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
We are looking for an exceptional Senior Account Executive to join our growing team in Japan.
You Will Also Be Responsible To
Join our growing Japan team, in one of our most high potential regions globally.
Report to our Sales Manager
Build and execute a territory plan targeting Enterprise Named customers across Japan.
Focus on new business sales. Selling both directly and with/through channel partners.
Partner with our SDR, CSM, partner sales and marketing teams who are all based locally.
Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts. Helping them to maximise the potential of automation and integration.
Requirements
Qualifications / Experience / Technical SkillsMinimum 8 years of direct enterprise software sales experience with the technology space. Ideally with a SaaS or PaaS vendor
A proven ability to generate new business sales.
An ability to communicate with senior executives in Enterprise business, up to C-level.
High level of comfort presenting key client issues, be the customer advocate within Workato
Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset
Ability to effectively prioritize tasks and manage time, even under high-pressure situations
Strong collaboration skills, ability to adapt to a dynamic environment with a passion for making an impact
Excellent written and oral communication skills in Japanese, English is a plus but not mandatory. In order to communicate with multi-lingual stakeholders externally and internally.
職務内容
Workatoは、日本で成長を続けるチームに加わっていただけるシニアアカウントエグゼクティブのポジションを担う方を募集しています。
主な職務内容は以下の通りです:
- 日本各インダストリーのトップ企業などのEnterpriseマーケット顧客をターゲットとした営業戦略の構築と実行
- エンタープライズセグメントにおける新規ビジネスの獲得、及び既存顧客へのストラテジックなアカウントプランの立案により継続的な成長機会の提案
- 直販およびチャネルパートナーとの協業による販売
- SDR、CSM、パートナーセールス、マーケティングチームとの連携
- 担当顧客のCレベルエグゼクティブ(技術系・非技術系両方)に対する戦略的アドバイザーとして、自動化と統合の可能性を最大化するサポートを提供
- Sales Managerへの直接レポート
応募要件
資格・経験・技術スキル
- テクノロジー領域における直販のエンタープライズソフトウェアセールスの経験が8年以上お持ちの方 / SaaSまたはPaaSベンダーでの経験があると尚良い。
- 新規ビジネス獲得の実績と既存顧客の成長獲得実績の経験が豊富な方
- エンタープライズ企業のキーマンから経営層 / Cレベルまで、口頭および書面でのコミュニケーションできる能力長けた方
- エンタープライズ企業における既存のリレーションを生かしつつ、更にグローバル企業への提案に対応した経験をお持ちの方は尚良い
ソフトスキル・人物像
- 案件初期において全ての知識を総動員し、お客様の課題をディスカバリーする力を有すること、主要な顧客課題を提示し、Workato社内で顧客の代弁者となることに高い適性をお持ちであること
- 起業家精神と積極的なマインドセットを持ち、優れた論理的思考力と分析力をお持ちであること
- プレッシャーの高い状況下でも、効果的にタスクの優先順位付けと時間管理ができ、スピードを重視したアクションを取れること
- 強い協調性、変化の激しい環境への適応力、インパクトを生み出すことへの情熱をお持ちであること
- 社内外の多言語ステークホルダーとコミュニケーションするための、日本語における優れた文章力およびコミュニケーション能力、打ち合わせ時のお客様を導く高いファシリテーション力（英語でのコミュニケーションが可能であれば尚良い）
- 好奇心を有し、自社の製品知識、最新のAI技術、最新のAIトレンドなどを積極的に入手、デモなどを通じ、日頃の提案活動へ適用できること
(REQ ID: 3004)
Skills Required
- At least 8 years of direct enterprise software sales experience in the technology sector
- Experience with a SaaS or PaaS vendor
- Demonstrated success generating new business sales
- Experience growing existing customer accounts
- Ability to communicate with enterprise senior executives and C-level stakeholders
- Excellent written and oral communication skills in Japanese
- English communication skills
- Existing enterprise relationships and experience proposing to global companies
- Strong presentation, critical thinking, analytical, prioritization, time management, collaboration, and adaptability skills
- Ability to learn and apply product knowledge, AI technologies, and current AI trends in customer proposals and demonstrations
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.
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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.
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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.
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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.
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