Regional Vice President, Enterprise Sales

📋 Description

• • Lead and scale a high-performing team of Enterprise Account Executives across the AMER West region to drive revenue growth and expand Workato’s enterprise footprint.
• • Own and execute regional revenue targets through disciplined pipeline generation, deal progression, and consistent close rates across complex enterprise accounts.
• • Establish and maintain a rigorous operating cadence for forecasting, pipeline inspection, and performance management to ensure accuracy and accountability.
• • Optimize territory design and allocate inbound and outbound opportunities effectively to maximize team productivity and coverage.
• • Hire, develop, and retain top-tier enterprise sales talent while building a strong leadership bench to support long-term organizational growth.
• • Evolve Workato’s enterprise sales motion by standardizing deal strategies, value-based selling frameworks, and executive engagement protocols.
• • Coach sales teams through complex, multi-threaded enterprise deals including proof-of-concept (POC) execution, business case development, and CXO-level negotiations.
• • Partner cross-functionally with Marketing, Customer Success, Partnerships, and Product teams to align on regional account strategies and prioritize initiatives.
• • Leverage data and performance insights to define KPIs, improve forecasting accuracy, and continuously refine sales processes and team effectiveness.
• • Champion a culture of accountability, collaboration, and continuous learning that aligns with Workato’s values of innovation, ownership, and trust.
• • Drive the maturation of Workato’s enterprise go-to-market motion by identifying gaps, implementing best practices, and scaling proven methodologies across the region.
• • Serve as a strategic leader in shaping how Workato engages the largest and most complex customers to unlock speed, efficiency, and AI-driven automation across their operations.
• • Maintain deep expertise in SaaS, iPaaS, or enterprise software sales cycles, ensuring alignment with market dynamics and customer needs in the enterprise automation space.
• • Act as a key liaison between field sales and corporate functions to ensure product feedback, customer insights, and market trends inform product and marketing strategy.
• • Build and sustain relationships with key enterprise stakeholders, including C-suite executives, IT leaders, and business unit heads, to drive strategic adoption of Workato’s platform.
• • Ensure consistent execution of enterprise sales playbooks while adapting to regional nuances and customer-specific requirements across the AMER West territory.