Embedded Account Executive

Workato, Inc.

Job Overview

Location

Palo Alto, California

Job Type

Full-time

Full Job Description

📋 Description

• Manage the full sales cycle from prospecting to closing enterprise deals for Workato’s iPaaS and AI orchestration platform.
• Consistently meet and exceed annual and quarterly sales targets through strategic pipeline development and execution.
• Maintain accurate, expert-level sales forecasting and pipeline management using CRM and sales tools.
• Develop deep product expertise to articulate technical value propositions and align Workato’s platform with customer workflows and automation needs.
• Understand enterprise customer pain points and translate them into tailored solutions using Workato’s integrated data and process automation capabilities.
• Act as a company builder by contributing to sales processes, playbooks, and organizational growth initiatives.
• Share best practices, customer insights, and competitive intelligence across the organization to improve sales effectiveness.
• Collaborate cross-functionally with solutions engineers, customer success, and marketing teams to close complex, multi-stakeholder deals.
• Navigate ambiguity inherent in a fast-growing startup environment without reliance on rigid corporate structures or processes.
• Build and maintain trusted relationships with enterprise clients, including C-level and technical decision-makers.
• Operate as a hunter who thrives in a dynamic, evolving sales environment but actively leverages team collaboration to win large deals.
• Represent Workato’s brand and mission in the enterprise market, emphasizing security, scalability, and AI operationalization.
• Travel as needed to meet clients and participate in industry events within the San Francisco Bay Area and regions within a two-hour flight of SFO.
• Stay current on market trends in enterprise automation, integration platforms, and AI adoption to inform sales strategy and customer conversations.
• Contribute to a culture of ownership, innovation, and work-life balance by taking initiative and modeling sustainable productivity.

🎯 Requirements

• 5-10 years experience in a full-cycle, closing sales role
• Proven track record of consistently meeting or exceeding sales quota
• Experience handling and owning relationships with enterprise companies
• Preferred location: San Francisco Bay Area or within a 2-hour flight of SFO
• Enthusiastic team player comfortable in a fast-paced, evolving startup environment
• Comfort with ambiguity and lack of corporate safety nets typical in high-growth startups

🏖️ Benefits

• Flexible, trust-oriented culture with full ownership of role
• Vibrant and dynamic work environment
• Emphasis on balancing productivity with self-care
• Comprehensive benefits package (details not specified but implied as part of employee offering)
• Opportunity to join a Forbes Cloud 100 company and Deloitte Tech Fast 500 winner
• Work at a company ranked #1 best for remote workers by Quartz

Skills & Technologies

Remote

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Workato, Inc.

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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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