Commercial Account Executive 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>We are seeking a highly motivated and results-driven <strong>Account Executive</strong> to join our growing Commercial sales team. This team will play a pivotal role in driving new logo acquisition through inbound &amp; outbound efforts.&nbsp; In this role, you will manage customer relationships from discovery &amp; qualification to close. Typical sales cycles may involve POCs, multiple stakeholders, strategic pricing negotiations, and selling to executives and CXOs.&nbsp;&nbsp;</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> <p><strong>New Logo Acquisition:</strong></p> <ul> <li> <p><strong>Pipeline Generation:</strong> Work closely with marketing, solutions consultants, partners, peers and leadership to generate qualified opportunities and build and maintain healthy ongoing pipeline coverage.</p> </li> <li> <p><strong>Opportunity Management:</strong> Leverage Workato Selling System and MEDDPICC to effectively qualify and manage opportunities to close.</p> </li> <li> <p><strong>Deal Management:</strong> Lead the end-to-end sales process, from initial contact through negotiation and close, ensuring a smooth and successful customer conversion.</p> </li> <li> <p><strong>Market Research:</strong> Stay up to date on industry trends, competitor activity, and customer needs to refine sales messaging and positioning.</p> </li> <li> <p><strong>CRM Management:</strong> Track all activities, opportunities, and progress within salesforce, ensuring accurate forecasting and reporting.</p> </li> </ul> <p><strong>Performance Metrics:</strong></p> <ul> <li> <p>Meet and exceed monthly, quarterly, and annual sales targets for both new customer acquisition and account expansion.</p> </li> <li> <p>Maintain a healthy pipeline and track progress toward revenue goals.&nbsp;</p> </li> <li> <p>Maximize conversion rate of inbound leads to close.</p> </li> <li> <p>Achieve high levels of customer satisfaction and engagement in expanded accounts.</p> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <ul> <li> <p><strong>Experience:</strong> 3+ years of sales experience, with a proven track record in B2B sales, new customer acquisition, and/or account expansion (preferably in a SaaS or technology-related field).</p> </li> </ul> <h3><strong>Soft Skills / Personal Characteristics</strong></h3> <ul> <li> <p>Strong discovery and qualification skills</p> </li> <li> <p>Exceptional communication, negotiation, and presentation skills.</p> </li> <li> <p>Ability to build rapport and trust quickly with both potential customers and internal stakeholders.</p> </li> <li> <p>Analytical mindset with the ability to leverage data to inform decisions and improve performance.</p> </li> </ul> <p class="p1"><span class="s1">For California applicants, the base pay for this role may range between $90,000 - $130,000 plus variable, benefits, perks, and equity.</span></p> <p><strong>(REQ ID: 2751)</strong></p>