Responsibilities

Workato is on an extraordinary growth trajectory — and we're looking for Account Executives ready to grow with us. As we continue to scale rapidly across the Benelux region, we're seeking an entrepreneurial company builder who thrives in dynamic environments and knows how to turn ambition into results.

This isn't a role for someone who follows a playbook. It's for someone who writes one. You'll have the autonomy to shape strategy, build from the ground up, and make a real impact in one of the most exciting chapters of our journey. If you have a builder's mindset, a flexible approach to challenges, and the hunger to be part of something memorable — this is your moment.

• 2-5 Years of experience in B2B sales, with a proven track record in enterprise SaaS or technology sales.
• Experience in working on outbound / community-driven prospecting in the technology space.
• Have worked successfully with business partners and know how to build long lasting relationships with our VAR ecosystem
• Demonstrate tenacity, grit, and resilience when faced with adverse conditions.
• You have experience handling and owning relationships with customers
• Proven track record of consistently meeting or exceeding targets
• You have experience navigating Salesforce.com, LinkedIn Sales Navigator, and other prospecting applications
• Native Dutch speaker and proficiency in English, preferably based out of Amsterdam, Netherlands

Soft Skills / Personal Characteristics

• You are an enthusiastic, energetic team player who is comfortable working in a fast-paced and evolving environment
• You are known for your strong work ethic and hunter mentality
• You desire to build something new that can change the world, versus fitting neatly into a large company with an established static playbook
• You are a competitor with a thirst for success and a can-do attitude
• You enjoy problem solving and can demonstrate an ability to develop creative ideas to address new opportunities or challenges you face
• You will be naturally good at managing your time and balancing a number of conflicting priorities
• You will have a strong morale compass and apply your values to the way we conduct business with new prospects and existing clients

Job Req ID: 2422

Responsibilities

We are looking for an exceptional Senior Enterprise Account Executive to build our presence in the UK&I enterprise market.

In this role, you will also be responsible to:

• Reporting directly to our AVP for Northern Europe, you’ll build and execute a territory plan targeting large enterprise accounts in the UK&I market.

• You’ll be almost wholly focused on new business initially as we expand our enterprise footprint in the region

• Along with our SDRs, partner sales and marketing teams you will multi-thread with C-level executives across business units in your target accounts. 

• You will own all new business revenue, both new logo and expansion within existing accounts.

Requirements

Qualifications / Experience / Technical Skills

• 10+ years of experience in a full cycle, closing role

• Successful in selling software or technology solutions, ideally in the integration, middleware, automation or enterprise software space

• Experienced in leading complex and commercially significant sales to IT and business leaders within enterprise accounts.

• Experience handling and owning relationships within enterprise companies

• Proven track record of consistently meeting or exceeding quota

• Preferred location: London

Why this role?

• The deals are complex and strategic, so you'll be constantly challenged and learning, working alongside some of the sharpest people in the industry. And because we're still growing fast in the UK market, there's genuine opportunity to shape the territory, build something meaningful, and accelerate your career in ways that just aren't possible at more mature organisations. Plus, you'll be doing all of this in a culture that actually values collaboration over politics, and gives you the trust and autonomy to do your best work. 

(REQ ID: 2370)

Responsibilities

As a Solution Architect at Workato, you won't just advise clients, you'll transform how their businesses think, operate, and scale. You'll be the expert hand guiding enterprises as they step into the agentic AI era, designing intelligent automation that doesn't just save time, but changes what's possible.

You will also be responsible to:

Technical Discovery & Solutioning

• Collaborate with sales teams to understand customer needs and define solution requirements.

• Conduct discovery sessions to analyze customers' existing EDI infrastructure, data flows, and integration challenges.

• Translate business requirements into scalable, secure, and standards-compliant EDI solutions.

Solution Presentation & Demos

• Deliver compelling product demonstrations tailored to customer use cases.

• Explain complex EDI workflows, mappings, and transaction lifecycle processes in a customer-friendly manner.

• Assist in building proof-of-concepts (POCs) and pilot environments.

RFP/RFI Response & Architecture Design

• Lead the technical response to RFPs and RFIs, including solution architecture, integration approach, security, scalability, and compliance details.

• Design EDI workflows and system architecture diagrams showing integration with ERPs, TMS, WMS, and partner systems.

Stakeholder Engagement

• Act as the primary technical liaison between the customer, internal product/engineering teams, and implementation teams during the presales cycle.

• Support account executives in building trusted advisor relationships with clients.

Thought Leadership & Enablement

• Stay up to date with global EDI standards (EDIFACT, X12, TRADACOMS, etc.) and integration technologies (APIs, AS2, SFTP, VANs, etc.).

Requirements

Qualifications / Experience / Technical Skills

• Bachelor’s degree in Computer Science, Information Systems, Engineering, or a related field (or equivalent experience).

• 5 - 7+ years of experience in EDI solution design, implementation, or support.

• 5+ years in a presales, sales engineering, or customer-facing consulting role.

• Strong knowledge of EDI formats and standards (X12, EDIFACT, etc.).

• Hands-on experience with EDI mapping tools (e.g., IBM Sterling, Seeburger, Cleo Integration Cloud, GXS, Boomi, etc.).

• Familiarity with iPaas technologies (e.g Workato, Boomi, Mulesoft etc)

• Familiarity with standard B2B protocols such as AS2, VDA, OFTP2, SFTP, FTPS, API, and VANs.

• Experience with ERP systems integration (e.g. SAP, Oracle, NetSuite, Microsoft Dynamics).

• Excellent communication and presentation skills, with the ability to explain technical topics to business audiences.

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic start-up environment with a passion for making an impact

• Customer-oriented mindset, easily adaptable to different company sizes and line of business

• Excellent enablement skills, experienced in establishing trust and building partnerships with customers or partners

• Strong critical thinking, and analytical skills with an entrepreneurial and proactive mind-set.

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations

• Strong written and oral communication skills, with the ability to convey complex technical concepts effectively to a non-technical audience

• Fast learner who can independently conduct extensive research, and synthesise ideas, information and options quickly

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge

Responsibilities

Workato is on an extraordinary growth trajectory — and we're looking for Account Executives ready to grow with us. As we continue to scale rapidly across the Nordic region, we're seeking an entrepreneurial company builder who thrives in dynamic environments and knows how to turn ambition into results.

This isn't a role for someone who follows a playbook. It's for someone who writes one. You'll have the autonomy to shape strategy, build from the ground up, and make a real impact in one of the most exciting chapters of our journey. If you have a builder's mindset, a flexible approach to challenges, and the hunger to be part of something memorable — this is your moment.

Requirements

Qualifications / Experience / Technical Skills

• 2-5 Years of experience in B2B sales, with a proven track record in enterprise SaaS or technology sales.

• Experience in working on outbound / community-driven prospecting in the technology space.

• Have worked successfully with business partners and know how to build long lasting relationships with our VAR ecosystem

• Demonstrate tenacity, grit, and resilience when faced with adverse conditions.

• You have experience handling and owning relationships with customers

• Proven track record of consistently meeting or exceeding targets

• You have experience navigating Salesforce.com, LinkedIn Sales Navigator, and other prospecting applications

• Native Swedish speaker and proficiency in English, preferably based out of Sweden, Stockholm

Soft Skills / Personal Characteristics

• You are an enthusiastic, energetic team player who is comfortable working in a fast-paced and evolving environment

• You are known for your strong work ethic and hunter mentality

• You desire to build something new that can change the world, versus fitting neatly into a large company with an established static playbook

• You are a competitor with a thirst for success and a can-do attitude

• You enjoy problem solving and can demonstrate an ability to develop creative ideas to address new opportunities or challenges you face

• You will be naturally good at managing your time and balancing a number of conflicting priorities

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

(REQ ID: 2740)

Responsibilities

We are looking for an exceptional Enterprise Account Executive to join our growing team in South Korea, covering Asia. You'll be joining a team of 6 AEs, split by vertical across commercial and enterprise accounts.

In this role, you will also be responsible to:

• Reporting directly to our VP of sales, you'll build and execute a territory plan targeting some of the largest enterprises in Asia.

• You'll be almost wholly focused on new business. Both selling directly and with/through channel partners.

• Along with our SDRs, partner sales and marketing teams you will multi-thread with C level executives across business units in your target accounts. Aiming to craft deals over >$100k.

Requirements

Qualifications / Experience / Technical Skills

•  7+ years of experience in a full cycle, closing role 

• Experience handling and owning relationships with enterprise companies

• Proven track record of consistently meeting or exceeding quota

Soft Skills / Personal Characteristics

• First and foremost, you're a sales person. 

• You enjoy being in an evolving fast growing  environment and you don't like to sit back enjoying the comfort of a large corporate.

• You're a hunter, but not a lone wolf. You know how to play as a team and how to craft  large complex deals by pulling in colleagues who you've built trust with.

• You'll have to be comfortable with the natural ambiguity that comes in a startup  environment and not reliant on corporate safety nets.

(REQ ID: 2755)

Responsibilities

We are looking for an exceptional Enterprise Account Executive to join our growing team in Singapore, covering Asia. In this role, you will also be responsible to:

• Build and execute a territory plan targeting some of the largest enterprises in Asia.

• Drive new business, both greenfield and upsell. Selling both directly and with/through channel partners.

• Along with our SDRs, partner sales and marketing teams you will multi-thread with C level executives across business units in your target accounts. Aiming to craft deals over >$100k.

• Position the full portfolio of Workato solutions - across Orchestration, MCP and Agentic.

Requirements

Qualifications / Experience / Technical Skills

• 7+ years of experience in a full cycle, closing role 

• Experience handling and owning relationships with enterprise companies

• Proven track record of consistently meeting or exceeding quota

Soft Skills / Personal Characteristics

• First and foremost, you're a sales person. 

• You enjoy being in an evolving fast growing  environment and you don't like to sit back enjoying the comfort of a large corporate.

• You're a hunter, but not a lone wolf. You know how to play as a team and how to craft  large complex deals by pulling in colleagues who you've built trust with. 

• You'll have to be comfortable with the natural ambiguity that comes in a startup  environment and not reliant on corporate safety nets. 

(REQ ID: 2367)

Responsibilities

We are looking for an exceptional Customer Success Manager to join our growing team. In this role, you will own a portfolio of assigned accounts that may vary in market size, industry, and complexity, with a focus on ensuring value realization through the use of the Workato platform, increasing adoption across a variety of business and functional units, ensuring retention, supporting growth, and overall customer satisfaction.

In this role, you will also be responsible to:

• Develop a strong command of Workato's unique value propositions, the business value our key capabilities drive, our approach to Enterprise Automation, Orchestration, and AI, our customer use cases and success stories, and our best practices. Leverage the aforementioned knowledge to guide the customer on their Enterprise Orchestration & AI journey and help them think differently. Work with customers on building out the AI roadmap.

• Develop and maintain strategic business relationships with customers to drive adoption, assess and evangelize the value received, and support revenue expansion. Establish regular touchpoints with the assigned customers per established practices, to review progress against strategic business and technical product objectives.

• Develop and maintain engagement with senior customer executives to understand their strategic objectives and position Workato for their transformation initiatives, including delivery of Customer Objectives reviews, Exec Business reviews, etc.

• Develop a deep understanding of a customer's business, use cases, and desired outcomes in order to guide them to achieve these via Workato's product and services. Develop and drive programs to increase product usage within the current (landed) group and expand it to other business groups/functions.

• Create customer assets, including a Joint Success Plan, to be leveraged by our sponsors that outline progress with Workato mapped to their business initiatives, value, deployment plans, etc.

• Monitor customers' achievement of desired outcome and value, consistently and effectively telling the story of both to internal stakeholders and externally to key customer stakeholders.

• Be the expert in deployment models and governance structures and share best practices from a business and technical perspective.

• Serve as the primary escalation point for customer issues, and effectively prioritize and orchestrate the resolution of customer requests or issues.

• Develop trusted, collaborative relationships with internal stakeholders and business partners, and champion customers internally to mitigate risk, improve the customer experience, drive value outcomes, and unlock growth.

• Professionally manage your book of business and provide periodic and accurate reporting, develop growth and mitigation plans, following our best-practices and documentation requirements.

• Contribute to the development of Customer Success practice, develop playbooks, and drive process innovation and operational efficiency.

• Run hackathons and bootcamps to drive product adoption and consumption.

• Actively engage in sales activities to drive revenue growth and customer expansion.

Requirements

Qualifications / Experience / Technical Skills

• BS or equivalent technical education. MBA a plus

• 5 + years of professional experience in consulting, customer success, client relationship or technical account management roles with a demonstrated track record of increasing adoption, revenue retention and driving NRR Growth. 

• Prior experience as a Sr CSM, Account Manager or Sales Executive in a large PaaS preferred. 

• Experience managing a portfolio of accounts, with account ARR ranging from ~$100k to multi-million dollar ARR across the Forbes Global 2000 companies.

• Track record of successfully navigating ambiguity, building consensus, fostering accountability, and working with urgency to deliver customer outcomes.

• Strong written and oral presentation skills, with the ability to effectively engage both business and technical stakeholders (from Developer to C-level).

• Confidence in serving multiple customer stakeholders and working to build communities of champions/advocates across large organizations.

• Experience in Integration and/or business automation. Awareness of processes and roles in these domains would be a plus; People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations

• Prior Experience in Digital Transformation and/or consulting firms preferred.

• Strong familiarity with the AI ecosystem, with the ability to articulate market trends, identify common implementation challenges, and recommend AI-driven solutions that align with strategic business objectives.

• Fluency in English, both written and spoken.

Soft Skills / Personal Characteristics

• Ability to develop an understanding of large complex businesses & Mid market customers with many stakeholders. Ability to build relationships across levels with customers.

• Strong sense of customer empathy and customer-centricity.

• Grit and resilience to manage occasional tough & complex situations.

• Excellent interpersonal and communication skills.

• Strong problem-solving and analytical thinking.

• Storytelling skills.

• Entrepreneurial drive and comfort working in ambiguous, quickly-changing environments.

• A passion for and belief in the power of automation to drive business value.

• Have keen intellectual curiosity, a strong orientation to detail, and analytical abilities.

• Passion for technology, enjoy learning new solutions and capabilities, and translating these into solutions that drive business value for customers.

• Be a self-motivated team player who loves to drive Impact beyond their current role.

(REQ ID: 2757)

Responsibilities

We are looking for an exceptional Sr. Technical Consultant (Post Sales) to join our growing team. In this role, you will assist customers in adopting the Workato platform for integration and automation from both business and technical perspectives. You will be defining and driving best practices, working with customer business and technical stakeholders. You will help Workato extend the functionality of our product and continuously improve our engagement best practices. This is a remote role; candidates based anywhere in India are welcome to apply! In this role, your responsibilities would include:

• Onboarding new customers onto Workato’s platform by providing technical consulting, guidance, and enablement to customers to achieve value quickly   

• Engaging with customers to gather integration and automation requirements and leading the solution design process jointly with customers

• Sharing best practices from a business and technical perspective, related to deployment models and governance structures

• Working closely with Product and Engineering to review customer requirements and feedback, and identify opportunities for Workato platform enhancements, while managing customer expectations

• Becoming a Workato evangelist with the ability to demonstrate how Workato can drive business automation in both direct deployments and embedded solutions across a broad set of industries

• Becoming a trusted customer advisor and a customer advocate within Workato

• Participating in and conducting post-onboarding deployment health checks and guidance on integration and process optimizations

• Contributing to the growth of our technical consulting team by creating or enhancing content such as presentations, demos, best practices, architecture patterns, and online courses for use by both customers and enabling our extended team

• Prioritizing and delivering an outstanding customer service experience to Workato customers

• Manage multiple priorities and projects simultaneously, as well as any other duties that may be assigned from time to time

Requirements

Qualifications / Experience / Technical Skills

• 5+ years of hands-on experience in solutions and implementation consulting

• Knowledge and understanding of integrations and system design principles

• Good understanding of technology and industry trends, especially in the app integration space

• Demonstrated implementation of quality integration solutions by applying best practices 

• Demonstrated good understanding of on-premise infrastructure & cloud-based deployments, configurations along with monitoring & management

• Demonstrated understanding of the SDLC & end-to-end experience in developing, supporting & troubleshooting integrations

• Demonstrated ability to create quality technical documentation 

• Experience working with at least one (1) Integration Platforms such as Workato, Tray, TIBCO, Dell Boomi, MuleSoft, WebMethods, Oracle Integration Suite

• Experience working with cloud business apps like Workday / NetSuite / Salesforce / Servicenow / SAP is a plus

• Experience with web development frameworks and knowledge of JS frontend and backend is a plus

• Experience with OEM or embedded SaaS solutions is a plus 

• Experience embedding third-party integrations or iFrames into web app is a plus

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic start-up environment with a passion for making an impact

• Critical thinking, and analytical skills with an entrepreneurial and proactive mindset

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations

• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience

• Fast learner who can independently conduct extensive research and quickly synthesize ideas, information, and options

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge

#LI-NJ1

(REQ ID: 2537)

Responsibilities

We are looking for an experienced Technical Architect to join our Professional Services team. This role plays an integral role in guiding our customers on automation best practices, architecture patterns, governance processes, and helping them scale their automation practice through initial and expansion services engagements.

