About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

Why join us?

Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company. 

But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. 

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Also, feel free to check out why:

• Business Insider named us an “enterprise startup to bet your career on”

• Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

• Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

• Quartz ranked us the #1 best company for remote workers

Responsibilities

We are seeking a highly motivated and results-driven Account Executive to join our growing UK&I Commercial sales team. This team will play a pivotal role in driving new logo acquisition through outbound efforts, as well as leading customer expansion initiatives through strategic engagement and relationship-building. As an Account Executive, you will be responsible for identifying and securing new business opportunities while also expanding our existing customer base by strategically identifying growth opportunities within current accounts.

You’ll be joining an established sales team, split across enterprise and commercial accounts. Reporting directly to our AVP for Northern Europe, you’ll build and execute a territory plan targeting some of the highest growth companies in the mid-market segment [currently 500 to 2,500 Employees]

In this role, you will also be responsible to:

• New Logo Acquisition (Outbound Efforts):

• Pipeline Generation: Work closely with marketing, solutions consultants, partners, peers and leadership to generate qualified opportunities and build and maintain healthy ongoing pipeline coverage.

• Opportunity Management: Leverage Workato Selling System and MEDDPICC to effectively qualify and manage opportunities to close.

• Deal Management: Lead the end-to-end sales process, from initial contact through negotiation and close, ensuring a smooth and successful customer conversion.

• Market Research: Stay up to date on industry trends, competitor activity, and customer needs to refine sales messaging and positioning.

• CRM Management: Track all activities, opportunities, and progress within salesforce, ensuring accurate forecasting and reporting.

• Customer Expansion (Strategic Efforts):

• Account Strategy Development: Identify opportunities for growth and cross-sell/up-sell within existing accounts through strategic engagement and collaboration with account management teams.

• Relationship Building: Build strong, long-lasting relationships with key stakeholders in current accounts to understand their evolving needs and position solutions to meet those needs.

• Renewals & Expansion: Proactively identify opportunities for renewals, upselling, and expanding accounts to drive customer retention and increase overall revenue.

• Collaboration: Work closely with customer success, marketing, and product teams to develop tailored solutions that align with customer goals and business outcomes.

• Feedback Loop: Collect feedback from customers and provide insights to internal teams to inform product development and overall customer experience strategies.

• Performance Metrics:

  • Maintain healthy month over month KPIs to drive pipe gen (outreach metrics)

• Meet and exceed monthly, quarterly, and annual sales targets for both new customer acquisition and account expansion.

• Maintain a healthy pipeline and track progress toward revenue goals. 

• Achieve high levels of customer satisfaction and engagement in expanded accounts.

Requirements

Qualifications / Experience / Technical Skills

•  4+ years of sales experience, with a proven track record of success in B2B sales, new customer acquisition, and/or account expansion (preferably in a SaaS or integrations technology-related field).

• Experience selling to both technical (CIO, Enterprise Architect, Head of Integration, CTO) as well as business/executive stakeholders.

Soft Skills / Personal Characteristics

• Strong outbound prospecting and lead generation abilities.  You’re a natural hunter but not a lone wolf.  You make things happen.

• Resilience and determination to keep going when facing adversity.  Very little knocks you off your stride.  You have inner confidence but no arrogance.

• Exceptional communication, negotiation, and presentation skills.

• An enthusiastic, energetic team player who is comfortable working in a fast-paced and evolving environment.

• Ability to build rapport and trust quickly with both potential customers and internal stakeholders.

• Analytical mindset with the ability to leverage data to inform decisions and improve performance.

• You have experience navigating Salesforce.com, LinkedIn Sales Navigator, Outreach, Demandbase, BoostUp or equivalent SaaS applications.

• You will have a strong morale compass and apply your values to the way you conduct business with new prospects and existing clients.

• Finally, we are all Company-Builders at Workato.  Are you good at originating new ideas, testing new approaches and sharing the best with others?