Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit workato.com.
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. That’s 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
An excellent job for someone who is a natural salesperson wanting to learn more about tech sales - work with some of the top sales execs who previously worked at places like MongoDB, Microsoft, UiPath, Salesforce (MuleSoft) and Qualtrics. Workato is looking for talented and highly motivated, results-oriented individuals to join our expanding Enterprise sales team. In this role, you will be able to demonstrate a successful track record in remotely managing a large diverse territory of strategic accounts. You will be comfortable embracing a start-up environment where personal performance is critical and a do what it takes attitude, and entrepreneurial spirit, is celebrated. You will have the flexibility and determination to participate in any activity to ensure success as Workato’s Enterprise mission scales.
Responsibilities:As an Enterprise Business Development Representative, you will be responsible for uncovering and developing new opportunities from outbound activities and building a strong qualified pipeline of sales opportunities to deliver on sales targets by leveraging the sales qualification methodology of MEDDPICC. The prospect profile can vary from core IT, Digital Transformation, and Business Operations to Lines of Business, including HR / Finance / Sales / Marketing / Support Operations.
You will focus on sales opportunity generation programs and their execution, including email, call, LinkedIn messaging and video prospecting. Excellent collaboration and proactive participation with our Marketing, Sales and Customer Success teams is critical to success. You will be expected to understand the businesses in your territory and come up with a point of view as to why they need Workato. As well as contributing through achieving your goals, you will bring enthusiasm, expertise and creativity to our company.
Set up qualified meetings for the Sales Team and help build pipeline and closed-won revenue for the company.
Work closely with the Demand Generation and Enterprise Sales Team on integrated campaigns and GTM efforts.
Work closely with the Enterprise Sales Team to refine strategy for targeted territories/segments and accounts, including integrated campaigns, account mapping, and email personalization
Conduct in-depth research to identify major projects going on at target accounts and identify the potential decision-makers and key influencers that map to them
Consult existing customers' lines of business, including HR, Finance, Sales and Marketing, to understand how they are currently using Workato and where they want to get to as a business through Enterprise Orchestration (plus)
Achieve agreed-upon sales targets and outcomes within schedule
Continuously improve through engagement and feedback
1+ years of Sales Development experience required. Preferably within a high-growth SaaS company
Strong track record of success in meeting and exceeding goals
Experience with handling discovery and qualification calls leveraging a sales methodology such as Force Management, Sandler Selling and/or MEDDPICC
Experience with Account-based selling and aligning closely with 2-4 Account Executives on strategic outbound, including named target accounts, account mapping, integrated campaigns, vertical and intent-focused messaging
Proficient knowledge and experience in business applications, especially Sales tools such as Outreach, Salesforce, Sales Navigator, Zoominfo, Leadiq, Orum and Demandbase
Ability to “think outside of the box” and outbound leveraging multi-thread techniques, CRM notes and video prospecting
Strong business acumen with the ability to map and articulate business initiatives to technology
Growth mindset; looking for an individual who enjoys building and who is looking to make an impact to the organization
High energy, positive attitude with the ability to take initiative; strong work ethic, self-directed and resourceful; Discipline to conduct and manage sales cycle process from initial contact through to initial qualification
Strong customer orientation, dedication, and passion for delivering a great customer experience
Strong collaboration skills; ability to adapt to a dynamic start-up environment with a passion for making an impact
Excellent written and oral communication skills in English; ability to convey information clearly and analyze customer requirements as needed to help customers make buying decisions
Skills Required
- At least 1 year of Sales Development experience, preferably in a high-growth SaaS company
- Proven success meeting and exceeding goals
- Experience conducting discovery and qualification calls using Force Management, Sandler Selling, MEDDPICC, or a similar sales methodology
- Experience with account-based selling and strategic outbound programs involving named accounts, account mapping, integrated campaigns, and intent-focused messaging
- Proficiency with business applications and sales tools such as Outreach, Salesforce, Sales Navigator, ZoomInfo, LeadIQ, Orum, and Demandbase
- Ability to use multithreaded outbound techniques, CRM notes, and video prospecting
- Strong business acumen and ability to connect business initiatives to technology
- Growth mindset and interest in building within a startup environment
- Strong initiative, work ethic, self-direction, resourcefulness, and discipline managing the sales process through initial qualification
- Strong customer orientation and commitment to delivering a positive customer experience
- Strong collaboration and adaptability in a dynamic startup environment
- Excellent written and oral English communication skills
Workato Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Workato and has not been reviewed or approved by Workato.
-
Healthcare Strength — Health insurance is highlighted as robust, with comprehensive medical, dental, vision, and mental health/EAP support. Employer materials and public benefit listings position healthcare as a standout element of the package.
-
Leave & Time Off Breadth — Time off is portrayed as generous, featuring unlimited or flexible PTO in some regions and monthly global days off in addition to holidays. These programs signal a recharge-friendly approach to work-life balance.
-
Parental & Family Support — Parental leave is consistently described as strong, with supportive maternity and paternity programs. Family support appears alongside core benefits such as health coverage and equity.
Workato Insights
What We Do
The leader in enterprise automation, Workato helps organizations work faster and smarter without compromising security and governance. Built for Business and IT users, Workato is trusted by over 7,000 of the world's top brands like Gitlab, Toast, Broadcom, Intuit, Autodesk, and HubSpot. Leaders use Workato to automate key processes like Order to Cash, Speed to Lead, HR Onboarding and Offboarding and more.
Why Work With Us
Here at Workato, we are a team moved by innovation — a passion to create the best possible way and the drive to continue to make it better. We also believe in the power of our team, knowing that we only succeed if we all succeed together. Our team uses seven operating principles to help us make better decisions, work as a team, and have fun.
Gallery