In this role, you will also be responsible to:

• Participate as a lead architect in professional services engagements such as customized customer onboarding, statements of work,and other customer enablement activities

• Through professional services engagements, you will:

• Lead business requirements sessions

• Develop architectural designs for customer integrations and automations

• Conduct recipe reviews

• Advise on unit testing best practices

• Advise on integration testing and user acceptance testing best practices

• Conduct production readiness assessments

• Advise on production deployment procedures

• Conduct post-live deployment health checks and guidance on recipe and process optimizations

• Provide thorough knowledge transfer to customer and partner teams

• Apply and advise on frameworks, such as Workato’s GEARS and Workato’s Embedded Product Guide, to a align with customer organizations

• Be a Workato evangelist with the ability to discover and demonstrate how Workato can effectively help companies with their business automation needs across a broad set of industries through professional services engagements

• Become the trusted technical advisor to customers and partners from an overall solution, architecture and implementation perspective for the Workato platform

• Contribute to the growth of our professional services department by creating or enhancing content such as presentations, demos, white papers, best practices, architecture patterns, and online courses for use by both customers and to enable our extended team

• Lead, mentor, and train team members from the extended pre-sales and post-sales teams to enable them with content and knowledge

• Develop content to coach our partner ecosystem on Workato delivery best practices

Requirements

Required

• Bachelor’s degree or equivalent education in Computer Science, Software Engineering, or in a related field.  Bachelor’s degrees and those with non-traditional but similar proven experience may also apply.

• 5+ years of technology transformation consulting, including implementation experience with one or more common integration or middleware solutions and/or API management solutions

• Proven results leading and overseeing customer and/or partner success in the following domains: front-end and back-end solution architecture, enterprise architecture, development, and test/release management strategies, change management, and direct leadership in designing solutions that meet or exceed customer needs

• Experience documenting business processes and applying technology to optimize and automate these processes

• Communication skills to effectively communicate with technical, business, and C-level stakeholders alike

• Deep understanding of security and governance needs for large enterprise organizationsStrong interpersonal skills with the ability to convey and relate ideas to others and work in a collaborative and cross-functional environment

• Excellent verbal and written communication skills and the ability to communicate ideas visually and create and conduct professional presentations

• Self-starter and ability to work independently and as part of a distributed team, and willingness to take ownership of situations and problems

• Ability to travel to the client site up to 25%, but may be higher or lower based on prevailing circumstances

Preferred

• Experience as an Enterprise and/or digital architectMaster’s degree in Computer Science, Software Engineering

• Knowledge of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases

• Knowledge of AWS, Azure, GCP, and Ruby

• Experience having worked in a start-up environment

• Track record of continuous learning of new technologies, as well as leading projects that push the capabilities of existing technologies.

• Track record of driving software expansions as a result of professional services engagements

The pay for this role may range from $120,000 to $150,000, plus variable compensation, benefits, perks, and equity.

#LI-NJ1

(REQ ID: 2575)

Responsibilities

We are looking for an exceptional Enterprise Account Executive to join our growing team in  Singapore, covering Asia. You'll be joining a team of 6 AEs, split by vertical across commercial and enterprise accounts.

In this role, you will also be responsible to:

•  Reporting directly to our VP of sales, you'll build and execute a territory plan targeting  some of the largest enterprises in Asia. 

• You'll be almost wholly focused on new business. Both selling directly and with/through channel partners.

• Along with our SDRs, partner sales and marketing teams you will multi-thread with C level executives across business units in your target accounts. Aiming to craft deals over >$100k.

• You'll be based in Singapore with access to our Suntec office, but we'll trust you with total flexibility to work in the way that suits you.

Requirements

Qualifications / Experience / Technical Skills

• 7+ years of experience in a full cycle, closing role

• Experience handling and owning relationships with enterprise companies

• Proven track record of consistently meeting or exceeding quota

Soft Skills / Personal Characteristics

• First and foremost, you're a sales person. 

• You enjoy being in an evolving fast growing  environment and you don't like to sit back enjoying the comfort of a large corporate.

• You're a hunter, but not a lone wolf. You know how to play as a team and how to craft  large complex deals by pulling in colleagues who you've built trust with. 

• You'll have to be comfortable with the natural ambiguity that comes in a startup  environment and not reliant on corporate safety nets. 

(REQ ID: 2752)

Responsibilities

We are looking for an exceptional Technical Consultant II (Post Sales) to join our growing team. In this role, you will assist customers in adopting the Workato platform for integration and automation from both business and technical perspectives. You will be defining and driving best practices working with customer business and technical stakeholders. You will help Workato extend the functionality of our product and continuously improve our engagement best practices. This is a remote role, candidates based anywhere in Korea are welcome to apply! In this role, your responsibilities would include -

• Onboarding new customers onto Workato’s platform by providing technical consulting, guidance, and enablement to customers to achieve value quickly   

• Engaging with customers to gather integration and automation requirements and leading the solution design process jointly with customers

• Sharing best practices from a business and technical perspective, related to deployment models, governance structures, integration design, and build

• Working closely with Product and Engineering to review customer requirements and feedback, and identify opportunities for Workato platform enhancements, while managing customer expectations

• Becoming a Workato evangelist with the ability to demonstrate how Workato can drive business automation in both direct deployments and embedded solutions across a broad set of industries

• Becoming a trusted customer advisor and a customer advocate within Workato

• Participating in and conducting post-onboarding deployment health checks and guidance on integration and process optimizations

• Contributing to the growth of our technical consulting team by creating or enhancing content such as presentations, demos, best practices, architecture patterns, and online courses for use by both customers and enabling our extended team

• Prioritizing and delivering an outstanding customer service experience to Workato customers

• Manage multiple priorities and projects simultaneously, as well as any other duties that may be assigned from time to time

Requirements

Qualifications / Experience / Technical Skills

• 3+ years of hands-on experience in solutions and implementation consulting

• Knowledge and understanding of integrations and system design principles

• Good understanding of technology and industry trends, especially in the app integration space

• Good understanding of database technologies, such as SQL and Postgres

• Demonstrated good understanding of on-premise infrastructure & cloud-based deployments, configurations along with monitoring & management

• Demonstrated understanding of the SDLC & end-to-end experience in developing, supporting & troubleshooting integrations

• Demonstrated ability to create quality technical documentation 

• Experience working with at least one (1) Integration Platform, such as Workato, Tray, TIBCO, Dell Boomi, MuleSoft, WebMethods, Oracle Integration Suite

• Experience working with cloud business apps like Workday / NetSuite / Salesforce / Servicenow / SAP is a plus

• Experience with web development frameworks and knowledge of JS frontend and backend is a plus

• Experience with OEM or embedded SaaS solutions is a plus

• Experience embedding third-party integrations or iFrames into web app is a plus

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic start-up environment with a passion for making an impact

• Critical thinking, and analytical skills with an entrepreneurial and proactive mindset

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations

• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience

• Fast learner who can independently conduct extensive research and quickly synthesize ideas, information, and options

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge

Job Req ID: 2578

Responsibilities

We are growing our Enterprise CS team and looking to add an exceptional Enterprise Customer Success Manager. In this role, you will work with our Enterprise customers and ensure their success via the rapid adoption of the Workato Agentic Orchestration Platform. As an Enterprise Customer Success Manager, you will play an integral role in our business as a trusted customer advisor and serve as the customer advocate liaison between customers and internal teams, including Sales, Solution Consulting, Professional Services, Product, and Marketing, among others.
In this role, you will also be responsible to:

• Own a portfolio of assigned accounts that may vary in market size, industry, and complexity, with a focus on ensuring value realization through the use of the Workato platform, increasing adoption across a variety of business and functional units, ensuring retention, supporting growth, and overall customer satisfaction

• Develop a strong command of Workato’s unique value propositions, the business value our key capabilities drive, our approach to Enterprise Automation, our customer use cases/success stories, and our best practices. Leverage the aforementioned knowledge and your technical Workato product expertise to guide the customer on their Enterprise Agentic Orchestration journey.

• Develop and maintain strategic business relationships with enterprise customers to drive adoption, assess and evangelize value received, and assist in revenue expansion. Establish regular touchpoints with the assigned customers per established practices to review progress against strategic business and technical product objectives 

• Develop and maintain engagement with senior customer executives to understand their strategic objectives and position Workato for their transformation initiatives, including delivering Customer Objectives reviews, Executive Business reviews, etc.

• Develop a deep understanding of a customer's business, use cases, and desired outcomes to guide them to achieve these via Workato’s product and services. Develop and drive programs to increase usage of the product within the current (landed) group and expand usage to other business groups/functions

• Create customer assets, including a Joint Success Plan, to be leveraged by our sponsors, outlining progress with Workato mapped to their business initiatives, value, deployment plans, etc.

• Monitor customers' achievement of desired outcomes and value, consistently and effectively telling the story of these both to internal stakeholders and externally to key customer stakeholders

• Be the expert in deployment models and governance structures and share best practices from a business and technical perspective

• Serve as the primary point of escalation when customer issues arise and effectively prioritize/orchestrate resolution of customer requests or issues

• Develop trusted and collaborative relationships with internal stakeholders and business partners; and champion customers internally to mitigate risk, improve customer experience, drive to value outcomes, and unlock growth

• Professionally manage your book of business and provide periodic and accurate reporting, develop growth and risk mitigation plans, following our playbooks, best practices, and documentation requirement

• Contribute to the development of Customer Success practice, develop playbooks, and drive process innovation and operational efficiency

Requirements

Qualifications / Experience / Technical Skills

• BS or equivalent education

• 7+ years of professional experience in consulting, customer success, client relationship, or technical account management roles with a demonstrated track record of increasing adoption, revenue retention, and customer satisfaction. Experience managing a portfolio of enterprise accounts, with account ARR ranging from ~$200k to multi-million ARR across the Forbes Global 2000 companies

• Track record of successfully navigating ambiguity, building consensus, fostering accountability, and working with urgency to deliver customer outcomes

• Strong written and oral presentation skills, with the ability to effectively engage both business and technical stakeholders (from Developer to C-level)

• Confidence in serving multiple customer stakeholders and working to build communities of champions/advocates across large organizations

• Experience in Integration and/or business automation. Awareness of processes and roles in these domains would be a plus: People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations

• Preference will be given to candidates who:

  • Have prior experience as an Account Manager, Senior Member of SI/consulting firms, or CSM in hyper-growth horizontal SaaS/iPaaS companies preferred

  • Have prior experience in leading/driving/consulting in Digital Transformation initiatives

•  This is a remote position. An estimated 25% travel is required.

Soft Skills / Personal Characteristics

• Ability to develop an understanding of large complex businesses with many stakeholders

• Comfortable operating with revenue targets

• Strong sense of customer empathy and customer-centricity

• Grit and resilience to manage occasional tough & complex situations

• Excellent interpersonal and communication skills

• Strong problem-solving and analytical thinking

• Project management and storytelling skills

• Entrepreneurial drive and comfort working in ambiguous, quickly changing environments

• A passion for and belief in the power of automation to drive business value

• Project management and storytelling skills

• Have a keen intellectual curiosity, a detailed orientation approach, and possess analytical abilities

• Passion for technology, enjoy learning new solutions and capabilities, and translating these into solutions that drive business value for customers

• Be a self-motivated team player who loves to drive Impact beyond their current role

• Show an appreciation for nuance and a desire to build consensus in a diverse and multicultural environment

(REQ ID: 2695)

Responsibilities

Workato is seeking a strategic and execution-focused Regional Vice President, Enterprise Sales – AMER West to lead and scale our Enterprise business across the Americas. This leader will be responsible for driving revenue growth, maturing our enterprise go-to-market motion, and building a world-class team of Account Executives.

As a category leader in enterprise orchestration and automation, Workato is transforming how organizations integrate applications, data, and processes. This role is a unique opportunity to shape how we engage the largest, most complex customers—helping them unlock speed, efficiency, and innovation through our platform.

You’ll inherit a strong, growing team and play a pivotal role in elevating performance, refining our enterprise sales playbook, and expanding our footprint across AMER.

In this role, you will also be responsible to:

• Lead, coach, and scale a high-performing team of Enterprise Account Executives across AMER

• Own regional revenue targets and drive consistent execution across pipeline generation, deal progression, and close

• Establish a rigorous operating cadence around forecasting, pipeline inspection, and performance management

• Optimize territory design and ensure effective distribution of inbound and outbound opportunities

• Hire, develop, and retain top enterprise sales talent while building a strong leadership bench

• Evolve Workato’s enterprise sales motion—driving consistency in deal strategy, value selling, and executive engagement

• Coach teams through complex, multi-threaded enterprise deals, including POCs, business case development, and CXO-level negotiations

• Partner cross-functionally with Marketing, Customer Success, Partnerships, and Product to align on account strategy and regional priorities

• Leverage data and insights to define KPIs, improve forecasting accuracy, and continuously optimize performance

• Champion a culture of accountability, collaboration, and continuous learning aligned with Workato’s values

Requirements

Qualifications / Experience / Technical Skills

• 5–8+ years of experience leading Enterprise Sales teams in SaaS, iPaaS, or enterprise software

• Proven track record of exceeding regional revenue targets and scaling high-performing teams

• Experience leading managers or second-line leaders is strongly preferred

• Deep expertise in complex enterprise sales cycles, including multi-stakeholder deals and executive-level selling

Soft Skills / Personal Characteristics

• Strong operator with disciplined forecasting, pipeline management, and data-driven decision-making

• Passionate about coaching and developing talent, with a history of building durable, high-performing teams

• Collaborative, low-ego leader who thrives in a fast-paced, cross-functional environment

• Entrepreneurial mindset with a desire to build and refine playbooks in a high-growth company

For California applicants, the base pay for this role may range between $200,000 - $230,000 plus variable, benefits, perks, and equity.

(REQ ID: 2759)

Responsibilities

We are seeking a hands-on, detail-oriented Solutions Engineer to join our Solution Consulting team and support demo and proof-of-value (PoV) environments for sales, marketing, and customer success initiatives. You will collaborate with solutions architects, product managers, and developers to ensure that lab infrastructure is robust, secure, and aligned with real-world use cases.

In this role, you will be responsible to:

Pre-Sales & Technical Engagement

• Partner with AEs, Solution Architects, and cross-functional teams to deliver tailored platform demonstrations, manage POC engagements, and respond to RFI/RFP requests — driving technical sales cycles to completion.Collaborate with Customer Success to ensure seamless solution delivery and a positive post-sale customer experience.

