Staff Domain Expert, AI in GTM

Workato, Inc.

Job Overview

Location

Boston, Massachusetts; Denver, Colorado; New York, New York; Palo Alto, California; San Francisco, California

Job Type

Full-time

Full Job Description

📋 Description

• Serve as the primary domain expert for Workato’s GTM AI agents and apps, translating deep knowledge of sales, revenue operations, and marketing workflows into production-grade AI solutions that drive measurable customer outcomes.
• Lead end-to-end discovery and capture of high-value AI use cases across Sales, RevOps, and Marketing functions through direct customer engagement, field collaboration, and internal research.
• Author detailed Product Requirement Documents (PRDs) for GTM AI agents and apps, guiding concepts from initial ideation through design partner validation to full production deployment.
• Conduct targeted AI workshops with top enterprise GTM accounts to accelerate adoption of AI agents, co-create production-grade use cases, and generate referenceable customer outcomes.
• Partner with internal teams—including Sales, Customer Success, and Field Readiness—to embed GTM AI capabilities into sales motion, enablement, and customer expansion strategies.
• Translate insights from customer engagements into product improvements and business strategy, ensuring Workato itself exemplifies the AI transformation it enables for clients.
• Develop and disseminate GTM-specific AI thought leadership, including position papers, customer success stories, and industry perspectives that demonstrate Workato’s impact on revenue orgs.
• Collaborate with Field Readiness to build messaging, training, and enablement materials tailored for Sales, RevOps, and Marketing personas to effectively sell and adopt GTM AI agents.
• Act as a trusted advisor to CROs, VPs of RevOps, and other senior GTM leaders, engaging at the executive level to align AI initiatives with strategic revenue goals.
• Identify and pursue 10X opportunities in GTM automation—focusing on transformative outcomes rather than incremental improvements—to expand market leadership in AI-driven revenue operations.
• Maintain a library of validated AI use cases across multiple industries, ensuring breadth and depth of domain expertise to support enterprise sales and customer success initiatives.
• Travel as needed to meet with customers, conduct workshops, and collaborate with internal teams across North American offices.
• Operate with full ownership from concept to deployment, eliminating handoff gaps and driving initiatives forward with velocity and autonomy.
• Work in ambiguity to create new playbooks and frameworks where none exist, adapting quickly to evolving customer needs and AI capabilities.
• Prioritize customer outcomes over optics, ensuring every AI agent or app is rooted in a real, validated business problem with clear ROI.

🎯 Requirements

• 7+ years in a customer-facing or domain specialist role with a GTM focus (e.g., RevOps, Sales Operations, Marketing Operations, or solutions consulting for GTM technology)
• Deep understanding of GTM technology, workflows, and personas (CRO, VP RevOps, VP Sales, Marketing Ops, SDR/AE teams) across multiple industries
• Experience scoping and delivering automation or AI solutions in GTM environments; familiarity with tools such as Salesforce, HubSpot, Gong, Outreach, Marketo, 6sense, Clay, or similar
• Experience with AI tools, large language models, or agentic workflow platforms; hands-on experience with Workato (AI agents, automation recipes, integration platforms) is a strong plus
• Ability to translate business problems into structured product requirements (PRD authorship or equivalent)
• Proven track record influencing revenue—through quota-carrying roles, pipeline generation, or expansion in a customer-facing capacity
• Located in North America with flexibility to travel

🏖️ 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 implied as part of overall offering)
• Opportunity to work at a Forbes Cloud 100 company and Deloitte Tech Fast 500 winner
• Recognized as #1 best company for remote workers by Quartz

Skills & Technologies

Senior

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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