About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration Workato helps businesses globally streamline operations by connecting data processes applications and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time driving efficiency and agility.

Trusted by a community of 400000 global customers Workato empowers organizations of every size to unlock new value and lead in todays fast-changing world. Learn how Workato helps businesses of all sizes achieve more at .

Why join us

Ultimately Workato believes in fostering a flexible trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.

But we also believe in balancing productivity with self-care. Thats why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.

If this sounds right up your alley please submit an application. We look forward to getting to know you!

Also feel free to check out why:

• Business Insider named us an enterprise startup to bet your career on

• Forbes Cloud 100 recognized us as one of the top 100 private cloud companies in the world

• Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area and 96th in North America

• Quartz ranked us the #1 best company for remote workers

Responsibilities

Workato is looking for highly motivated results-driven individuals to join our expanding sales team. As a Strategic Account Manager youll manage customer relationships from prospecting and qualification to close and post-sales growth. Typical sales cycles may involve POCs multiple stakeholders strategic pricing negotiations and selling to executives and CXOs.

As Workatos Strategic Account Management team is in its early stages this is an opportunity for a candidate who wants to get in on the ground floor of a rapidly growing company. We provide an entrepreneurial start-up environment where you can collaborate with your peers and management to identify best practices and impact our long-term sales playbook as our team continues to grow.

You will also be responsible to:

• Understand the Workato platform Orchestration/Agentic/AI solutions and proposition at an elite level and be technically sound
• Discover customer needs and requirements with a high degree of command
• Manage a target book of current customers and corresponding executive relationships. You will be responsible for driving additional awareness of our product within an enterprise traditionally for companies up to 2500 employees driving product upsell and product consumption of our product across the walls and lines of business in our customer base.
• Spending time in person with customers to do workshops. From product education and identification of use cases and partnering with customer success organization to deliver use cases
• Meet and exceed annual & quarterly sales targets and key account management daily and monthly activities including QBRs LOB user outreaches driving customers to events etc.
• Maintain accurate pipeline management with expert-level forecasting
• Be a company builder
• Share best practices back into the organization

Qualifications / Experience / Technical Skills:

• 6-10 years experience in a full cycle closing role with a preference for prior account management/customer expansion focus
• Proven track record of consistently meeting or exceeding quota
• Prior AE or Account Manager experience in the SaaS or iPaaS space.
• Experience developing handling and owning relationships including C-suite.
• Experienced in leading complex and commercially significant sales to IT and business leaders such as Finance Operations and more
• Successful in selling software or technology solutions ideally in the integration middleware automation or enterprise software space
• Experience in selling to both technical and business/executive stakeholders
• Working experience with or equivalent knowledge of GenAI and Agents.
• Preferred location in San Francisco Bay Area
• Proven track record of performance and problem-solving in your roles

Soft Skills / Personal Characteristics:

• First and foremost youre a salesperson. You enjoy being in an evolving fast-growing environment and you dont like to sit back and enjoy the comfort of a large corporation.
• Willing to learn be coachable and get better every day
• Youll have to be comfortable with the natural ambiguity of a startup environment and not reliant on corporate safety nets.
• Comfortable traveling to visit customers
• You have a natural curiosity to learn. While you will have product and field readiness enablement you are comfortable learning products on your own outside the classroom learning customer stories on your own outside the classroom and learning business outcomes of our customers on your own outside the classroom.
• An enthusiastic team player elevating your peers and democratizing best practices whos comfortable working in a fast-paced and evolving environment.
• A desire to build something new that can change the world versus fitting neatly into a large company with an established static playbook.

For California applicants the base pay for this role may range between $110000 - $140000 plus variable benefits perks and equity.

(REQ ID: 2271)