Demo Environment & Infrastructure

• Design, deploy, and maintain virtual and physical lab environments across hybrid cloud and on-premise platforms (VMware, KVM, AWS, Azure, GCP), ensuring availability, security, and alignment with the latest product releases.Develop and maintain automation scripts (PowerShell, Python, Bash, Ansible, Terraform) and reusable components to streamline environment provisioning and accelerate field team deployments.

Collaboration & Enablement

• Work cross-functionally with Solution Architects, Product Managers, and Field Engineering to ensure demo content reflects current product capabilities and best practices.Maintain comprehensive documentation and troubleshooting guides, providing ongoing guidance and support to field teams on demo setup and usage.

Requirements

Qualifications / Experience / Technical Skills

• 2–4 years of experience in systems engineering, presales, back office support, deve ops, IT infrastructure

• Familiarity with infrastructure automation tools (e.g., Ansible, Terraform, Packer).

• Familiar with APIM, Integration, and Data Integration platforms (Boomi, Workato, Mulesoft)

• Basic scripting skills in Python, Ruby, PowerShell, or Bash.

• Experience managing cloud-based resources (e.g., AWS EC2, Azure VM).

• Strong problem-solving skills and the ability to work independently.

Preferred:

• Experience with CI/CD pipelines and version control (e.g., GitLab CI, GitHub Actions).

• Familiarity with containerization technologies (e.g., Docker, Kubernetes).

• Experience working with demo platforms or technical enablement teams.

• Understanding of enterprise software architectures and APIs (REST, gRPC).

Soft Skills / Personal Characteristics

• Strong written and verbal communication skills to collaborate effectively across technical and non-technical teams.

• Able to translate technical requirements into actionable lab builds.

• Highly organised, with the ability to manage multiple concurrent tasks or environments.

• Comfortable working in fast-paced and collaborative settings.

Responsibilities

Workato is on an extraordinary growth trajectory — and we're looking for Account Executives ready to grow with us. As we continue to scale rapidly across the Nordics region, we're seeking an entrepreneurial company builder who thrives in dynamic environments and knows how to turn ambition into results.

This isn't a role for someone who follows a playbook. It's for someone who writes one. You'll have the autonomy to shape strategy, build from the ground up, and make a real impact in one of the most exciting chapters of our journey. If you have a builder's mindset, a flexible approach to challenges, and the hunger to be part of something memorable — this is your moment.

Requirements

Qualifications / Experience / Technical Skills

• 2-5 Years of experience in B2B sales, with a proven track record in enterprise SaaS or technology sales.

• Experience in working on outbound / community-driven prospecting in the technology space.

• Have worked successfully with business partners and know how to build long lasting relationships with our VAR ecosystem

• Demonstrate tenacity, grit, and resilience when faced with adverse conditions.

• You have experience handling and owning relationships with customers

• Proven track record of consistently meeting or exceeding targets

• You have experience navigating Salesforce.com, LinkedIn Sales Navigator, and other prospecting applications

• Native Nordic speaker and proficiency in English, preferably based out of Stockholm

Soft Skills / Personal Characteristics

• You are an enthusiastic, energetic team player who is comfortable working in a fast-paced and evolving environment

• You are known for your strong work ethic and hunter mentality

• You desire to build something new that can change the world, versus fitting neatly into a large company with an established static playbook

• You are a competitor with a thirst for success and a can-do attitude

• You enjoy problem solving and can demonstrate an ability to develop creative ideas to address new opportunities or challenges you face

• You will be naturally good at managing your time and balancing a number of conflicting priorities

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

(REQ ID: 2671)

Responsibilities

We are seeking an experienced Commercial Sales Manager to scale our UKI region and sales team to the next level. A talented group is in place, and UKI is a key focus market as we expand globally. This is a fantastic opportunity to take a successful business and platform and make a significant impact. You will also be responsible to:

• Leading a regional team of Commercial Account Executives who manage customer relationships from prospecting, qualification, closing, to post-sales growth.

• Owning the Go-to-market vision, strategy, and execution in the UKI region.

• Supporting business opportunities on the customer side, while actively engaging with key partners in the UKI market to create alignment and drive Workato’s focus.

• Overseeing the daily activities and performance of individual Account Executives.

• Building and strengthening your team through effective recruiting, hiring, and development strategies.

• Iterating upon the sales cycle for Account Executives, including coaching the sales team and sharing best practices across the organisation.

• Fostering a culture of continuous improvement and role-based learning.

Requirements

Qualifications / Experience / Technical Skills

• Proven track record of scaling a software business in the UKI market, including sales and people management, ideally within the integration, middleware, automation, or enterprise software space.

• Minimum of 3 years experience managing a high performing team and 5+ years experience as an individual contributor

• Demonstrated success in consistently meeting or exceeding country/region quotas.

• Passion for mentoring Account Executives and supporting their career growth.

Soft Skills / Personal Characteristics

• An enthusiastic team player who thrives in a high-growth environment.

(REQ ID: 2430)

Responsibilities

We are growing our Enterprise CS team and looking to add an exceptional Enterprise Customer Success Manager. In this role, you will work with our Enterprise customers and ensure their success via the rapid adoption of the Workato Intelligent Automation Platform. As an Enterprise Customer Success Manager, you will play an integral role in our business as a trusted customer advisor and serve as the customer advocate liaison between customers and internal teams, including Sales, Solution Consulting, Professional Services, Product, and Marketing, among others.

In this role, you will also be responsible to:

• Own a portfolio of assigned accounts that may vary in market size, industry, and complexity, with a focus on ensuring value realization through the use of the Workato platform, increasing adoption across a variety of business and functional units, ensuring retention, supporting growth, and overall customer satisfaction

• Develop a strong command of Workato’s unique value propositions, the business value our key capabilities drive, our approach to Enterprise Automation, our customer use cases/success stories, and our best practices. Leverage the aforementioned knowledge and your technical Workato product expertise to guide the customer on their Enterprise Automation journey.

• Develop and maintain strategic business relationships with enterprise customers to drive adoption, assess and evangelize value received, and assist in revenue expansion. Establish regular touchpoints with the assigned customers per established practices to review progress against strategic business and technical product objectives 

• Develop and maintain engagement with senior customer executives to understand their strategic objectives and position Workato for their transformation initiatives, including delivering Customer Objectives reviews, Executive Business reviews, etc.

• Develop a deep understanding of a customer's business, use cases, and desired outcomes to guide them to achieve these via Workato’s product and services. Develop and drive programs to increase usage of the product within the current (landed) group and expand usage to other business groups/functions

• Create customer assets, including a Joint Success Plan, to be leveraged by our sponsors, outlining progress with Workato mapped to their business initiatives, value, deployment plans, etc.

• Monitor customers' achievement of desired outcomes and value, consistently and effectively telling the story of these both to internal stakeholders and externally to key customer stakeholders

• Be the expert in deployment models and governance structures and share best practices from a business and technical perspective

• Serve as the primary point of escalation when customer issues arise and effectively prioritize/orchestrate resolution of customer requests or issues

• Develop trusted and collaborative relationships with internal stakeholders and business partners; and champion customers internally to mitigate risk, improve customer experience, drive to value outcomes, and unlock growth

• Professionally manage your book of business and provide periodic and accurate reporting, develop growth and risk mitigation plans, following our playbooks, best practices, and documentation requirement

• Contribute to the development of Customer Success practice, develop playbooks, and drive process innovation and operational efficiency

Requirements

Qualifications / Experience / Technical Skills

• BS or equivalent education

• 7+ years of professional experience in consulting, customer success, client relationship, or technical account management roles with a demonstrated track record of increasing adoption, revenue retention, and customer satisfaction. Experience managing a portfolio of enterprise accounts, with account ARR ranging from ~$200k to multi-million ARR across the Forbes Global 2000 companies

• Track record of successfully navigating ambiguity, building consensus, fostering accountability, and working with urgency to deliver customer outcomes

• Strong written and oral presentation skills, with the ability to effectively engage both business and technical stakeholders (from Developer to C-level)

• Confidence in serving multiple customer stakeholders and working to build communities of champions/advocates across large organizations

• Experience in Integration and/or business automation. Awareness of processes and roles in these domains would be a plus: People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations

• Preference will be given to candidates who:

  • Have prior experience as an Account Manager, Senior Member of SI/consulting firms, or CSM in hyper-growth horizontal SaaS/iPaaS companies preferred

  • Have prior experience in leading/driving/consulting in Digital Transformation initiatives

  • Korean Native. English speaker

•  An estimated 25% travel is required.
  

Soft Skills / Personal Characteristics

• Ability to develop an understanding of large complex businesses with many stakeholders

• Comfortable operating with revenue targets

• Strong sense of customer empathy and customer-centricity

• Grit and resilience to manage occasional tough & complex situations

• Excellent interpersonal and communication skills

• Strong problem-solving and analytical thinking

• Project management and storytelling skills

• Entrepreneurial drive and comfort working in ambiguous, quickly changing environments

• A passion for and belief in the power of automation to drive business value

• Project management and storytelling skills

• Have a keen intellectual curiosity, a detailed orientation approach, and possess analytical abilities

• Passion for technology, enjoy learning new solutions and capabilities, and translating these into solutions that drive business value for customers

• Be a self-motivated team player who loves to drive Impact beyond their current role

• Show an appreciation for nuance and a desire to build consensus in a diverse and multicultural environment

(REQ ID: 2641)

Responsibilities

We are looking for an experienced Senior Forward Deployed Engineer to join our AI Solutions team. In this role, you will be responsible for designing, developing, and deploying advanced AI Agentic Solutions that exhibit autonomous, proactive, and adaptive behaviors. This role requires a deep understanding of AI/ML technologies, integration, automation experience and solution architecture, combined with strong problem-solving skills and the ability to collaborate across multidisciplinary teams.

• Architect and implement agent-based AI solutions using the Workato Agentic AI platform.

• Designing intelligent, autonomous, and efficient agentic AI workflows that utilize multi-agent collaboration, orchestration, and the automation capabilities provided by the Workato platform.

• Design and deploy Retrieval-Augmented Generation (RAG) systems using Workato’s Agentic AI capabilities, leveraging its connectors, workflows, and recipes to enable context-aware, grounded, and real-time responses from large language models (LLMs).

• Develop advanced prompting, memory management, and behavior-planning techniques to enable LLMs and agents to reliably author and execute complex workflows.

• Act as a technical solutions expert with a strong aptitude in troubleshooting and analyzing AI-driven architectures, including scalable RAG pipelines and agent frameworks built using the Workato Agentic AI platform.

• Develop and maintain robust, scalable AI-powered IT workflows with agent-based decision-making, dynamic retrieval mechanisms, and seamless integration using the Workato Agentic AI platform.

• Continuously monitor and improve AI system performance, ensuring efficiency and reliability.

• Work closely with customers to understand use cases and deliver tailored, scalable agentic AI and RAG-based solutions using the Workato Agentic AI platform, while prioritizing exceptional customer service to ensure alignment with both technical and business needs, as well as satisfaction and successful implementation.

• Collaborate with cross-functional teams to integrate AI workflows into existing IT frameworks, ensuring smooth and seamless deployment.

• Contribute to internal process improvements and promote knowledge sharing by adding to Workato’s knowledge base.

• Play an instrumental role in all phases of product development, from ideation to implementation, contributing valuable insights and expertise.

• Assist the product manager in creating technical and design specifications, ensuring alignment with product goals and user needs.

• Leverage strong communication skills to effectively translate complex technical concepts into accessible insights for non-technical audiences.

Requirements

Please note: In this role, you will be supporting the US business hours from 6:30 PM to 3:30 AM IST!

Qualifications / Experience / Technical Skills

• BTech/BE or higher technical education in Computer Science, Artificial Intelligence, Machine Learning, or a related field.

• A total of 8+ years of relevant experience in design, development, and implementation, with at least 3 years of experience with the Workato platform, is a must.

• Proven experience in AI engineering, with a focus on agent-based systems.

• Demonstrated ability to design and implement scalable AI-driven workflows that enhance IT operations.

• Knowledge of implementing integration projects is essential. Hands-on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, ESB, BPM, SDKs, and databases.

• 5+ years of experience working with integration platforms such as Workato, TIBCO, Dell Boomi, MuleSoft, or other integration/automation tools is a plus. Experience with cloud technologies—iPaaS, SaaS applications, and cloud infrastructure—is also a plus.

• Strong working knowledge of APIs—RESTful, SOAP/XML. Solid understanding of data structures—JSON. Sound knowledge of any RDBMS/NoSQL.

• 2-3 years of coding experience (Java/Python/Ruby).

• Technical background or a solid understanding of technology and industry trends, especially in the app integration space.

• Experience working with cloud business apps like Workday, NetSuite, Salesforce, ServiceNow, Marketo is a plus.

• Working knowledge of Microservices or API-based integration architecture, event-driven architecture, and process automation via BPM or RPA is a plus.

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic start-up environment, with a passion for making an impact.

• Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset.

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations.

• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience.

• Fast learner who can independently conduct extensive research and synthesize ideas, information and options quickly.

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge.

Please respond to the Job Application Questions below with thorough and honest answers - concise yet detailed responses will distinguish you in our selection process. 
All submissions are personally reviewed by the Hiring Team, not evaluated by AI.

Responsibilities

We are looking for an exceptional Senior Account Executive, Strategic to join our growing team in Japan. 

You will also be responsible to:

• Join our growing Japan team, in one of our most high potential regions globally.
  
  
• Report directly to our Director of Sales and Partnerships, Japan
  
  
• Build and execute a territory plan targeting Enterprise Named customers across Japan.
  
  
• Focus on new business sales. Selling both directly and with/through channel partners.
  
  
• Partner with our SDR, CSM, partner sales and marketing teams who are all based locally.
  
  
• Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts. Helping them to maximise the potential of automation and integration.
  
  

Requirements

Qualifications / Experience / Technical Skills

• Minimum 8 years of direct enterprise software sales experience with the technology space. Ideally with a SaaS or PaaS vendor
  
  
• A proven ability to generate new business sales.
  
  
• An ability to communicate with senior executives in Enterprise business, up to C-level.
  
  

Soft Skills / Personal Characteristics

• High level of comfort presenting key client issues, be the customer advocate within Workato
  
  
• Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset
  
  
• Ability to effectively prioritize tasks and manage time, even under high-pressure situations
  
  
• Strong collaboration skills, ability to adapt to a dynamic environment with a passion for making an impact
  
  
• Excellent written and oral communication skills in Japanese, English is a plus but not mandatory. In order to communicate with multi-lingual stakeholders externally and internally.
  
  

職務内容

Workatoは、日本で成長を続けるチームに加わっていただけるシニアアカウントエグゼクティブ、ストラテジックのポジションを担う方を募集しています。

主な職務内容は以下の通りです:

• 日本各インダストリーのトップ企業などのEnterpriseマーケット顧客をターゲットとした営業戦略の構築と実行
• エンタープライズセグメントにおける新規ビジネスの獲得、及び既存顧客へのストラテジックなアカウントプランの立案により継続的な成長機会の提案
• 直販およびチャネルパートナーとの協業による販売
• SDR、CSM、パートナーセールス、マーケティングチームとの連携
• 担当顧客のCレベルエグゼクティブ(技術系・非技術系両方)に対する戦略的アドバイザーとして、自動化と統合の可能性を最大化するサポートを提供
• Director of Sales and Partnerships, Japanへの直接レポート

応募要件

資格・経験・技術スキル

• テクノロジー領域における直販のエンタープライズソフトウェアセールスの経験が8年以上お持ちの方 / SaaSまたはPaaSベンダーでの経験があると尚良い。
• 新規ビジネス獲得の実績と既存顧客の成長獲得実績の経験が豊富な方
• エンタープライズ企業のキーマンから経営層 / Cレベルまで、口頭および書面でのコミュニケーションできる能力長けた方
• エンタープライズ企業における既存のリレーションを生かしつつ、更にグローバル企業への提案に対応した経験をお持ちの方は尚良い

ソフトスキル・人物像

• 案件初期において全ての知識を総動員し、お客様の課題をディスカバリーする力を有すること
• 主要な顧客課題を提示し、Workato社内で顧客の代弁者となることに高い適性をお持ちであること
• 起業家精神と積極的なマインドセットを持ち、優れた論理的思考力と分析力をお持ちであること
• プレッシャーの高い状況下でも、効果的にタスクの優先順位付けと時間管理ができ、スピードを重視したアクションを取れること
• 強い協調性、変化の激しい環境への適応力、インパクトを生み出すことへの情熱をお持ちであること
• 社内外の多言語ステークホルダーとコミュニケーションするための、日本語における優れた文章力およびコミュニケーション能力、打ち合わせ時のお客様を導く高いファシリテーション力（英語でのコミュニケーションが可能であれば尚良い）
• 好奇心を有し、自社の製品知識、最新のAI技術、最新のAIトレンドなどを積極的に入手、デモなどを通じ、日頃の提案活動へ適用できること

(REQ ID: 2546)

Responsibilities

We seek an exceptional Director of Solution Consulting, Asia based in Singapore to join our growing team. This role will report to our VP, Customer Success & Technical Services and will play an integral role in creating a vision for our customers. It is also critical in developing, leading, and managing a world-class team that continually delivers high-quality customer service.

