Director, Field Marketing & Executive Engagement

Workato•San Francisco, CA

3d•Onsite

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, offering a vibrant and dynamic work environment along with a multitude of benefits. This role is based in our San Francisco headquarters and reports to the Chief Technology Officer. It is a deeply hands-on role, seeking someone who stays close to the work, executes programs personally, makes fast calls, and uses AI aggressively in their day-to-day. The measure of this role is pipeline created, deals advanced, and executive relationships built before a buy cycle begins.

Requirements

8+ years of experience in B2B enterprise software, AI, platform, infrastructure, cloud, data, automation, or related technology markets.
Proven track record designing and running field marketing programs — CIO dinners, executive workshops, pipeline events — personally, not through layers.
Demonstrated success partnering tightly with enterprise Sales teams; programs measured against pipeline and revenue outcomes, not activity.
Hands-on experience engaging directly with CIOs, technology executives, and senior business leaders.
Operated successfully in high-growth, fast-moving environments where execution speed matters.
Active, daily use of AI tools in their own workflows — delivers measurable AI results, not just familiarity.
Exceptional communication skills and executive presence — credible in rooms with developers and C-suite leaders alike.
Experience building and coaching high-performing teams without losing personal instincts for what works in the field.

Nice To Haves

Experience building and scaling EBC programs, customer advisory boards, or CIO communities.
Familiarity with AI, automation, orchestration, integration, or adjacent enterprise technology categories.
Experience managing agencies, vendors, and field program budgets.
MBA or advanced degree.

Responsibilities

Run field marketing programs across segments and strategic accounts — dinners, workshops, executive briefings, and pipeline-building events.
Partner closely with Sales to align every program against territory plans, account priorities, and active deal stages.
Design and execute programs that move deals forward by surfacing real qualification evidence from customer conversations.
Establish performance metrics that demonstrate contribution to pipeline and revenue — not just event counts or attendance.
Ensure programs across geographies operate as a unified, Sales-aligned go-to-market motion.
Build and run CIO engagement programs that establish Workato as a strategic partner for enterprise AI governance — before deals exist.
Operate and evolve the San Francisco Executive Briefing Center (EBC) program, ensuring world-class experiences for strategic customers, prospects, and partners.
Run executive dinners, roundtables, customer advisory sessions, and private workshops with senior technology leaders.
Partner with Workato executives to create meaningful engagement opportunities with CIOs and heads of enterprise architecture.
Measure executive engagement effectiveness through pipeline influence, deal advancement, and executive relationship depth.
Build programs that strengthen customer relationships, increase platform advocacy, and cultivate champions.
Partner with Customer Success and Product to amplify customer stories and best practices.
Create opportunities for customers and community members to connect, learn, and share experiences.
Lead Workato's portfolio of field events, executive gatherings, and strategic engagements in key metros.
Deliver experiences that reflect the quality and ambition of the Workato brand.
Evaluate and optimize event investments based on business impact and deal outcomes.
Develop and inspire a lean, high-performing team while staying actively involved in execution.
Establish clear operating rhythms, performance metrics, and program cadences.
Manage budgets, agencies, and vendors to maximize impact and efficiency.