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About the Role
Workato is seeking a high-performing Director, Field Marketing & Executive Engagement to design, run, and evolve customer and technology leader engagement programs. This deeply hands-on role requires aggressive AI use, fast decision-making, and direct program execution, with success measured by pipeline created, deals advanced, and executive relationships built.
Responsibilities
- Run field marketing programs across segments and strategic accounts, including dinners, workshops, executive briefings, and pipeline-building events.
- Partner closely with Sales to align programs with territory plans, account priorities, and active deal stages.
- Design and execute programs that move deals forward by surfacing qualification evidence from customer conversations.
- Establish performance metrics demonstrating contribution to pipeline and revenue.
- Ensure programs across geographies operate as a unified, Sales-aligned go-to-market motion.
- Build and run CIO engagement programs to establish Workato as a strategic partner for enterprise AI governance.
- Operate and evolve the San Francisco Executive Briefing Center (EBC) program.
- Run executive dinners, roundtables, customer advisory sessions, and private workshops with senior technology leaders.
- Partner with Workato executives to create engagement opportunities with CIOs and heads of enterprise architecture.
- Measure executive engagement effectiveness through pipeline influence, deal advancement, and executive relationship depth.
- Build programs that strengthen customer relationships, increase platform advocacy, and cultivate champions.
- Partner with Customer Success and Product to amplify customer stories and best practices.
- Create opportunities for customers and community members to connect, learn, and share experiences.
- Lead Workato's portfolio of field events, executive gatherings, and strategic engagements in key metros.
- Deliver experiences that reflect the quality and ambition of the Workato brand.
- Evaluate and optimize event investments based on business impact and deal outcomes.
- Develop and inspire a lean, high-performing team while staying actively involved in execution.
- Establish clear operating rhythms, performance metrics, and program cadences.
- Manage budgets, agencies, and vendors to maximize impact and efficiency.
Requirements
- 8+ years of experience in B2B enterprise software, AI, platform, infrastructure, cloud, data, automation, or related technology markets.
- Proven track record designing and running field marketing programs personally.
- Demonstrated success partnering tightly with enterprise Sales teams, with programs measured against pipeline and revenue outcomes.
- Hands-on experience engaging directly with CIOs, technology executives, and senior business leaders.
- Operated successfully in high-growth, fast-moving environments where execution speed matters.
- Active, daily use of AI tools in their own workflows, delivering measurable AI results.
- Exceptional communication skills and executive presence.
- Experience building and coaching high-performing teams without losing personal instincts for what works in the field.
- Experience building and scaling EBC programs, customer advisory boards, or CIO communities.
- Familiarity with AI, automation, orchestration, integration, or adjacent enterprise technology categories.
- Experience managing agencies, vendors, and field program budgets.
- MBA or advanced degree.
Skills
- Field Marketing
- Executive Engagement
- AI
- Automation
- Orchestration
- Integration
- B2B Enterprise Software
- Sales Alignment
- Pipeline Generation
- Event Strategy
- Customer Advocacy
- Budget Management
- Vendor Management
Location
- San Francisco, California
Work Type
- In-office presence required
- Travel expected
Experience Level
- Director
Education Level
- MBA or advanced degree preferred
Benefits
- Flexible, trust-oriented culture
- Ownership of roles
- Innovation-driven environment
- Team player opportunities
- Vibrant and dynamic work environment
- Multitude of benefits
About the Company
- Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform.
- A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale.
- Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business.
- Business Insider named Workato an “enterprise startup to bet your career on”.
- Forbes’ Cloud 100 recognized Workato as one of the top 100 private cloud companies in the world.
- Deloitte Tech Fast 500 ranked Workato as the 17th fastest growing tech company in the Bay Area, and 96th in North America.
- Quartz ranked Workato the #1 best company for remote workers.