Workato is a positive, diverse, and inclusive organization. We are seeking people who can lead from the front, have strong communication skills, foster collaboration, inject themselves into our culture, develop minds, and be willing to get involved to drive growth and performance across the region.

We value humility, transparency, accountability, authenticity, collaboration, and achieving results. If you feel that you have the skills, experience, and passion, we encourage you to apply.

In this role, you will also be responsible to:

• Lead and manage a team of Solution Consultants / Solutions Architects (Presales) aligned with our APAC business objectives
• Work in partnership with Sales Leaders in planning, forecasting, running QBRs, presales coverage, enabling the region and meeting revenue targets. 
• Collaborate with the Global Leadership team in leading Presales and Customer Success initiatives.
• Effectively attract, hire, develop and retain top talent via coaching to grow our talented solution consulting organization.
• Effectively manage, coach and enable your team with best practices in opportunity engagements and partnering with sales and post-sales teams to optimize customer adoption, win rates and regional target attainments.
• Lead the team by example and manage Solutions Architecture work activities during the presales cycle, including discovery, scoping, and technical validation. I also drive post-sales success in helping our customers go live quickly and realize the value of Workato.
• Work across multiple customer-facing teams (Sales, Business Development, Product, Engineering, Customer Success) to improve the product's vision and to make global businesses and organizations successful.
• Articulate and educate on business, technical and architectural concepts to a variety of audiences, including business users, developers, architects, IT operations professionals, and senior IT management.

Requirements

Qualifications / Experience / Technical Skills

• Strong experience in leading and building presales organizations in the Asia region.
• BA/BS or equivalent education - Computer Science is a plus
• 10+ years of pre-sales experience in a SaaS organization
• 5+ years of leading and managing diverse team in a SaaS organization 
• Strong background and knowledge in enterprise integration and automation across multiple verticals.
• Experience in enterprise architecture, middleware and enterprise software
• Experience developing customer-specific value propositions and roadmaps
• integratin vendors include MuleSoft, Microsoft, Boomi, Oracle, TIBCO, SAP, Snaplogic etc.
  
  

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic growth environment with a passion for making an impact
• Develop a a winning culture, to promote growth and personal development within the team
• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience 

(REQ ID: 2652)

Responsibilities

We’re looking for an experienced Partner Success Manager to join our Partner Success department as the first regional hire in APAC. Initially we will hire one role in the region, with a plan to scale the department over time. This person will bring strong Services and Partner experience, and will operate at a high level very quickly. This role will report to the Director & Global Head of Partner Success (based in North America).

This person will own a portfolio of Partners from a Services/delivery perspective and act as their strategic advisor. They will drive scale and maturity to help their Partners deliver high-quality results for our customers while expanding their Workato practice. 

Internally, this person will work with other partner functions (Partner Sales, Enablement, Experience, Operations) and key teams at Workato (Sales, Customer Success, and Professional Services). Externally, this person will work with partner leaders (executives, practice owners, technical leads, project managers, etc), and will also interact directly with prospective & existing customers as needed. 

This role will be critical in building and scaling the global Partner Success department - creativity and hard work, combined with relevant (and successful) experience are essential. 

In this role, you will also be responsible to:

Primary responsibilities (~70% of your time)

• Own a portfolio of Workato partners and drive them to achieve two primary goals:

  • Scale & mature your partners’ Workato practice - specifically, you will guide many of Workato’s highest priority Partners (GSIs, large SIs, and priority boutique SIs)

  • Deliver consistently high-quality outcomes for our joint customers

  • To achieve these two goals, some of the primary day-to-day activities may include:

    • Scale & mature their Workato practice (the “Program Perspective”)

      • Build strong relationships with key leaders within your Partner organizations

      • Act as a strategic advisor to your partners:

        • Advise on practice/org structure, key offerings, and end-to-end Services methodology/related motions 

      • Conduct partner QBRs & health reviews

      • Help your partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc):

    • Deliver consistently high-quality outcomes for our joint customers (the “Project Perspective”)

      • Help partners win key deals:

        • Work with Partner Sales to guide partners to deliver high-quality & compelling proposals (validate proposals, align with internal teams on co-delivery plans, etc)

      • Monitor all projects led by your Partner:

        • Support any escalated/Red/Yellow projects, ensure metrics are tracked and reported, etc

      • Ensure close alignment between your Partners and the account teams (CSM, Account Executives, Professional Services, etc) 

• Act as an internal expert & advocate for your Partners

  • Be the go-to person to handle internal questions about your Partners’ delivery capabilities, experience, success stories/case studies, performance/metrics, etc

  • Identify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logistics

  • Advocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable, while always prioritizing the customer

Secondary responsibilities (~30% of your time)

• Guide internal teams on Partner Success processes & ensure compliance

  • Rollout new programs/processes and ensure key audiences are informed

• Support leadership with department building & other activities

  • Help define new programs, build processes & assets, track data, etc

• Ensure system compliance for data cleanliness & analysis

• Support other Partners outside your core portfolio

  • Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager

• Build strong relationships with internal teams & leaders

  • Partner Sales, Partner Enablement, Sales, Professional Services, Customer Success, etc.

• Stay up to date on Workato Product offerings & positioning

• Attend in-person events as necessary

Requirements

Qualifications / Experience / Technical Skills

• Deep experience & track record of success in an Enterprise SaaS environment (often 8+ years, though responsibilities & results are more important than years), working in or alongside the following roles:

• Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales and/or supporting Partner functions, Software Sales, or similar roles

• Strong Professional Services experience, including some or all of the following:

• Building/scaling delivery practices (org design/hiring, building offerings with scope/pricing, etc)

• Services GTM experience (managing sales cycles, scoping engagements, delivering proposals including staffing/scope/budget/timeline, writing SOWs/contracts, driving expansions/extensions)

• Project management (ownership of scope/budget/timeline, oversight of delivery teams and SDLC/quality control, escalation management/project recoveries, formal certifications like PMP)

• Experience working with or within Partner organizations in an Enterprise SaaS environment, including some or all of the following:

• Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc)

• Strong understanding of partner-driven revenue models (sourced vs. influenced)

  Ability to align partner success activities to pipeline, bookings, and expansion

• Experience enforcing certification requirements, co-delivery rules, etc

• Joint Partner + Internal Professional Services co-delivery approaches/engagements

• Technical experience/background:

• iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches, quality controls, and realistic staffing/timelines for integration/automation projects

• Experience with hands-on software implementation, architecture design, or similar technical roles

• Other experience:

• Consulting: Experience guiding others on best practices to implement your recommendations

• Program design/rollout/change management: Experience building and launching new processes/programs, handling objections, and driving adoption across internal & external teams

• Department contributions: Track record of going above and beyond to contribute to department success & scale (creating repeatable processes, providing creative ideals/solutions, etc)

• Data analysis & usage: Experience collecting data, establishing & tracking metrics, using data to identify insights and translating into action plans

Soft Skills / Personal Characteristics

• Excellent at execution: highly organized without needs others to , enjoys the tactical details/logistics of operations, and always deliver results

• Strong work ethic: always meets deadlines and can be counted on when things get busy

• Attention to detail: obvious whether designing processes, analyzing data, or writing an email

• Communication: very comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needs

• Relationship Building: creates and maintains close relationships with key individuals

• Learning: able to learn new technologies, open minded and flexible

• Creativity: generates ideas, solves problems, suggests unusual approaches

• Logical Decision Making: understands priorities and makes decisions with the big picture in mind

• Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision

• Comfortable with ambiguity: able to remain effective in new environments without defined playbooks

(REQ ID: 2735)

Responsibilities

We are looking for an exceptional Commercial Account Executive to join our growing team in Korea. You will also be responsible to:

• Hunting and acquiring new commercial/mid-market enterprise logos in the fast-growing South Korea market, with a primary focus on new business development

• Building and executing a comprehensive territory plan targeting some of the largest enterprises in South Korea

• Selling both directly and through channel partners to maximize market penetration

• Multi-threading with C-level executives across business units in your target accounts, working alongside our SDRs, partner sales, and marketing teams

• Reporting to the Regional Sales Manager while maintaining autonomy in your day-to-day approach

Requirements

Qualifications / Experience / Technical Skills

• 5+ years of experience in a full cycle, closing role with a proven hunter mentality

• Demonstrated success in acquiring new enterprise logos and building territories from the ground up

• Experience handling and owning relationships with enterprise companies, preferably in the South Korea market

• Proven track record of consistently meeting or exceeding quota

• Fluent in both Korean and English

Soft Skills / Personal Characteristics

• First and foremost, you're a hunter and a salesperson. You thrive on the challenge of breaking into new accounts and winning new business in an evolving, fast-growing environment. You don't like to sit back and enjoy the comfort of a large corporate.

• You're coachable and possess excellent listening skills. You're open to feedback, willing to adapt your approach, and flexible in responding to changing market dynamics.

• You're collaborative but not a lone wolf. You know how to play as a team and craft large complex deals by pulling in colleagues with whom you've built trust.

• You're comfortable with the natural ambiguity of a startup environment and not reliant on corporate safety nets.

• You demonstrate resilience and persistence in pursuing new opportunities while maintaining a customer-centric approach.

(REQ ID: 2585)

Responsibilities

We are growing our Enterprise CS team and looking to add an exceptional Enterprise Customer Success Manager. In this role, you will work with our Enterprise customers and ensure their success via the rapid adoption of the Workato Agentic Orchestration Platform. As an Enterprise Customer Success Manager, you will play an integral role in our business as a trusted customer advisor and serve as the customer advocate liaison between customers and internal teams, including Sales, Solution Consulting, Professional Services, Product, and Marketing, among others.
In this role, you will also be responsible to:

• Own a portfolio of assigned accounts that may vary in market size, industry, and complexity, with a focus on ensuring value realization through the use of the Workato platform, increasing adoption across a variety of business and functional units, ensuring retention, supporting growth, and overall customer satisfaction

• Develop a strong command of Workato’s unique value propositions, the business value our key capabilities drive, our approach to Enterprise Automation, our customer use cases/success stories, and our best practices. Leverage the aforementioned knowledge and your technical Workato product expertise to guide the customer on their Enterprise Agentic Orchestration journey.

• Develop and maintain strategic business relationships with enterprise customers to drive adoption, assess and evangelize value received, and assist in revenue expansion. Establish regular touchpoints with the assigned customers per established practices to review progress against strategic business and technical product objectives 

• Develop and maintain engagement with senior customer executives to understand their strategic objectives and position Workato for their transformation initiatives, including delivering Customer Objectives reviews, Executive Business reviews, etc.

• Develop a deep understanding of a customer's business, use cases, and desired outcomes to guide them to achieve these via Workato’s product and services. Develop and drive programs to increase usage of the product within the current (landed) group and expand usage to other business groups/functions

• Create customer assets, including a Joint Success Plan, to be leveraged by our sponsors, outlining progress with Workato mapped to their business initiatives, value, deployment plans, etc.

• Monitor customers' achievement of desired outcomes and value, consistently and effectively telling the story of these both to internal stakeholders and externally to key customer stakeholders

• Be the expert in deployment models and governance structures and share best practices from a business and technical perspective

• Serve as the primary point of escalation when customer issues arise and effectively prioritize/orchestrate resolution of customer requests or issues

• Develop trusted and collaborative relationships with internal stakeholders and business partners; and champion customers internally to mitigate risk, improve customer experience, drive to value outcomes, and unlock growth

• Professionally manage your book of business and provide periodic and accurate reporting, develop growth and risk mitigation plans, following our playbooks, best practices, and documentation requirement

• Contribute to the development of Customer Success practice, develop playbooks, and drive process innovation and operational efficiency

Requirements

Qualifications / Experience / Technical Skills

• BS or equivalent education

• 7+ years of professional experience in consulting, customer success, client relationship, or technical account management roles with a demonstrated track record of increasing adoption, revenue retention, and customer satisfaction. Experience managing a portfolio of enterprise accounts, with account ARR ranging from ~$200k to multi-million ARR across the Forbes Global 2000 companies

• Track record of successfully navigating ambiguity, building consensus, fostering accountability, and working with urgency to deliver customer outcomes

• Strong written and oral presentation skills, with the ability to effectively engage both business and technical stakeholders (from Developer to C-level)

• Confidence in serving multiple customer stakeholders and working to build communities of champions/advocates across large organizations

• Experience in Integration and/or business automation. Awareness of processes and roles in these domains would be a plus: People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations

• Preference will be given to candidates who:

  • Have prior experience as an Account Manager, Senior Member of SI/consulting firms, or CSM in hyper-growth horizontal SaaS/iPaaS companies preferred

  • Have prior experience in leading/driving/consulting in Digital Transformation initiatives

•  An estimated 25% travel is required.

Soft Skills / Personal Characteristics

• Ability to develop an understanding of large complex businesses with many stakeholders

• Comfortable operating with revenue targets

• Strong sense of customer empathy and customer-centricity

• Grit and resilience to manage occasional tough & complex situations

• Excellent interpersonal and communication skills

• Strong problem-solving and analytical thinking

• Project management and storytelling skills

• Entrepreneurial drive and comfort working in ambiguous, quickly changing environments

• A passion for and belief in the power of automation to drive business value

• Project management and storytelling skills

• Have a keen intellectual curiosity, a detailed orientation approach, and possess analytical abilities

• Passion for technology, enjoy learning new solutions and capabilities, and translating these into solutions that drive business value for customers

• Be a self-motivated team player who loves to drive Impact beyond their current role

• Show an appreciation for nuance and a desire to build consensus in a diverse and multicultural environment

About the Role

We’re looking for an experienced Senior Partner Success Manager to join our Partner Success department as the first regional hire in EMEA. Initially we will hire one role in the region, with a plan to scale the department over time. This person will bring strong Services and/or Partner experience, and will operate at a high level very quickly. This role will report to the Director & Global Head of Partner Success.

This person will own a portfolio of Partners from a Services/delivery perspective and act as their strategic advisor. They will drive scale and maturity to help their Partners deliver high-quality results for our customers while expanding their Workato practice. 

Internally, this person will work with other partner functions (Partner Sales, Enablement, Experience, Operations) and key teams at Workato (Sales, Customer Success, and Professional Services). Externally, this person will work with partner leaders (executives, practice owners, technical leads, project managers, etc), and will also interact directly with prospective & existing customers as needed. 

This role will be critical in building and scaling the global Partner Success department - creativity and hard work, combined with relevant (and successful) experience are essential. 

