Regional Vice President, Enterprise Sales at Workato

<div class="content-intro"><h1><span style="font-family: helvetica, arial, sans-serif;"><strong>About Workato</strong></span></h1> <p>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. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit <span><a href="http://www.workato.com" target="_blank">www.workato.com</a></span></p> <h1><strong>Why join us?</strong></h1> <p><span style="font-weight: 400;">Ultimately, Workato believes in fostering a </span><strong>flexible, trust-oriented culture that empowers everyone to take full ownership of their roles</strong><span style="font-weight: 400;">. We are driven by </span><strong>innovation </strong><span style="font-weight: 400;">and looking for</span><strong> team players </strong><span style="font-weight: 400;">who want to actively build our company.&nbsp;</span></p> <p><span style="font-weight: 400;">But, we also believe in </span><strong>balancing productivity with self-care</strong><span style="font-weight: 400;">. That’s why we offer all of our employees a vibrant and dynamic work environment </span><a href="http://www.workato.com/careers"><span style="font-weight: 400;">along with a multitude of benefits</span></a><span style="font-weight: 400;"> they can enjoy inside and outside of their work lives.&nbsp;</span></p> <p><span style="font-weight: 400;">If this sounds right up your alley, please submit an application. We look forward to getting to know you!</span></p> <p><span style="font-weight: 400;">Also, feel free to check out why:</span></p> <ul> <li style="font-weight: 400;"> <p><a href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12"><span style="font-weight: 400;">Business Insider</span></a><span style="font-weight: 400;"> named us an “enterprise startup to bet your career on”</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www.forbes.com/cloud100/#a57477b5f941"><span style="font-weight: 400;">Forbes’ Cloud 100</span></a><span style="font-weight: 400;"> recognized us as one of the top 100 private cloud companies in the world</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html"><span style="font-weight: 400;">Deloitte Tech Fast 500</span></a><span style="font-weight: 400;"> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America</span></p> </li> <li> <p><a href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/"><span style="font-weight: 400;">Quartz</span></a><span style="font-weight: 400;"> ranked us the #1 best company for remote workers</span></p> </li> </ul></div><h1><strong>Responsibilities</strong></h1> <p>Workato is seeking a strategic and execution-focused <strong>Regional Vice President, Enterprise Sales – AMER West</strong> to lead and scale our Enterprise business across the Americas. This leader will be responsible for driving revenue growth, maturing our enterprise go-to-market motion, and building a world-class team of Account Executives.</p> <p>As a category leader in enterprise orchestration and automation, Workato is transforming how organizations integrate applications, data, and processes. This role is a unique opportunity to shape how we engage the largest, most complex customers—helping them unlock speed, efficiency, and innovation through our platform.</p> <p>You’ll inherit a strong, growing team and play a pivotal role in elevating performance, refining our enterprise sales playbook, and expanding our footprint across AMER.</p> <p><span style="font-weight: 400;">In this role, y</span><span style="font-weight: 400;">ou will also be responsible to:</span></p> <ul> <li> <p>Lead, coach, and scale a high-performing team of Enterprise Account Executives across AMER</p> </li> <li> <p>Own regional revenue targets and drive consistent execution across pipeline generation, deal progression, and close</p> </li> <li> <p>Establish a rigorous operating cadence around forecasting, pipeline inspection, and performance management</p> </li> <li> <p>Optimize territory design and ensure effective distribution of inbound and outbound opportunities</p> </li> <li> <p>Hire, develop, and retain top enterprise sales talent while building a strong leadership bench</p> </li> <li> <p>Evolve Workato’s enterprise sales motion—driving consistency in deal strategy, value selling, and executive engagement</p> </li> <li> <p>Coach teams through complex, multi-threaded enterprise deals, including POCs, business case development, and CXO-level negotiations</p> </li> <li> <p>Partner cross-functionally with Marketing, Customer Success, Partnerships, and Product to align on account strategy and regional priorities</p> </li> <li> <p>Leverage data and insights to define KPIs, improve forecasting accuracy, and continuously optimize performance</p> </li> <li> <p>Champion a culture of accountability, collaboration, and continuous learning aligned with Workato’s values</p> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <ul> <li> <p>5–8+ years of experience leading Enterprise Sales teams in <strong>SaaS, iPaaS, or enterprise software</strong></p> </li> <li> <p>Proven track record of exceeding regional revenue targets and scaling high-performing teams</p> </li> <li> <p>Experience leading managers or second-line leaders is strongly preferred</p> </li> <li> <p>Deep expertise in complex enterprise sales cycles, including multi-stakeholder deals and executive-level selling</p> </li> </ul> <h3><strong>Soft Skills / Personal Characteristics</strong></h3> <ul> <li> <p>Strong operator with disciplined forecasting, pipeline management, and data-driven decision-making</p> </li> <li> <p>Passionate about coaching and developing talent, with a history of building durable, high-performing teams</p> </li> <li> <p>Collaborative, low-ego leader who thrives in a fast-paced, cross-functional environment</p> </li> <li> <p>Entrepreneurial mindset with a desire to build and refine playbooks in a high-growth company</p> </li> </ul> <p class="p1"><span class="s1">For California applicants, the base pay for this role may range between $200,000 - $230,000 plus variable, benefits, perks, and equity.</span></p> <p><strong>(REQ ID: 2759)</strong></p>