Strategic Account Manager

Responsibilities

Workato is looking for highly motivated, results-driven individuals to join our expanding sales team. As a Strategic Account Manager, you'll manage customer relationships from prospecting and qualification to close and post-sales growth. Typical sales cycles may involve POCs, multiple stakeholders, strategic pricing negotiations, and selling to executives and CXOs. 

As Workato’s Strategic Account Management team is in its early stages, this is an opportunity for a candidate who wants to get in on the ground floor of a rapidly growing company. We provide an entrepreneurial start-up environment where you can collaborate with your peers and management to identify best practices and impact our long-term sales playbook as our team continues to grow.

You will also be responsible to:

• Understand the Workato platform, Orchestration/Agentic/AI solutions and proposition at an elite level, and  be technically sound
• Discover customer needs and requirements with a high degree of command
• Manage a target book of current customers and corresponding executive relationships. You will be responsible for driving additional awareness of our product within an enterprise, traditionally for companies up to 2,500 employees, driving product upsell and product consumption of our product across the walls and lines of business in our customer base.
• Spending time in person with customers to do workshops. From product education and identification of use cases and partnering with customer success organization to deliver 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
• Be a company builder
• Share best practices back into the organization

Qualifications / Experience / Technical Skills:

• 6-10 years experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus
• Proven track record of consistently meeting or exceeding quota
• Prior AE or Account Manager experience in the SaaS or iPaaS space.
• Experience developing, handling and owning relationships, including C-suite.
• 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
• Working experience with or equivalent knowledge of GenAI and Agents.
• Preferred location in San Francisco Bay Area
• Proven track record of performance and problem-solving in your roles

Soft Skills / Personal Characteristics:

• First and foremost, you’re a salesperson. You enjoy being in an evolving, fast-growing environment, and you don’t like to sit back and enjoy the comfort of a large corporation.
• Willing to learn, be coachable and get better every day
• You’ll have to be comfortable with the natural ambiguity of a startup environment and not reliant on corporate safety nets.
• Comfortable traveling to visit customers
• You have a natural curiosity to learn. While you will have product and field readiness enablement, you are comfortable learning products on your own “outside the classroom,” learning customer stories on your own “outside the classroom,” and learning business outcomes of our customers on your own “outside the classroom.”
• An enthusiastic team player, elevating your peers and democratizing best practices, 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.

For California applicants, the base pay for this role may range between $110,000 - $140,000 plus variable, benefits, perks, and equity.

(REQ ID: 2271)