Language, & Travel

Language: Fluency in English required

• Not required but nice to have: fluency/business proficiency in additional languages (French, German, Italian, Dutch, Spanish, etc)

Travel: Estimated at 25%, but may vary higher/lower as needed

Responsibilities 

Primary responsibilities (~70% of your time)

Own a portfolio of Workato partners and drive them to achieve two primary goals:

• Scale & mature your partners’ Workato practice - specifically, you will guide many of Workato’s highest priority partners (GSIs, large SIs, and priority boutique SIs)
• Deliver consistently high-quality outcomes for our joint customers

To achieve these two goals, some of the primary day-to-day activities may include:

• Build strong relationships with key leaders within your Partner organizations
• Act as a strategic advisor to your partners:
• Advise on practice/org structure, key offerings, and end-to-end Services methodology/related motions 
• Conduct partner QBRs & health reviews
• Help your partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc):
• Help partners win key deals:
• Work with Partner Sales to guide partners to deliver high-quality & compelling proposals (validate proposals, align with internal teams on co-delivery plans, etc)
• Monitor all projects led by your Partner:
• Support any escalated/Red/Yellow projects, ensure metrics are tracked and reported, etc
• Ensure close alignment between your Partners and the account teams (CSM, Account Executives, Professional Services, etc) 
• Scale & mature their Workato practice (the “Program Perspective”)
• Deliver consistently high-quality outcomes for our joint customers (the “Project Perspective”)
• Act as an internal expert & advocate for your Partners
• Be the go-to person to handle internal questions about your Partners’ delivery capabilities, experience, success stories/case studies, performance/metrics, etc
• Identify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logistics
• Advocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable, while always prioritizing the customer

Secondary responsibilities (~30% of your time)

• Guide internal teams on Partner Success processes & ensure compliance
• Rollout new programs/processes and ensure key audiences are informed
• Support leadership with department building & other activities
• Help define new programs, build processes & assets, track data, etc
• Ensure system compliance for data cleanliness & analysis
• Support other Partners outside your core portfolio
• Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager
• Build strong relationships with internal teams & leaders
• Partner Sales, Partner Enablement, Sales, Professional Services, Customer Success, etc.
• Stay up to date on Workato Product offerings & positioning
• Attend in-person events as necessary

Skills & Experience Needed

Experience

A Mix of the following experience is required (it is not expected that a candidate will possess all of the following): 

• Deep experience & track record of success in an Enterprise SaaS environment (often 8+ years, though responsibilities & results are more important than years), working in or alongside the following roles:
• Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales and/or supporting Partner functions, Software Sales, or similar roles
• Strong Professional Services experience, including some or all of the following:
• Building/scaling delivery practices (org design/hiring, building offerings with scope/pricing, etc)
• Services GTM experience (managing sales cycles, scoping engagements, delivering proposals including staffing/scope/budget/timeline, writing SOWs/contracts, driving expansions/extensions)
• Project management (ownership of scope/budget/timeline, oversight of delivery teams and SDLC/quality control, escalation management/project recoveries, formal certifications like PMP)
• Experience working with or within Partner organizations in an Enterprise SaaS environment, including some or all of the following:
• Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc)
• Strong understanding of partner-driven revenue models (sourced vs. influenced)
  Ability to align partner success activities to pipeline, bookings, and expansion
• Experience enforcing certification requirements, co-delivery rules, etc
• Joint Partner + Internal Professional Services co-delivery approaches/engagements
• Technical experience/background:
• iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches, quality controls, and realistic staffing/timelines for integration/automation projects
• Experience with hands-on software implementation, architecture design, or similar technical roles
• Other experience:
• Consulting: Experience guiding others on best practices to implement your recommendations
• Program design/rollout/change management: Experience building and launching new processes/programs, handling objections, and driving adoption across internal & external teams
• Department contributions: Track record of going above and beyond to contribute to department success & scale (creating repeatable processes, providing creative ideals/solutions, etc)
• Data analysis & usage: Experience collecting data, establishing & tracking metrics, using data to identify insights and translating into action plans

Skills

• Excellent at execution: highly organized without needs others to , enjoys the tactical details/logistics of operations, and always deliver results
• Strong work ethic: always meets deadlines and can be counted on when things get busy
• Attention to detail: obvious whether designing processes, analyzing data, or writing an email
• Communication: very comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needs
• Relationship Building: creates and maintains close relationships with key individuals
• Learning: able to learn new technologies, open minded and flexible
• Creativity: generates ideas, solves problems, suggests unusual approaches
• Logical Decision Making: understands priorities and makes decisions with the big picture in mind
• Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision
• Comfortable with ambiguity: able to remain effective in new environments without defined playbooks

Responsibilities

We are looking for an experienced Senior Forward Deployed Engineer to join our AI Solutions team. In this role, you will be responsible for designing, developing, and deploying advanced AI Agentic Solutions that exhibit autonomous, proactive, and adaptive behaviors. This role requires a deep understanding of AI/ML technologies, integration, automation experience and solution architecture, combined with strong problem-solving skills and the ability to collaborate across multidisciplinary teams.

• Architect and implement agent-based AI solutions using the Workato Agentic AI platform.

• Designing intelligent, autonomous, and efficient agentic AI workflows that utilize multi-agent collaboration, orchestration, and the automation capabilities provided by the Workato platform.

• Design and deploy Retrieval-Augmented Generation (RAG) systems using Workato’s Agentic AI capabilities, leveraging its connectors, workflows, and recipes to enable context-aware, grounded, and real-time responses from large language models (LLMs).

• Develop advanced prompting, memory management, and behavior-planning techniques to enable LLMs and agents to reliably author and execute complex workflows.

• Act as a technical solutions expert with a strong aptitude in troubleshooting and analyzing AI-driven architectures, including scalable RAG pipelines and agent frameworks built using the Workato Agentic AI platform.

• Develop and maintain robust, scalable AI-powered IT workflows with agent-based decision-making, dynamic retrieval mechanisms, and seamless integration using the Workato Agentic AI platform.

• Continuously monitor and improve AI system performance, ensuring efficiency and reliability.

• Work closely with customers to understand use cases and deliver tailored, scalable agentic AI and RAG-based solutions using the Workato Agentic AI platform, while prioritizing exceptional customer service to ensure alignment with both technical and business needs, as well as satisfaction and successful implementation.

• Collaborate with cross-functional teams to integrate AI workflows into existing IT frameworks, ensuring smooth and seamless deployment.

• Contribute to internal process improvements and promote knowledge sharing by adding to Workato’s knowledge base.

• Play an instrumental role in all phases of product development, from ideation to implementation, contributing valuable insights and expertise.

• Assist the product manager in creating technical and design specifications, ensuring alignment with product goals and user needs.

• Leverage strong communication skills to effectively translate complex technical concepts into accessible insights for non-technical audiences.

Requirements

Please note: In this role, you will be supporting the US business hours from 6:30 PM to 3:30 AM IST!

Qualifications / Experience / Technical Skills

• BTech/BE or higher technical education in Computer Science, Artificial Intelligence, Machine Learning, or a related field.

• A total of 8+ years of relevant experience in design, development, and implementation, with at least 3 years of experience with the Workato platform, is a must.

• Proven experience in AI engineering, with a focus on agent-based systems.

• Demonstrated ability to design and implement scalable AI-driven workflows that enhance IT operations.

• Knowledge of implementing integration projects is essential. Hands-on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, ESB, BPM, SDKs, and databases.

• 5+ years of experience working with integration platforms such as Workato, TIBCO, Dell Boomi, MuleSoft, or other integration/automation tools is a plus. Experience with cloud technologies—iPaaS, SaaS applications, and cloud infrastructure—is also a plus.

• Strong working knowledge of APIs—RESTful, SOAP/XML. Solid understanding of data structures—JSON. Sound knowledge of any RDBMS/NoSQL.

• 2-3 years of coding experience (Java/Python/Ruby).

• Technical background or a solid understanding of technology and industry trends, especially in the app integration space.

• Experience working with cloud business apps like Workday, NetSuite, Salesforce, ServiceNow, Marketo is a plus.

• Working knowledge of Microservices or API-based integration architecture, event-driven architecture, and process automation via BPM or RPA is a plus.

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic start-up environment, with a passion for making an impact.

• Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset.

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations.

• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience.

• Fast learner who can independently conduct extensive research and synthesize ideas, information and options quickly.

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge.

Please respond to the Job Application Questions below with thorough and honest answers - concise yet detailed responses will distinguish you in our selection process. 
All submissions are personally reviewed by the Hiring Team, not evaluated by AI.

Responsibilities

We are looking for an exceptional Sales Manager, Strategic Sales to lead and grow our team in Japan.
As a Playing Manager, you will carry both team and individual quotas.

You will be responsible to:

• Lead and scale our Japan sales team, one of our most high potential regions globally, while personally driving strategic enterprise deals
• Report directly to our Director of Sales and Partnerships, Japan and collaborate closely with regional leadership
• Build, mentor, and develop a high-performing team of Senior Account Executives, providing coaching, guidance, and performance management
• Develop and execute territory and account strategies targeting Enterprise customers across Japan for both your team and your own portfolio
• Drive new business sales both as an individual contributor and through your team, selling directly and with/through channel partners
• Partner closely with SDR, partner sales, and marketing teams who are all based locally to maximize pipeline generation and conversion
• Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts, helping them maximize the potential of automation and integration
• Forecast accurately and manage sales pipeline for both your personal deals and team performance
• Establish and refine sales processes to ensure consistent execution and scalability as the team grows

Requirements

Qualifications / Experience / Technical Skills

• At least 8-12 years of Enterprise Software Sales experience in the technology space, ideally with a SaaS or PaaS vendor
• Minimum 2-5 years of sales management experience, with proven success in building and scaling high-performing sales teams
• Demonstrated track record of consistently exceeding both personal and team quotas
• Proven ability to generate new business sales at the enterprise level and close complex, strategic deals
• Strong understanding of enterprise sales methodologies (MEDDIC, Challenger, Solution Selling, etc.)
• Ability to communicate with senior executives in mid-size business, up to C-level, and navigate complex organizational structures

Soft Skills / Personal Characteristics

• Strong leadership and people management skills with the ability to inspire, motivate, and develop team members
• High level of comfort presenting key client issues and being the customer advocate within Workato
• Strong critical thinking and analytical skills with an entrepreneurial and proactive mindset
• Ability to effectively prioritize tasks and manage time, even under high-pressure situations, while balancing team management and individual quota
• Strong collaboration skills across functions, ability to adapt to a dynamic environment with a passion for making an impact
• Excellent written and oral communication skills in English and Japanese to communicate with multi-lingual stakeholders externally and internally

職務内容

Workatoは、日本で成長を続けるチームに加わっていただける、ストラテジックセールスチームの営業本部長を募集しています。
主な職務は以下の通りです:

• グローバルで最も高いポテンシャルを持つリージョンの一つである日本の営業チームを率いてスケールさせながら、自身も戦略的なエンタープライズ案件を直接推進する
• 日本担当セールス＆パートナーシップ ディレクターに直属し、リージョナルリーダーシップと緊密に連携する
• 高パフォーマンスなアカウントエグゼクティブチームを構築・育成・開発し、コーチング、指導、パフォーマンス管理を提供する
• 日本全国のエンタープライズ顧客を対象に、チームおよび自身のポートフォリオ双方においてテリトリー・アカウント戦略を策定・実行する
• プレイングマネージャーとしてチームを通じて、また直接販売およびチャネルパートナーと連携しながら新規ビジネスの獲得を推進する
• 国内に在籍するSDR・パートナーセールス・マーケティングチームと密接に連携し、パイプライン創出とコンバージョンの最大化を図る
• 担当顧客のCレベルエグゼクティブ（技術・非技術問わず）に対して戦略的アドバイザーとして関わり、オートメーションとインテグレーションの可能性を最大限に引き出す支援を行う
• 自身の担当案件およびチームのパフォーマンス双方について、正確な売上予測とパイプライン管理を行う
• チームの成長に伴う一貫した実行力とスケーラビリティを確保するため、営業プロセスを確立・改善する

応募要件

資格・経験・技術スキル

• テクノロジー分野におけるエンタープライズソフトウェア営業経験8〜12年以上（SaaSまたはPaaSベンダーでの経験尚可）
• 営業マネジメントの実務経験2〜5年以上、かつ高パフォーマンスな営業チームの構築・拡大における実績を有すること
• 個人およびチーム双方のクォータを継続的に超過達成してきた実績をお持ちの方
• エンタープライズレベルでの新規ビジネス獲得および複雑な戦略的案件のクローズ能力
• エンタープライズ営業手法（MEDDIC、Challenger Sale、ソリューションセリング等）への深い理解
• 中堅〜大手企業のCレベルを含むシニアエグゼクティブとのコミュニケーション能力、および複雑な組織構造のナビゲート力

ソフトスキル・人物像

• 主要な顧客課題を提示し、Workato社内で顧客の代弁者となることに高い適性
• 起業家精神と積極的なマインドセットを持つ、優れた論理的思考力と分析力
• プレッシャーの高い状況下でも、効果的にタスクの優先順位付けと時間管理ができる能力
• 強い協調性、変化の激しい環境への適応力、インパクトを生み出すことへの情熱
• 社内外の多言語ステークホルダーとコミュニケーションするための、日本語における優れた文章力およびコミュニケーション能力、英語もできれば尚プラス

Responsibilities 

We are looking for an exceptional Chief Client Architect to join our growing team. In this role, you will be responsible to: 

Executive Advisory & Flagship Account Leadership

• Serve as the primary executive technical advisor to customer CIOs, CTOs, and senior business stakeholders
• Own the long-term customer architecture and automation strategy, aligned to business priorities and enterprise standards
• Lead executive-level discussions on platform adoption, operating models, governance maturity, and technology investment decisions
• Act as the single point of accountability for post-sales technical strategy and architectural decisions for flagship accounts

AI, Agentic Automation & Enterprise MCP Strategy

• Shape and guide customers’ AI and agentic automation journeys, leveraging Workato’s AI capabilities and ecosystem
• Advise on the design and adoption of agent-based workflows, human-in-the-loop models, and decision automation
• Partner with customer executives to define enterprise MCP (Model Context Platform / orchestration) strategies, including:
• Context management across applications, data, and workflows
• Secure orchestration of AI agents and automations
• Governance, observability, and lifecycle management for AI-driven systems
• Align AI and agentic initiatives with enterprise security, compliance, and risk requirements
• Translate emerging AI capabilities into practical, scalable enterprise use cases that drive measurable business outcomes

Expansion, Value Realization & Commercial Impact

• Drive software expansion, adoption depth, and renewal confidence through strategic advisory and roadmap alignment
• Identify and shape multi-year expansion opportunities tied to automation, integration, and AI-driven transformation
• Partner with Account Executives and Customer Success leadership on account strategy, risk mitigation, and executive alignment
• Track, articulate, and executive-report value realization outcomes linked to Workato adoption

Strategic Consulting & Advisory Delivery

• Lead high-impact professional services engagements requiring executive-level judgment and architectural depth
• Apply and evolve Workato advisory methodologies, including GEARS and Embedded Product Guide, across customer environments
• Guide customers through:
• Enterprise automation and integration target-state definition
• Prioritization of integration, automation, and AI use cases
• Advanced prototyping and accelerator-led delivery
• Recipe and agent lifecycle management best practices
• Advise on enterprise operating models that enable scalable automation and AI adoption

Architecture Governance & Decision Authority

• Define and enforce architecture principles, standards, and guardrails across customer implementations
• Act as escalation authority for non-standard architectures, AI design exceptions, and complex trade-offs
• Guide customers on governance models covering integration, automation, and AI agents
• Ensure solutions are scalable, secure, and aligned with long-term enterprise architecture objectives

Frameworks, Thought Leadership & Enablement

• Contribute to the evolution of Workato’s architecture frameworks, AI patterns, and best practices
• Create reusable executive-level assets such as reference architectures, strategy decks, and white papers
• Serve as a Workato evangelist, articulating platform value across automation, integration, and AI
• Mentor and enable Strategic Advisors, Technical Architects, and extended post-sales teams
• Support partner enablement and delivery excellence across the Workato ecosystem

Requirements 

Required

• Bachelor’s degree in Computer Science, Software Engineering, or a related field (or equivalent experience)
• 20+ years of technology transformation consulting experience, including integration, middleware, or API management platforms
• 15+ years in an Enterprise Architect, Digital Architect, or similar senior architecture role
• Demonstrated experience advising C-level executives on technology strategy and enterprise transformation
• Strong understanding of enterprise security, governance, and operating models
• Proven track record of driving platform expansion and value realization through professional services
• Excellent executive communication skills, including board-level presentations and strategic documentation
• Ability to operate independently in complex, ambiguous environments and take ownership of outcomes
• Travel to the client site up to 50%, but may be higher or lower based on prevailing circumstances

Preferred:

• Master’s (but not required) in Computer Science, Software Engineering, Business, or in a related field. Bachelor’s degrees and those with non-traditional but similar proven experiences may also apply. 
• Knowledge of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases
• Knowledge of AWS, Azure, and GCP
• Experience having worked in a start-up environment

(REQ ID: 2608)

Responsibilities

We are looking for an exceptional Embedded Customer Success Manager to join our growing team. In this role, you will be involved in Workato’s Embedded Business Unit, which is one of our fastest-growing and most strategic teams. We partner with software companies to embed Workato’s integration and automation platform directly into their products, enabling them to launch, sell, and scale a native integration offering to their own customers.

