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About the Role
Workato is seeking motivated individuals to join its expanding sales team as Account Managers. This role involves managing customer relationships throughout the sales cycle, including prospecting, qualification, closing, and post-sales growth. The position offers an opportunity to contribute to the development of sales strategies in a rapidly growing company.
Responsibilities
- Manage a target book of current customers and corresponding executive relationships.
- Drive product upsell and increased consumption within enterprise accounts (typically 500-1500 employees).
- Conduct in-person customer workshops, product education, and use case identification.
- Meet and exceed annual and quarterly sales targets.
- Perform daily and monthly key account management activities, including QBRs, LOB, user outreaches, and driving customers to events.
- Maintain accurate pipeline management with expert-level forecasting.
- Develop a deep understanding of the product and customer needs.
- Act as a company builder and share best practices within the organization.
Requirements
- 3-6 years of experience in a full-cycle closing role, with a preference for account management/customer expansion.
- Experience leading complex sales to IT and business leaders (Finance, Operations, etc.).
- Proven success selling software or technology solutions, ideally in integration, middleware, automation, or enterprise software.
- Experience selling to both technical and business/executive stakeholders.
- Prior AE or Account Manager experience in the SaaS or iPaaS space.
- Experience developing, managing, and owning customer relationships.
- Proven track record of consistently meeting or exceeding quota.
- Experience managing and owning relationships with mid-market companies, including C-suite.
- Comfortable working in an evolving, fast-growing startup environment.
- Comfortable with the ambiguity of a startup environment.
- Natural curiosity and ability to learn products and customer outcomes independently.
- Enthusiastic team player comfortable in a fast-paced, evolving environment.
- Desire to build something new and impactful.
- Comfortable traveling to visit customers.
- Willingness to perform outbound prospecting.
Skills
- Account Management
- Customer Expansion
- Sales
- Prospecting
- Qualification
- Closing
- Post-sales Growth
- Complex Sales
- Strategic Pricing Negotiation
- Executive Selling
- CXO Selling
- Product Upsell
- Product Consumption
- Workshops
- Product Education
- Use Case Identification
- Sales Targets
- Key Account Management
- QBRs
- LOB
- User Outreaches
- Pipeline Management
- Forecasting
- Technical Acumen
- Customer Needs Analysis
- Company Building
- Best Practice Sharing
- SaaS
- iPaaS
- Outbound Prospecting
Work Type
- Full-time
- Remote
Experience Level
- Mid-level
Benefits
- Flexible work environment
- Trust-oriented culture
- Entrepreneurial startup environment
- Collaboration with peers and management
- Impact on long-term sales playbook
- Vibrant and dynamic work environment
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.
- Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles.
- Workato is driven by innovation and looking for team players who want to actively build our company.
- Workato believes in balancing productivity with self-care.
- 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.