Strategic Account Manager

Workato•Palo Alto, CA

19d•Remote

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.

Requirements

6-10 years experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus.
Experienced in leading complex and commercially significant sales to IT and business leaders such as Finance, Operations and more.
Successful in selling software or technology solutions, ideally in the integration, middleware, automation or enterprise software space.
Experience in selling to both technical and business/executive stakeholders.
Prior AE or Account Manager experience in the SaaS or iPaaS space.
Experience developing, handling, and owning relationships with customers.
Proven track record of consistently meeting or exceeding quota.
Experience handling and owning relationships with mid-market companies, including C-suite.
Sales person with enjoyment in an evolving fast-growing environment.
Comfortable with the natural ambiguity that comes in a startup environment and not reliant on corporate safety nets.
Natural curiosity to learn product and customer stories and business outcomes on your own.
An enthusiastic team player who’s comfortable working in a fast-paced and evolving environment.
A desire to build something new that can change the world versus fitting neatly into a large company with an established static playbook.
Comfortable traveling to visit customers.

Responsibilities

Manage customer relationships from prospecting and qualification to close and post-sales growth.
Manage a target book of current customers and corresponding exec relationships.
Drive additional awareness of our product within an enterprise, traditionally for companies 2500 employees.
Drive product upsell and more consumption of our product.
Spend time in person with customers to do workshops, product education and identification of use cases.
Meet and exceed annual & quarterly sales targets and key account management daily and monthly activities, including QBRs, LOB, user outreaches, driving customers to events, etc.
Maintain accurate pipeline management with expert-level forecasting.
Understand the product inside out, be technically sound.
Understand customer needs and requirements.
Be a company builder.
Share best practices back into the organization.
Do outbound prospecting.