This is a high-impact, high-visibility role that sits at the intersection of product strategy, technical consulting, and business development. You will work with sophisticated software companies and need to operate credibly at every level of their organization, from the CTO to the front-line sales rep.

You will also be responsible to:

Customer Outcomes & Retention

• Own a portfolio of embedded customers, managing renewals and driving net revenue retention targets

• Understand each customer’s business goals, success metrics, and integration roadmap — and build a success plan that maps Workato capabilities to those outcomes

• Proactively identify risks to retention and adoption; lead escalation management and cross-functional resolution

• Conduct regular executive business reviews (EBRs) to communicate progress, value delivered, and next steps

Product Adoption & Enablement

• Guide customers through product launch, go-to-market readiness, and end-customer onboarding

• Enable customer product, engineering, and sales teams on Workato’s platform and best practices for building and selling embedded integrations

• Partner with customers to design and implement technical solutions that maximize platform value and end-customer adoption

• Identify expansion opportunities within existing accounts — including new use cases, product tiers, and Enterprise MCP capabilities

Business Strategy & Advisory

• Advise customers on integration product strategy, including packaging, pricing, and go-to-market design

• Support customers in developing sales enablement materials and internal champions to drive integration revenue

• Collaborate with Workato’s product team to advocate for customer needs and influence the embedded product roadmap

• Serve as the voice of the customer internally, synthesizing feedback into actionable insights for product, marketing, and engineering

Team & Culture

• Partner cross-functionally with Account Executives, Solutions Engineers, and Professional Services on pre- and post-sale activities

• Contribute to internal playbooks, onboarding resources, and best practice documentation

Requirements

Qualifications / Experience / Technical Skills

• 5+ years of experience in customer success, technical account management, consulting, or product management — ideally in a SaaS or iPaaS environment

• Experience working with software companies (ISVs) or in an embedded / OEM partnership context is a strong plus

• Solid understanding of the software development lifecycle and ability to engage meaningfully with technical audiences (architects, engineers, product managers)

• Demonstrated track record of hitting or exceeding renewal and expansion targets

• Experience supporting customers through product launches, go-to-market initiatives, or sales enablement programs

• Familiarity with integration, automation, or workflow platforms (e.g., Workato, MuleSoft, Boomi, Zapier, or similar)

• Comfortable working with executive stakeholders and navigating complex, multi-team customer organizations

• BS/BA or equivalent practical experience

Soft Skills / Personal Characteristics

• Strategic thinker who can see the big picture while managing the details

• Excellent written and verbal communication skills, with the ability to translate complex technical concepts for non-technical audiences

• Entrepreneurial mindset — comfortable with ambiguity, able to build structure in a fast-moving environment

• Strong customer empathy and a genuine commitment to customer outcomes

• Highly organized, with the ability to manage multiple accounts and priorities simultaneously

• Collaborative team player who actively contributes to team culture and development

• Proactive problem-solver who doesn’t wait to be asked

• Passion for automation and its power to transform how businesses operate

For California applicants, the base pay for this role may range between $100,000 - $130,000 plus variable, benefits, perks, and equity.

(REQ ID: 2654)

Responsibilities 

We are looking for an exceptional Chief Client Architect to join our growing team. In this role, you will be responsible to: 

Executive Advisory & Flagship Account Leadership

• Serve as the primary executive technical advisor to customer CIOs, CTOs, and senior business stakeholders
• Own the long-term customer architecture and automation strategy, aligned to business priorities and enterprise standards
• Lead executive-level discussions on platform adoption, operating models, governance maturity, and technology investment decisions
• Act as the single point of accountability for post-sales technical strategy and architectural decisions for flagship accounts

AI, Agentic Automation & Enterprise MCP Strategy

• Shape and guide customers’ AI and agentic automation journeys, leveraging Workato’s AI capabilities and ecosystem
• Advise on the design and adoption of agent-based workflows, human-in-the-loop models, and decision automation
• Partner with customer executives to define enterprise MCP (Model Context Platform / orchestration) strategies, including:
• Context management across applications, data, and workflows
• Secure orchestration of AI agents and automations
• Governance, observability, and lifecycle management for AI-driven systems
• Align AI and agentic initiatives with enterprise security, compliance, and risk requirements
• Translate emerging AI capabilities into practical, scalable enterprise use cases that drive measurable business outcomes

Expansion, Value Realization & Commercial Impact

• Drive software expansion, adoption depth, and renewal confidence through strategic advisory and roadmap alignment
• Identify and shape multi-year expansion opportunities tied to automation, integration, and AI-driven transformation
• Partner with Account Executives and Customer Success leadership on account strategy, risk mitigation, and executive alignment
• Track, articulate, and executive-report value realization outcomes linked to Workato adoption

Strategic Consulting & Advisory Delivery

• Lead high-impact professional services engagements requiring executive-level judgment and architectural depth
• Apply and evolve Workato advisory methodologies, including GEARS and Embedded Product Guide, across customer environments
• Guide customers through:
• Enterprise automation and integration target-state definition
• Prioritization of integration, automation, and AI use cases
• Advanced prototyping and accelerator-led delivery
• Recipe and agent lifecycle management best practices
• Advise on enterprise operating models that enable scalable automation and AI adoption

Architecture Governance & Decision Authority

• Define and enforce architecture principles, standards, and guardrails across customer implementations
• Act as escalation authority for non-standard architectures, AI design exceptions, and complex trade-offs
• Guide customers on governance models covering integration, automation, and AI agents
• Ensure solutions are scalable, secure, and aligned with long-term enterprise architecture objectives

Frameworks, Thought Leadership & Enablement

• Contribute to the evolution of Workato’s architecture frameworks, AI patterns, and best practices
• Create reusable executive-level assets such as reference architectures, strategy decks, and white papers
• Serve as a Workato evangelist, articulating platform value across automation, integration, and AI
• Mentor and enable Strategic Advisors, Technical Architects, and extended post-sales teams
• Support partner enablement and delivery excellence across the Workato ecosystem

Requirements 

Required

• Bachelor’s degree in Computer Science, Software Engineering, or a related field (or equivalent experience)
• 20+ years of technology transformation consulting experience, including integration, middleware, or API management platforms
• 15+ years in an Enterprise Architect, Digital Architect, or similar senior architecture role
• Demonstrated experience advising C-level executives on technology strategy and enterprise transformation
• Strong understanding of enterprise security, governance, and operating models
• Proven track record of driving platform expansion and value realization through professional services
• Excellent executive communication skills, including board-level presentations and strategic documentation
• Ability to operate independently in complex, ambiguous environments and take ownership of outcomes
• Travel to the client site up to 50%, but may be higher or lower based on prevailing circumstances

Preferred:

• Master’s (but not required) in Computer Science, Software Engineering, Business, or in a related field. Bachelor’s degrees and those with non-traditional but similar proven experiences may also apply. 
• Knowledge of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases
• Knowledge of AWS, Azure, and GCP
• Experience having worked in a start-up environment

(REQ ID: 2608)

About the Role

We’re looking for an experienced Senior Partner Success Manager to join our Partner Success department as the first regional hire in EMEA. Initially we will hire one role in the region, with a plan to scale the department over time. This person will bring strong Services and/or Partner experience, and will operate at a high level very quickly. This role will report to the Director & Global Head of Partner Success.

This person will own a portfolio of Partners from a Services/delivery perspective and act as their strategic advisor. They will drive scale and maturity to help their Partners deliver high-quality results for our customers while expanding their Workato practice. 

Internally, this person will work with other partner functions (Partner Sales, Enablement, Experience, Operations) and key teams at Workato (Sales, Customer Success, and Professional Services). Externally, this person will work with partner leaders (executives, practice owners, technical leads, project managers, etc), and will also interact directly with prospective & existing customers as needed. 

This role will be critical in building and scaling the global Partner Success department - creativity and hard work, combined with relevant (and successful) experience are essential. 

Language, & Travel

Language: Fluency in English required

• Not required but nice to have: fluency/business proficiency in additional languages (French, German, Italian, Dutch, Spanish, etc)

Travel: Estimated at 25%, but may vary higher/lower as needed

Responsibilities 

Primary responsibilities (~70% of your time)

Own a portfolio of Workato partners and drive them to achieve two primary goals:

• Scale & mature your partners’ Workato practice - specifically, you will guide many of Workato’s highest priority partners (GSIs, large SIs, and priority boutique SIs)
• Deliver consistently high-quality outcomes for our joint customers

To achieve these two goals, some of the primary day-to-day activities may include:

• Build strong relationships with key leaders within your Partner organizations
• Act as a strategic advisor to your partners:
• Advise on practice/org structure, key offerings, and end-to-end Services methodology/related motions 
• Conduct partner QBRs & health reviews
• Help your partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc):
• Help partners win key deals:
• Work with Partner Sales to guide partners to deliver high-quality & compelling proposals (validate proposals, align with internal teams on co-delivery plans, etc)
• Monitor all projects led by your Partner:
• Support any escalated/Red/Yellow projects, ensure metrics are tracked and reported, etc
• Ensure close alignment between your Partners and the account teams (CSM, Account Executives, Professional Services, etc) 
• Scale & mature their Workato practice (the “Program Perspective”)
• Deliver consistently high-quality outcomes for our joint customers (the “Project Perspective”)
• Act as an internal expert & advocate for your Partners
• Be the go-to person to handle internal questions about your Partners’ delivery capabilities, experience, success stories/case studies, performance/metrics, etc
• Identify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logistics
• Advocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable, while always prioritizing the customer

Secondary responsibilities (~30% of your time)

• Guide internal teams on Partner Success processes & ensure compliance
• Rollout new programs/processes and ensure key audiences are informed
• Support leadership with department building & other activities
• Help define new programs, build processes & assets, track data, etc
• Ensure system compliance for data cleanliness & analysis
• Support other Partners outside your core portfolio
• Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager
• Build strong relationships with internal teams & leaders
• Partner Sales, Partner Enablement, Sales, Professional Services, Customer Success, etc.
• Stay up to date on Workato Product offerings & positioning
• Attend in-person events as necessary

Skills & Experience Needed

Experience

A Mix of the following experience is required (it is not expected that a candidate will possess all of the following): 

• Deep experience & track record of success in an Enterprise SaaS environment (often 8+ years, though responsibilities & results are more important than years), working in or alongside the following roles:
• Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales and/or supporting Partner functions, Software Sales, or similar roles
• Strong Professional Services experience, including some or all of the following:
• Building/scaling delivery practices (org design/hiring, building offerings with scope/pricing, etc)
• Services GTM experience (managing sales cycles, scoping engagements, delivering proposals including staffing/scope/budget/timeline, writing SOWs/contracts, driving expansions/extensions)
• Project management (ownership of scope/budget/timeline, oversight of delivery teams and SDLC/quality control, escalation management/project recoveries, formal certifications like PMP)
• Experience working with or within Partner organizations in an Enterprise SaaS environment, including some or all of the following:
• Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc)
• Strong understanding of partner-driven revenue models (sourced vs. influenced)
  Ability to align partner success activities to pipeline, bookings, and expansion
• Experience enforcing certification requirements, co-delivery rules, etc
• Joint Partner + Internal Professional Services co-delivery approaches/engagements
• Technical experience/background:
• iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches, quality controls, and realistic staffing/timelines for integration/automation projects
• Experience with hands-on software implementation, architecture design, or similar technical roles
• Other experience:
• Consulting: Experience guiding others on best practices to implement your recommendations
• Program design/rollout/change management: Experience building and launching new processes/programs, handling objections, and driving adoption across internal & external teams
• Department contributions: Track record of going above and beyond to contribute to department success & scale (creating repeatable processes, providing creative ideals/solutions, etc)
• Data analysis & usage: Experience collecting data, establishing & tracking metrics, using data to identify insights and translating into action plans

Skills

• Excellent at execution: highly organized without needs others to , enjoys the tactical details/logistics of operations, and always deliver results
• Strong work ethic: always meets deadlines and can be counted on when things get busy
• Attention to detail: obvious whether designing processes, analyzing data, or writing an email
• Communication: very comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needs
• Relationship Building: creates and maintains close relationships with key individuals
• Learning: able to learn new technologies, open minded and flexible
• Creativity: generates ideas, solves problems, suggests unusual approaches
• Logical Decision Making: understands priorities and makes decisions with the big picture in mind
• Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision
• Comfortable with ambiguity: able to remain effective in new environments without defined playbooks

Responsibilities

Workato is on an extraordinary growth trajectory — and we're looking for Account Executives ready to grow with us. As we continue to scale rapidly across the Benelux region, we're seeking an entrepreneurial company builder who thrives in dynamic environments and knows how to turn ambition into results.

This isn't a role for someone who follows a playbook. It's for someone who writes one. You'll have the autonomy to shape strategy, build from the ground up, and make a real impact in one of the most exciting chapters of our journey. If you have a builder's mindset, a flexible approach to challenges, and the hunger to be part of something memorable — this is your moment.

• 2-5 Years of experience in B2B sales, with a proven track record in enterprise SaaS or technology sales.
• Experience in working on outbound / community-driven prospecting in the technology space.
• Have worked successfully with business partners and know how to build long lasting relationships with our VAR ecosystem
• Demonstrate tenacity, grit, and resilience when faced with adverse conditions.
• You have experience handling and owning relationships with customers
• Proven track record of consistently meeting or exceeding targets
• You have experience navigating Salesforce.com, LinkedIn Sales Navigator, and other prospecting applications
• Native Dutch speaker and proficiency in English, preferably based out of Amsterdam, Netherlands

Soft Skills / Personal Characteristics

• You are an enthusiastic, energetic team player who is comfortable working in a fast-paced and evolving environment
• You are known for your strong work ethic and hunter mentality
• You desire to build something new that can change the world, versus fitting neatly into a large company with an established static playbook
• You are a competitor with a thirst for success and a can-do attitude
• You enjoy problem solving and can demonstrate an ability to develop creative ideas to address new opportunities or challenges you face
• You will be naturally good at managing your time and balancing a number of conflicting priorities
• You will have a strong morale compass and apply your values to the way we conduct business with new prospects and existing clients

Job Req ID: 2422

Responsibilities

We are looking for an experienced Senior Forward Deployed Engineer to join our AI Solutions team. In this role, you will be responsible for designing, developing, and deploying advanced AI Agentic Solutions that exhibit autonomous, proactive, and adaptive behaviors. This role requires a deep understanding of AI/ML technologies, integration, automation experience and solution architecture, combined with strong problem-solving skills and the ability to collaborate across multidisciplinary teams.

