Account Executive, Agentic AI

📋 Description

• • Own the full sales lifecycle for Workato’s Agentic AI platform, including pipeline generation, qualification, discovery, negotiation, and post-sales growth within enterprise accounts.
• • Cross-sell the Agentic AI platform to existing Workato customers while also prospecting and closing new logos in the European market.
• • Develop deep expertise in Workato’s enterprise iPaaS and Agentic AI solutions to articulate value propositions with technical and business credibility.
• • Conduct high-impact customer discovery conversations to uncover needs, challenges, and opportunities for AI-driven automation and agent-based workflows.
• • Build trusted relationships with enterprise champions and decision-makers across multiple functions and seniority levels.
• • Maintain a constant information diet to stay ahead of trends in GenAI, enterprise automation, and agentic systems, positioning yourself as a credible advisor.
• • Collaborate closely with Product, Marketing, and Customer Success teams to align sales strategy with product roadmap and market demand.
• • Operate within a fully distributed sales team with 20–30% travel for company meetings, customer visits, and industry events.
• • Drive revenue targets through disciplined pipeline management, forecasting accuracy, and consistent execution of sales processes.
• • Leverage entrepreneurial mindset to shape and scale a new business unit within Workato, acting as a founding member of the Agentic AI sales team.
• • Navigate complex enterprise sales cycles with a consultative, problem-solving approach, focusing on ROI and operational impact of AI agents.
• • Adapt messaging and strategy to diverse industries and regulatory environments across Germany and broader European markets.
• • Represent Workato at industry events, webinars, and customer forums to increase brand visibility and generate qualified leads.
• • Maintain accurate and timely CRM records, ensuring transparency and alignment across sales and leadership teams.
• • Proactively identify and escalate product feedback from customers to Product teams to influence roadmap priorities for Agentic AI.
• • Balance autonomy with accountability, taking full ownership of territory performance and personal development in a fast-paced startup environment.