Job Overview
Location
Palo Alto, California
Job Type
Full-time
Category
Software Engineering
Date Posted
June 3, 2026
Full Job Description
đź“‹ Description
- • Serve as a Commercial Account Executive driving new logo acquisition through inbound and outbound sales efforts within Workato’s growing Commercial sales team.
- • Manage the full end-to-end sales cycle from initial discovery and qualification through negotiation, pricing discussions, and closure, often involving multiple stakeholders and executive-level decision-makers.
- • Collaborate with marketing, solutions consultants, partners, and internal leadership to generate qualified opportunities and maintain consistent pipeline coverage.
- • Utilize the Workato Selling System and MEDDPICC methodology to effectively qualify, track, and advance opportunities toward closure.
- • Lead strategic pricing negotiations and tailor solutions to meet the complex needs of enterprise customers across diverse industries.
- • Maintain accurate and up-to-date records of all sales activities, opportunities, and customer interactions within Salesforce to ensure reliable forecasting and reporting.
- • Conduct ongoing market research to stay informed on industry trends, competitor activity, and evolving customer needs, refining sales messaging and positioning accordingly.
- • Achieve and exceed monthly, quarterly, and annual sales targets for new customer acquisition and account expansion.
- • Maximize conversion rates of inbound leads into closed deals while ensuring high levels of customer satisfaction and engagement in expanded accounts.
- • Build and sustain strong relationships with prospects and customers by demonstrating deep product knowledge, active listening, and trust-based communication.
- • Proactively identify expansion opportunities within existing accounts to drive revenue growth and customer retention.
- • Present value propositions and product capabilities to C-suite and technical decision-makers with clarity and confidence.
- • Align closely with cross-functional teams including customer success, product, and legal to ensure seamless customer onboarding and contract execution.
- • Maintain a disciplined approach to pipeline management, ensuring accurate forecasting and timely identification of risks or delays in deals.
- • Represent Workato professionally in customer meetings, industry events, and internal reviews, embodying the company’s innovation-driven and customer-centric culture.
🎯 Requirements
- • 3+ years of sales experience with a proven track record in B2B sales, new customer acquisition, and/or account expansion
- • Experience in SaaS or technology-related industries preferred
- • Strong discovery and qualification skills
- • Exceptional communication, negotiation, and presentation abilities
- • Ability to build rapport and trust quickly with customers and internal stakeholders
- • Analytical mindset with proficiency in using data to inform sales decisions and improve performance
🏖️ Benefits
- • Flexible, trust-oriented culture that empowers employees to take full ownership of their roles
- • Emphasis on balancing productivity with self-care
- • Vibrant and dynamic work environment
- • Comprehensive benefits package (details not specified but referenced as abundant and available inside and outside work life)
- • Recognition as a top enterprise startup and Cloud 100 company
- • Ranked #1 best company for remote workers by Quartz
Skills & Technologies
About Workato, Inc.
Workato provides low-code/no-code enterprise automation and integration software that connects applications, data, and business processes across cloud and on-premises systems. Its platform offers pre-built connectors, recipes, and AI-powered workflow orchestration for finance, HR, IT, sales, support, and marketing functions. The company enables organizations to automate tasks without extensive coding, reducing manual effort and accelerating digital transformation initiatives. Workato serves mid-market to large enterprises worldwide through a subscription-based SaaS model, emphasizing security, governance, and scalability for complex integrations.
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