• Architect and implement agent-based AI solutions using the Workato Agentic AI platform.

• Designing intelligent, autonomous, and efficient agentic AI workflows that utilize multi-agent collaboration, orchestration, and the automation capabilities provided by the Workato platform.

• Design and deploy Retrieval-Augmented Generation (RAG) systems using Workato’s Agentic AI capabilities, leveraging its connectors, workflows, and recipes to enable context-aware, grounded, and real-time responses from large language models (LLMs).

• Develop advanced prompting, memory management, and behavior-planning techniques to enable LLMs and agents to reliably author and execute complex workflows.

• Act as a technical solutions expert with a strong aptitude in troubleshooting and analyzing AI-driven architectures, including scalable RAG pipelines and agent frameworks built using the Workato Agentic AI platform.

• Develop and maintain robust, scalable AI-powered IT workflows with agent-based decision-making, dynamic retrieval mechanisms, and seamless integration using the Workato Agentic AI platform.

• Continuously monitor and improve AI system performance, ensuring efficiency and reliability.

• Work closely with customers to understand use cases and deliver tailored, scalable agentic AI and RAG-based solutions using the Workato Agentic AI platform, while prioritizing exceptional customer service to ensure alignment with both technical and business needs, as well as satisfaction and successful implementation.

• Collaborate with cross-functional teams to integrate AI workflows into existing IT frameworks, ensuring smooth and seamless deployment.

• Contribute to internal process improvements and promote knowledge sharing by adding to Workato’s knowledge base.

• Play an instrumental role in all phases of product development, from ideation to implementation, contributing valuable insights and expertise.

• Assist the product manager in creating technical and design specifications, ensuring alignment with product goals and user needs.

• Leverage strong communication skills to effectively translate complex technical concepts into accessible insights for non-technical audiences.

Requirements

Please note: In this role, you will be supporting the US business hours from 6:30 PM to 3:30 AM IST!

Qualifications / Experience / Technical Skills

• BTech/BE or higher technical education in Computer Science, Artificial Intelligence, Machine Learning, or a related field.

• A total of 8+ years of relevant experience in design, development, and implementation, with at least 3 years of experience with the Workato platform, is a must.

• Proven experience in AI engineering, with a focus on agent-based systems.

• Demonstrated ability to design and implement scalable AI-driven workflows that enhance IT operations.

• Knowledge of implementing integration projects is essential. Hands-on experience with automation technologies, middleware, integration architecture patterns, web services technologies, enterprise messaging patterns, APIs, SOA, ESB, BPM, SDKs, and databases.

• 5+ years of experience working with integration platforms such as Workato, TIBCO, Dell Boomi, MuleSoft, or other integration/automation tools is a plus. Experience with cloud technologies—iPaaS, SaaS applications, and cloud infrastructure—is also a plus.

• Strong working knowledge of APIs—RESTful, SOAP/XML. Solid understanding of data structures—JSON. Sound knowledge of any RDBMS/NoSQL.

• 2-3 years of coding experience (Java/Python/Ruby).

• Technical background or a solid understanding of technology and industry trends, especially in the app integration space.

• Experience working with cloud business apps like Workday, NetSuite, Salesforce, ServiceNow, Marketo is a plus.

• Working knowledge of Microservices or API-based integration architecture, event-driven architecture, and process automation via BPM or RPA is a plus.

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic start-up environment, with a passion for making an impact.

• Strong critical thinking, analytical skills with an entrepreneurial and proactive mindset.

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations.

• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience.

• Fast learner who can independently conduct extensive research and synthesize ideas, information and options quickly.

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge.

Please respond to the Job Application Questions below with thorough and honest answers - concise yet detailed responses will distinguish you in our selection process. 
All submissions are personally reviewed by the Hiring Team, not evaluated by AI.

Responsibilities

Workato seeks highly motivated, entrepreneurial sellers to help found a new global business unit - the Agentic Team. 

The Agentic Platform business is a ‘startup within the startup’, with the mission to help companies meet the challenge of getting the fastest possible return in their business from AI and Agents. This business has already been a huge success with Workato customers and early adopters - it’s time to scale it up. The team is made up of high performers and will hold a high standard as we grow.

As an Agentic AI Account Executive, you'll own the specialist role of cross-selling the Agentic Platform into existing customers and also directly pursuing new logos for the company. This role will be highly collaborative as we support the core Workato sales motion and work across functions like Product and Marketing to grow this business. You will own the full lifecycle of the sale including pipeline generation, qualification, and post-sales growth. 

In this role, you will also be expected to:

• Understand the Workato platform, Agentic/AI solutions and proposition at an elite level

• Discover customer needs and requirements with a high degree of command

• Seek out uncomfortable conversations and build trust with champions in your accounts

• Consume a constant information diet that makes you a credible authority to your customers

• Work on a fully distributed team with 20-30% travel for company, customer and industry meetings

Requirements

Qualifications / Experience / Technical Skills

• 5-10 years of experience in a closing role; startup and scaleup experience preferred.

• Working experience with or equivalent knowledge of GenAI and Agents.

• Preferred location: Germany (Remote)

• Experience working with enterprise organizations and senior executives

• Proven track record of performance and problem-solving in your roles

• Required language: German & English, preferred additional languages Swedish, Finnish, Norwegian & Danish

Soft Skills / Personal Characteristics

• Student: You are ruthlessly curious, driving deep customer understanding and constant learning

• Sleeve roller: You thrive on problem solving and like building and fixing things as you go

• Competitor: You hold yourself accountable for your results, work on your game and hate to lose

• Maverick: You love to think creatively, find new ways sell a solution, and be the first to do things

(REQ ID: 2667)

Responsibilities

The Manager, Presales Shared Services leads a centralised, high-impact team that accelerates pipeline and improves presales execution quality across the organisation. This role is the operational backbone of the presales motion — owning the development and maintenance of demo assets, proof of concept delivery, RFI/RFP response management, and the health of the demo lab environment. The ideal candidate is a technically strong, operationally minded leader who thrives at the intersection of engineering, storytelling, and sales enablement.

You will also be responsible to:

Demo & POC Development

• Oversee creation and continuous improvement of reusable demo assets aligned to latest product capabilities and key use cases

• Lead scoping, building, and delivery of POCs for strategic and complex opportunities, ensuring technical quality and buyer alignment

• Establish best practices for demo scripting, environment stability, and persona-based storytelling

RFI / RFP Response Management

• Own end-to-end RFI, RFP, and security questionnaire responses, ensuring accuracy, quality, and on-time delivery

• Build and maintain a centralised response library in collaboration with Product, Legal, and Security teams

• Triage and prioritise incoming requests by strategic value and define clear SLAs for turnaround

Demo Lab & Environment Management

• Accountable for the reliability, scalability, and governance of all demo lab environments

• Oversee provisioning, access management, version control, and regular audits to reflect current product releases

• Establish processes for environment requests, new use case onboarding, and deprecation of outdated assets

Team Leadership & Development

• Hire, onboard, coach, and develop a high-performing team of presales engineers and technical specialists

• Set clear goals, run regular performance conversations, and foster a culture of craftsmanship and continuous improvement

• Balance workload across the team while protecting capacity for high-priority strategic deals

Presales Collaboration & Stakeholder Engagement

• Serve as a strategic partner to regional presales teams, establishing clear intake and engagement models for shared services access

• Participate in pipeline reviews, QBRs, and planning sessions to anticipate demand and align priorities

• Build trusted relationships with presales leaders, positioning the team as a force multiplier across the business

Requirements

Qualifications / Experience / Technical Skills

Required

• 5–7 years in presales, solutions consulting, or technical sales engineering, with at least 2 years in a team lead or management role

• Hands-on experience building and delivering enterprise software demos and POCs, with the ability to craft compelling technical narratives for different buyer personas

• Proven experience managing RFP/RFI processes at scale, maintaining content libraries, and strong project management skills across multiple concurrent workstreams

Technical Background

• Familiarity with enterprise SaaS platforms, integration, automation, or adjacent technologies strongly preferred

• Experience managing demo or lab environments, including provisioning, sandbox governance, and version management

• Comfortable working with demo automation platforms, CRM systems, and standard collaboration tooling

Leadership & Collaboration

• Proven ability to lead and motivate technical teams, setting a high bar for quality and fostering a culture of knowledge sharing

• Strong communication skills with the ability to engage credibly across both technical practitioners and senior presales and sales leaders

• Experience in a shared services, centre of excellence, or enablement function is a strong differentiator

Soft Skills / Personal Characteristics

• Collaborative, adaptable, and proactive — thrives in a dynamic, high-growth environment with a passion for making an impact through technology

• Proven ability to build a winning team culture that promotes growth, personal development, and continuous improvement

• Strong written and verbal communication skills in English, with the ability to translate complex technical concepts for non-technical audiences

• Sharp business and technical acumen, with a track record of turning technology passion into measurable customer impact

• Willingness to travel as needed and work flexible hours across the territory

(REQ ID: 2616)

About the Role

Workato is looking for a Principal Technical Architect, AI to join as a Field Specialist operating at the intersection of applied AI engineering and customer-facing technical strategy. This is a dual-mandate role with an approximately equal split:

Mandate 1 – AI Field Specialist (Customer-facing): You will work directly with enterprise customers and prospects in pre-sales and post-sales engagements to define and architect their AI strategies on Workato. This includes designing agentic automation solutions, advising on the latest approaches and best practices, scoping AI agent implementations, and helping customers move from proof-of-concept to production-grade autonomous systems.

Mandate 2 – Agentic CS Platform (Internal initiative): You will be a core architect and developer on Workato's autonomous Customer Success agent initiative, a production-grade system that captures complete customer context to support reasoning, and compounds intelligence over time. You will own the agent and memory architecture, evals and learning loop, and autonomy framework that power this system.

This is a role for someone who builds agentic systems to orchestrate LLMs into reliable, auditable, enterprise-grade agent architectures, and who can articulate that vision to a customer CIO and technical leaders as fluently as they can implement it in code.

Workato has a positive, diverse, and collaborative culture; we look for people who are curious, inventive, smart, hardworking, and who work to be a little better every day.

Responsibilities

AI Field Specialist

• Support as an expert AI architect in strategic enterprise engagements: roadmapping customer AI agent use cases and delivering technical deep-dives that demonstrate Workato's agentic capabilities.
• Lead architecture workshops with enterprise customers to define their AI automation strategy, including agent design, integration patterns, and governance frameworks.
• Advise customers on applied AI best practices: prompt engineering and agent orchestration patterns, evaluation and testing strategies for agent systems, confidence calibration, human-in-the-loop design, and continuous learning loops.
• Build reusable technical assets, such as reference architectures, solution blueprints, demonstration environments, and best-practice documentation, that enable the broader field team to position AI solutions.
• Develop and deliver technical collateral: architecture white papers, webinars, blog posts, conference talks, etc. that establish Workato's thought leadership in agentic automation.
• Partner with Product and Engineering to feed field insights back into the platform roadmap, ensuring customer-facing AI capabilities evolve based on real deployment patterns.
• Support global strategic accounts across the US, EMEA, and APAC geographies as needed for critical engagements.
• May require up to 20% global travel.

Agentic CS Platform

• Architect and implement core subsystems of the autonomous CS agent platform, including memory layers, the agent orchestration layer, and the decision trace architecture.
• Design and build a Customer Knowledge Graph as a structured, semantic network that models customers, users, policies, decisions, and operational artifacts as interconnected entities and relationships, enabling queryable representation of contextual states, and policy evaluations for governance, traceability, and decision optimization.
• Implement the confidence-based autonomy framework, including precedent matching, confidence scoring (precedent match, pattern recognition, data completeness, policy clarity), and policy-governed escalation routing.
• Define and design infrastructure architecture to ensure optimal performance and latency.
• Take scalable technology selection decisions.
• Establish evaluation frameworks: define metrics for decision quality, context accuracy, and learning velocity (autonomous threshold increases month over month).

Requirements

Qualifications & Experience

• B.Tech/BE or higher in Computer Science, Engineering, or related field. 
• 15+ years of total relevant experience in enterprise software architecture, design, and implementation.
• 8+ years of hands-on experience with Integration Platforms (MuleSoft, TIBCO, Oracle SOA, webMethods, or similar). Deep familiarity with iPaaS architecture patterns is essential.
• 2+ years of applied AI/Agents engineering experience, specifically in building systems that leverage LLMs and agent frameworks, orchestrating them into production applications.

Applied AI & Agent Architecture (Must-Have)

• Hands-on experience designing and building AI agent systems: multi-step reasoning pipelines, tool-use orchestration, and autonomous execution frameworks.
• Working knowledge of Python agent frameworks such as LangGraph, Claude Agent SDK, or equivalent. LangGraph experience with persisted state and human-in-the-loop patterns is strongly preferred.
• Experience with graph database design and implementation: entity modeling, relationship extraction, graph querying, and using graph structures for contextual retrieval. Neo4j/NetworkX equivalent experience is a plus.
• Practical experience with RAG architectures, vector databases, embedding strategies, and hybrid retrieval (vector + structured + graph).
• Understanding of evaluation and testing for AI systems: building evals, measuring agent quality, confidence calibration, A/B testing of prompts/pipelines, and regression testing for non-deterministic outputs.
• Familiarity with prompt engineering at production scale: structured prompting, chain-of-thought patterns, output parsing, retry/fallback strategies, and prompt versioning.
• Experience with observability for LLM systems: tracing, token/cost monitoring, and latency profiling. Familiarity with Langfuse, LangSmith, Phoenix, or similar tools.
• Experience with MCP (Model Context Protocol) standards for LLM-to-system integration.

Integration & Enterprise Architecture (Must-Have)

• Strong expertise in enterprise integration patterns: event-driven architectures, microservices orchestration, pub/sub messaging, and data synchronization.
• Deep working knowledge of APIs: RESTful, SOAP, webhooks, and data formats (JSON, XML).
• Experience with cloud platforms (AWS, Azure, or GCP) and cloud-native services (Lambda/Functions, DynamoDB, Kafka/Kinesis, S3).
• Familiarity with enterprise applications: Salesforce, ServiceNow, SAP, Workday, NetSuite, or similar. Understanding how these systems participate in agentic workflows.
• Understanding of enterprise security and governance requirements: OAuth, SSO, data residency, SOX compliance, audit trails, and role-based access control.

Nice-to-Have

• Background in Customer Success platforms (Gainsight, ChurnZero) or CRM architecture.
• Prior experience in a customer-facing technical role (Solutions Architect, Field CTO, Technical Account Manager, or Pre-Sales Engineer) at a SaaS or platform company.
• Contributions to open-source AI/agent projects or published technical content in the applied AI space.

General Soft Skills

• Exceptional ability to communicate complex AI and architecture concepts to diverse audiences: from engineering teams to C-level executives: adapting depth and vocabulary to the room.
• Strong consultative instinct: able to listen to a customer's business problem, decompose it into architectural components, and propose a credible path forward in real-time.
• Entrepreneurial mindset with comfort operating in ambiguity: this role spans an internal build and an external advisory function, and requires someone who can context-switch and self-prioritize.
• Collaborative by default: able to work across Product, Engineering, Customer Success, Sales, and Marketing without needing formal authority.
• Excellent written communication: able to produce architecture documents, white papers, and technical briefs that are clear, precise, and persuasive.
• Fast learner who stays current with the rapidly evolving AI agent ecosystem and can distill emerging patterns into practical guidance.

(REQ ID: 2216)

About the Role

We’re looking for an experienced Senior Partner Success Manager to join our Partner Success department as the first regional hire in EMEA. Initially we will hire one role in the region, with a plan to scale the department over time. This person will bring strong Services and/or Partner experience, and will operate at a high level very quickly. This role will report to the Director & Global Head of Partner Success.

