Commercial Account Executive

Workato•Palo Alto, CA

About The Position

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. 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. 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.

Requirements

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).
Strong discovery and qualification skills
Exceptional communication, negotiation, and presentation skills.
Ability to build rapport and trust quickly with both potential customers and internal stakeholders.
Analytical mindset with the ability to leverage data to inform decisions and improve performance.

Responsibilities

Manage customer relationships from discovery & qualification to close.
Drive new logo acquisition through inbound & outbound efforts.
Generate qualified opportunities and build and maintain healthy ongoing pipeline coverage by working closely with marketing, solutions consultants, partners, peers and leadership.
Leverage Workato Selling System and MEDDPICC to effectively qualify and manage opportunities to close.
Lead the end-to-end sales process, from initial contact through negotiation and close, ensuring a smooth and successful customer conversion.
Stay up to date on industry trends, competitor activity, and customer needs to refine sales messaging and positioning.
Track all activities, opportunities, and progress within salesforce, ensuring accurate forecasting and reporting.
Meet and exceed monthly, quarterly, and annual sales targets for both new customer acquisition and account expansion.
Maintain a healthy pipeline and track progress toward revenue goals.
Maximize conversion rate of inbound leads to close.
Achieve high levels of customer satisfaction and engagement in expanded accounts.