multi-region organizations and major GTM initiatives across Workday’s $9B+ enterprise. Own pipeline strategy, outbound execution, forecasting systems, capacity planning, and leadership development across high-growth segments.
FY26 – Senior Manager, Mid-Enterprise & Canada SDR Teams
Lead 25 SDRs and 3 managers across 3 offices, supporting 175 AEs with $270M+ pipeline quota.
Built Workday’s global SDR Capacity & Forecasting Engine (now used org-wide for predictable pipeline).
Designed and deployed Workday’s SDR Leadership Operating System used by 50+ SDR leaders globally.
Chair of the SDR AI Advisory Council; implemented AI-enabled outbound workflows for 150+ SDRs.
FY25 – Senior Manager, U.S. Customer Base SDR Organization (Turnaround)
Took over a failing 30-SDR, 4-manager org across 4 offices amid GTM restructuring.
Delivered 129% against a $340M pipeline and 1,735-unit goal; doubled year-over-year productivity.
Achieved 100%+ attainment in all four quarters: Q1 158%, Q2 139%, Q3 117%, Q4 126%.
Improved consistency: 76% >100% quota, 91% >70%, earning top global SDR team (Sales Club Winner).
FY24 – Founding Leader, Emerging Markets SDR Team
Launched the team across 6 global locations (20 SDRs, 3 managers).
Built all KPIs, routing systems, SLAs, and outbound frameworks from scratch.
Managed 50K+ annual MQLs with full SLA compliance.
Delivered 112% of FY24 pipeline quota in the team’s first year: Q1 90%, Q2 94%, Q3 126%, Q4 138%.
Led cross-functional MQL Performance Tiger Team to improve global inbound quality.

Sales DevelopmentLeadershipForecastingPipeline StrategyOutbound Execution

Manager, Sales Development

May 2021 – Feb 2023 · 1 yr 9 mos · Boston, Massachusetts, United States · Hybrid

Led the East Large Enterprise SDR team generating $100M+ in annual pipeline while building foundational systems and playbooks.
Achieved 8 consecutive 100%+ quarters (FY22: 110%, 206%, 106%, 106% | FY23: 122%, 185%, 122%, 145%).
Authored Workday’s first Global SDR Playbook, later scaled across regions and segments.
Developed 6 SDRs into AEs and 1 SDR into a manager.
Selected for Workday Tiger Teams across MQL Quality, Demand Gen, and Prospecting Effectiveness.

Sales DevelopmentLeadershipPlaybook DevelopmentPipeline Generation

The sdr leader

Co-Founder

Jan 2023 – Nov 2025 · 2 yrs 10 mos · Remote

Co-founded a global leadership training platform built to upskill Sales Development managers and future leaders through structured systems, frameworks, and hands-on coaching.
Trained 250+ SDR leaders through 4-week bootcamps focused on GTM structure, leadership OS, and outbound performance systems.
Designed scalable playbooks, tools, and enablement frameworks adopted across SaaS organizations.
Recognized as a go-to resource for SDR leadership development and operational rigor.

Leadership TrainingCoachingSystem DevelopmentLeadership

Peakon, a workday company

3 roles

Head of Business Development, North America

Promoted

Apr 2019 – May 2021 · 2 yrs 1 mo · On-site

Handpicked by Peakon’s CEO to launch and scale the North America SDR function, building and leading a high-performing team through rapid growth and global expansion, and playing a key role in positioning the company for its $700M acquisition by Workday.
Built the NA SDR team from 0 → 8 and expanded APAC team (4 SDRs + manager).
Grew ARR from $15M → $50M, contributing directly to Peakon’s $700M acquisition by Workday.
Implemented pod-based SDR/AE alignment and a named-account model.
Promoted 4 SDRs into AE roles and established clear career progression pathways.
Partnered closely with global GTM leadership during peak growth and international expansion.

Business DevelopmentTeam LeadershipPipeline Growth

SDR Manager, UK & Ireland

Promoted

Apr 2018 – Apr 2019 · 1 yr · On-site

Promoted to lead the UK&I SDR team during hypergrowth. Built scalable outbound systems that supported multiple funding rounds and rapid ARR expansion.
Scaled team from 5→10, contributing to $85M in funding across 3 rounds.
Designed and launched Peakon’s first outbound playbook.
Introduced the first account-based SDR motion in the region.
Doubled ARR from $7.5M→$15M within 12 months.

Sales DevelopmentOutbound SystemsTeam Management

SDR, UK & Ireland

Oct 2017 – Apr 2018 · 6 mos · On-site

Top-performing SDR during Peakon’s early-stage hypergrowth phase.
Achieved 147% quota, generating $620K in sourced revenue.
Became Peakon’s first Enterprise SDR.
Helped scale ARR from $2M→$7.5M in early-stage growth.
Recognized for consistent outbound quality and pipeline conversion.

Sales DevelopmentRevenue Generation

Globaldata plc

Account Executive

Feb 2017 – Aug 2017 · 6 mos · London, United Kingdom · On-site

First sales role post-university; built foundational prospecting and sales skills through high-volume execution.
Closed multiple $30K+ deals within the first 90 days.
Won a company-wide sales incentive in Q2.
Averaged 80+ dials/day and 2 hours of live talk time.
Mentored new hires on outbound strategy and qualification.

SalesProspecting