Senior Account Executive

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

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 sales team. This team will play a pivotal role in driving new logo acquisition through inbound & outbound efforts.  In this role, you will manage customer relationships from discovery & qualification to close. Typical sales cycles may involve POCs, multiple stakeholders, strategic pricing negotiations, and selling to executives and CXOs.  

In this role, you will be at the forefront of launching Workato in Southern Europe, spearheading a high-impact Go-to-Market initiative to establish and scale our business in a new region.

You will also be responsible to:

New Logo Acquisition:

• 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.

Performance 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. 

• Maximize conversion rate of inbound leads to close.

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

Requirements
Qualifications / Experience / Technical Skills

• Experience: 5+ years of sales experience, with a proven track record in B2B sales, new customer acquisition, and/or account expansion (preferably in a SaaS or technology-related field).

Soft Skills / Personal Characteristics

• Strong discovery and qualification skills

• Exceptional communication, negotiation, and presentation skills.

• 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.

• Fluency in Italian and Spanish, in order to work with our customers and partners who operate in these languages.

(REQ ID: 2362)

---