Embedded Sales Development Representative

Workato, Inc.

Job Overview

Location

Denver, Colorado

Job Type

Full-time

Full Job Description

📋 Description

• Generate new business opportunities through outbound prospecting using cold calling, email, and LinkedIn outreach to target enterprise accounts.
• Partner closely with Account Executives to strategically break into high-value accounts and build qualified pipeline for the sales team.
• Research target companies and decision-makers to personalize outreach messages and increase engagement rates.
• Consistently meet and exceed daily, weekly, and monthly activity and pipeline generation goals tied to revenue targets.
• Actively participate in team trainings, call reviews, coaching sessions, and sales enablement programs to refine sales techniques.
• Continuously improve messaging, objection handling, and communication skills based on real-time feedback and team-shared best practices.
• Operate in a hybrid environment with two days per week required in the Denver, Colorado office.
• Contribute to a collaborative, team-first culture by sharing winning strategies, supporting peers, and maintaining a positive, high-energy work environment.
• Engage with enterprise technology buyers to understand pain points and position Workato’s iPaaS platform as a solution for automating data, applications, and AI workflows.
• Utilize CRM tools and sales tech stack to log activities, track outreach, and update account information accurately and in real time.
• Adapt quickly to evolving target markets, product updates, and sales playbooks as Workato scales its enterprise go-to-market strategy.
• Represent Workato professionally in all external communications, maintaining brand integrity and alignment with company values.
• Embrace a growth mindset by seeking feedback, learning from rejection, and iterating on outreach approaches to maximize conversion rates.
• Support the expansion of Workato’s footprint among Fortune 500 companies by identifying and engaging key stakeholders in IT, operations, and digital transformation roles.
• Maintain high levels of self-discipline and accountability in a performance-driven environment with clear metrics and transparent reporting.
• Contribute to a culture of innovation by suggesting improvements to prospecting workflows, messaging templates, and sales processes.

🎯 Requirements

• Highly motivated and competitive, with a strong desire to win and improve
• Interested in breaking into tech and building a long-term career in sales
• Strong work ethic with the ability to take initiative and stay self-driven
• Coachable and open to feedback, with a growth mindset
• Collaborative team player who contributes to a positive team culture
• Strong written and verbal communication skills

🏖️ Benefits

• Flexible, trust-oriented culture that empowers ownership of roles
• Balanced approach to productivity and self-care
• Vibrant and dynamic work environment
• Clear path for growth and promotion within the sales organization
• Hybrid work model with two days per week in-office in Denver, Colorado
• Opportunity to join a fast-growing company recognized by Forbes Cloud 100 and Deloitte Tech Fast 500

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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