This person will own a portfolio of Partners from a Services/delivery perspective and act as their strategic advisor. They will drive scale and maturity to help their Partners deliver high-quality results for our customers while expanding their Workato practice. 

Internally, this person will work with other partner functions (Partner Sales, Enablement, Experience, Operations) and key teams at Workato (Sales, Customer Success, and Professional Services). Externally, this person will work with partner leaders (executives, practice owners, technical leads, project managers, etc), and will also interact directly with prospective & existing customers as needed. 

This role will be critical in building and scaling the global Partner Success department - creativity and hard work, combined with relevant (and successful) experience are essential. 

Language, & Travel

Language: Fluency in English required

• Not required but nice to have: fluency/business proficiency in additional languages (French, German, Italian, Dutch, Spanish, etc)

Travel: Estimated at 25%, but may vary higher/lower as needed

Responsibilities 

Primary responsibilities (~70% of your time)

Own a portfolio of Workato partners and drive them to achieve two primary goals:

• Scale & mature your partners’ Workato practice - specifically, you will guide many of Workato’s highest priority partners (GSIs, large SIs, and priority boutique SIs)
• Deliver consistently high-quality outcomes for our joint customers

To achieve these two goals, some of the primary day-to-day activities may include:

• Build strong relationships with key leaders within your Partner organizations
• Act as a strategic advisor to your partners:
• Advise on practice/org structure, key offerings, and end-to-end Services methodology/related motions 
• Conduct partner QBRs & health reviews
• Help your partners navigate Workato’s internal process (certifications, co-delivery motions, Product updates, etc):
• Help partners win key deals:
• Work with Partner Sales to guide partners to deliver high-quality & compelling proposals (validate proposals, align with internal teams on co-delivery plans, etc)
• Monitor all projects led by your Partner:
• Support any escalated/Red/Yellow projects, ensure metrics are tracked and reported, etc
• Ensure close alignment between your Partners and the account teams (CSM, Account Executives, Professional Services, etc) 
• Scale & mature their Workato practice (the “Program Perspective”)
• Deliver consistently high-quality outcomes for our joint customers (the “Project Perspective”)
• Act as an internal expert & advocate for your Partners
• Be the go-to person to handle internal questions about your Partners’ delivery capabilities, experience, success stories/case studies, performance/metrics, etc
• Identify & track potential opportunities to bring your Partners into and coordinate with other internal teams to assess fit & handle logistics
• Advocate for what your Partners need from Workato. Balance your advocacy with holding your Partners accountable, while always prioritizing the customer

Secondary responsibilities (~30% of your time)

• Guide internal teams on Partner Success processes & ensure compliance
• Rollout new programs/processes and ensure key audiences are informed
• Support leadership with department building & other activities
• Help define new programs, build processes & assets, track data, etc
• Ensure system compliance for data cleanliness & analysis
• Support other Partners outside your core portfolio
• Ad-hoc support for individual partners and/or programmatic/high-volume support for partners without a dedicated Partner Success Manager
• Build strong relationships with internal teams & leaders
• Partner Sales, Partner Enablement, Sales, Professional Services, Customer Success, etc.
• Stay up to date on Workato Product offerings & positioning
• Attend in-person events as necessary

Skills & Experience Needed

Experience

A Mix of the following experience is required (it is not expected that a candidate will possess all of the following): 

• Deep experience & track record of success in an Enterprise SaaS environment (often 8+ years, though responsibilities & results are more important than years), working in or alongside the following roles:
• Partner Success, Professional Services, Customer Success, Partner/Alliances/Channel Sales and/or supporting Partner functions, Software Sales, or similar roles
• Strong Professional Services experience, including some or all of the following:
• Building/scaling delivery practices (org design/hiring, building offerings with scope/pricing, etc)
• Services GTM experience (managing sales cycles, scoping engagements, delivering proposals including staffing/scope/budget/timeline, writing SOWs/contracts, driving expansions/extensions)
• Project management (ownership of scope/budget/timeline, oversight of delivery teams and SDLC/quality control, escalation management/project recoveries, formal certifications like PMP)
• Experience working with or within Partner organizations in an Enterprise SaaS environment, including some or all of the following:
• Experience managing a portfolio of global or enterprise partners (GSIs, SIs, etc)
• Strong understanding of partner-driven revenue models (sourced vs. influenced)
  Ability to align partner success activities to pipeline, bookings, and expansion
• Experience enforcing certification requirements, co-delivery rules, etc
• Joint Partner + Internal Professional Services co-delivery approaches/engagements
• Technical experience/background:
• iPaaS / Enterprise Orchestration knowledge: enough technical fluency to assess delivery approaches, quality controls, and realistic staffing/timelines for integration/automation projects
• Experience with hands-on software implementation, architecture design, or similar technical roles
• Other experience:
• Consulting: Experience guiding others on best practices to implement your recommendations
• Program design/rollout/change management: Experience building and launching new processes/programs, handling objections, and driving adoption across internal & external teams
• Department contributions: Track record of going above and beyond to contribute to department success & scale (creating repeatable processes, providing creative ideals/solutions, etc)
• Data analysis & usage: Experience collecting data, establishing & tracking metrics, using data to identify insights and translating into action plans

Skills

• Excellent at execution: highly organized without needs others to , enjoys the tactical details/logistics of operations, and always deliver results
• Strong work ethic: always meets deadlines and can be counted on when things get busy
• Attention to detail: obvious whether designing processes, analyzing data, or writing an email
• Communication: very comfortable leading executive-level meetings/presentations, writes and speaks clearly, proactively communicates status & needs
• Relationship Building: creates and maintains close relationships with key individuals
• Learning: able to learn new technologies, open minded and flexible
• Creativity: generates ideas, solves problems, suggests unusual approaches
• Logical Decision Making: understands priorities and makes decisions with the big picture in mind
• Collaboration: a team player that prioritizes results and can influence others without authority to define and drive toward a joint vision
• Comfortable with ambiguity: able to remain effective in new environments without defined playbooks

Responsibilities 

We are looking for an exceptional Chief Client Architect to join our growing team. In this role, you will be responsible to: 

Executive Advisory & Flagship Account Leadership

• Serve as the primary executive technical advisor to customer CIOs, CTOs, and senior business stakeholders
• Own the long-term customer architecture and automation strategy, aligned to business priorities and enterprise standards
• Lead executive-level discussions on platform adoption, operating models, governance maturity, and technology investment decisions
• Act as the single point of accountability for post-sales technical strategy and architectural decisions for flagship accounts

AI, Agentic Automation & Enterprise MCP Strategy

• Shape and guide customers’ AI and agentic automation journeys, leveraging Workato’s AI capabilities and ecosystem
• Advise on the design and adoption of agent-based workflows, human-in-the-loop models, and decision automation
• Partner with customer executives to define enterprise MCP (Model Context Platform / orchestration) strategies, including:
• Context management across applications, data, and workflows
• Secure orchestration of AI agents and automations
• Governance, observability, and lifecycle management for AI-driven systems
• Align AI and agentic initiatives with enterprise security, compliance, and risk requirements
• Translate emerging AI capabilities into practical, scalable enterprise use cases that drive measurable business outcomes

Expansion, Value Realization & Commercial Impact

• Drive software expansion, adoption depth, and renewal confidence through strategic advisory and roadmap alignment
• Identify and shape multi-year expansion opportunities tied to automation, integration, and AI-driven transformation
• Partner with Account Executives and Customer Success leadership on account strategy, risk mitigation, and executive alignment
• Track, articulate, and executive-report value realization outcomes linked to Workato adoption

Strategic Consulting & Advisory Delivery

• Lead high-impact professional services engagements requiring executive-level judgment and architectural depth
• Apply and evolve Workato advisory methodologies, including GEARS and Embedded Product Guide, across customer environments
• Guide customers through:
• Enterprise automation and integration target-state definition
• Prioritization of integration, automation, and AI use cases
• Advanced prototyping and accelerator-led delivery
• Recipe and agent lifecycle management best practices
• Advise on enterprise operating models that enable scalable automation and AI adoption

Architecture Governance & Decision Authority

• Define and enforce architecture principles, standards, and guardrails across customer implementations
• Act as escalation authority for non-standard architectures, AI design exceptions, and complex trade-offs
• Guide customers on governance models covering integration, automation, and AI agents
• Ensure solutions are scalable, secure, and aligned with long-term enterprise architecture objectives

Frameworks, Thought Leadership & Enablement

• Contribute to the evolution of Workato’s architecture frameworks, AI patterns, and best practices
• Create reusable executive-level assets such as reference architectures, strategy decks, and white papers
• Serve as a Workato evangelist, articulating platform value across automation, integration, and AI
• Mentor and enable Strategic Advisors, Technical Architects, and extended post-sales teams
• Support partner enablement and delivery excellence across the Workato ecosystem

Requirements 

Required

• Bachelor’s degree in Computer Science, Software Engineering, or a related field (or equivalent experience)
• 20+ years of technology transformation consulting experience, including integration, middleware, or API management platforms
• 15+ years in an Enterprise Architect, Digital Architect, or similar senior architecture role
• Demonstrated experience advising C-level executives on technology strategy and enterprise transformation
• Strong understanding of enterprise security, governance, and operating models
• Proven track record of driving platform expansion and value realization through professional services
• Excellent executive communication skills, including board-level presentations and strategic documentation
• Ability to operate independently in complex, ambiguous environments and take ownership of outcomes
• Travel to the client site up to 50%, but may be higher or lower based on prevailing circumstances

Preferred:

• Master’s (but not required) in Computer Science, Software Engineering, Business, or in a related field. Bachelor’s degrees and those with non-traditional but similar proven experiences may also apply. 
• Knowledge of key applications such as Salesforce, Netsuite, Workday, ServiceNow, SAP, EBusiness Suite, Databases
• Knowledge of AWS, Azure, and GCP
• Experience having worked in a start-up environment

(REQ ID: 2608)

🚀 About the Role

Workato is seeking a highly motivated and results-driven individual to join our growing sales team as an Enterprise Account Executive. In this role, you’ll own the full customer lifecycle, from prospecting and qualification to closing and post-sales growth.

This is a great opportunity for someone who thrives in a fast-paced, high-growth environment and wants to help shape the foundation of our enterprise sales motion. You’ll collaborate closely with peers and leadership to refine best practices and influence the long-term sales playbook as we scale.

🔑 Responsibilities

• Own the full sales cycle from prospecting to close

• Drive strategic, consultative sales cycles that may involve POCs, multiple stakeholders, executive alignment, and pricing negotiations

• Build and maintain strong customer relationships with enterprise accounts

• Consistently meet and exceed quarterly and annual sales targets

• Manage pipeline with precision and deliver accurate sales forecasting

• Develop deep product expertise and communicate technical value propositions clearly

• Identify and understand customer needs, pain points, and business goals

• Share feedback and best practices internally to help shape our evolving sales strategy

• Be a company builder, contribute to team culture, and playbook development

✅ Requirements

Experience & Technical Skills

• 5–10 years of experience in a full-cycle, closing sales role

• Proven track record of meeting or exceeding quota in enterprise sales

• Experience owning relationships and driving growth with enterprise customers

Preferred Locations

• Based in TX, OK, LA, or east of the Mississippi River

• Please note: We are not currently considering candidates based in WI, IL, or IN, as we have sufficient coverage in those area

Personal Traits

• Highly collaborative, self-starter mindset with a strong sense of ownership

• Comfortable operating in a dynamic, fast-paced environment

• Excited to build something new rather than follow a static, established playbook

Please note: This posting is intended to build a talent pool for anticipated headcount over the next two quarters. Interviews may begin as the role moves closer to activation, with timelines subject to change.

Compensation: For candidates located within the preferred regions listed above, the base salary range for this role is $140,000–$150,000, plus variable compensation, benefits, perks, and equity.

#LI-NJ1

Responsibilities

We are looking for an experienced RVP Sales - ASEAN to manage and scale our Singapore based sales team. Covering the ASEAN region which includes Singapore, Malaysia, Philippines, Indonesia, Thailand and Vietnam. 

A talented group is in place, and ASEAN is a key focus market for us. We treat Singapore as a second global HQ, which means you'll have unusually high visibility within the organisation.

We are offering a wonderful opportunity to take a successful business and platform and leave your mark.

In this role, you will be responsible to:

• Lead a regional team of Enterprise and Commercial AEs who manage customer relationships from prospecting, qualification, close, to post-sales growth.

• Take responsibility for the Go-to-market vision, strategy and execution in ASEAN.

• Help and support in business opportunities on the direct customer side, equally importantly being very active towards the focus partners in the region to create alignment and Workato focus

• Oversee the daily activities and performance of individual Account Executives and, as we scale, first line sales leaders.

• Continue to build and strengthen your team through recruiting, hiring and development strategies.

• Iterate upon the sales cycle for AEs, including coaching the sales team and sharing best practices with the broader organization.

• Build on our culture of continuous improvement and role based learning.

• Work closely with the APAC GM (your manager) to align strategy and goals with the wider vision for the region.

Requirements

Qualifications / Experience / Technical Skills

• You will have a proven track record of scaling a software business in the ASEAN market, including sales, people, and first-line leaders, ideally within the integration, middleware, automation, or enterprise software space.

• Proven track record of consistently meeting or exceeding a country/region quota.

Soft Skills / Personal Characteristics

• Passion for mentoring Account Executives to help them grow in their careers.

• An enthusiastic team player who’s comfortable working in a high-growth environment.

(REQ ID: 2659)

Responsibilities

We are looking for an exceptional Enterprise Account Executive to join our growing team in Korea, covering Asia. In this role, you will also be responsible to:

• You'll be joining a team of 6 AEs, split by vertical across commercial and enterprise accounts.

• Reporting directly to our VP of sales, you'll build and execute a territory plan targeting some of the largest enterprises in Asia.

• You'll be almost wholly focused on new business. Both selling directly and with/through channel partners.

• Along with our SDRs, partner sales and marketing teams you will multi-thread with C level executives across business units in your target accounts. Aiming to craft deals over >$100k.

• You'll be based in Singapore with access to our Suntec office, but we'll trust you with  total flexibility to work in the way that suits you.

Requirements

Qualifications / Experience / Technical Skills

• 7+ years of experience in a full cycle, closing role

• Experience handling and owning relationships with enterprise companies • Proven track record of consistently meeting or exceeding quota

Soft Skills / Personal Characteristics

• First and foremost, you're a sales person. 

• You enjoy being in an evolving fast growing  environment and you don't like to sit back enjoying the comfort of a large corporate.

• You're a hunter, but not a lone wolf. You know how to play as a team and how to craft  large complex deals by pulling in colleagues who you've built trust with.

• You'll have to be comfortable with the natural ambiguity that comes in a startup  environment and not reliant on corporate safety nets.

Responsibilities

We are looking for an exceptional Technical Architect to join our growing team. In this role, you will be responsible for helping our clients empower their employees, serve their customers, and build solutions for their businesses.

 In this role, you will also be responsible to:

• Work across multiple customer-facing teams (Sales, Business Development, Product, Engineering, Customer Success) to improve the product's vision and to make global businesses and organizations successful.

• Technical solutions expert with an aptitude for technical advising, troubleshooting, and analysis. With strong communication skills, you will be proficient in communicating technically complex ideas to a non-technical audience. You help Workato employees and customers approach and resolve technical problems and design scalable services.

• Gather requirements via client meetings and lead the solution design process jointly with customers, Business Development and Engineering

• Develop capabilities and features based on customer requirements as well as to extend Workato connector capabilities via HTTP and SDK

• Work closely with Product and Engineering to review customer requirements and feedback, and identify opportunities for Workato platform enhancements

• Accelerate development for roadmap features to address specific customer requirements

• Improve internal processes, and promote knowledge sharing in the team, by contributing to Workato’s knowledge base

• Prioritize and deliver outstanding customer service experience to Workato customers

Requirements

Qualifications / Experience / Technical Skills

• Background in information systems, computing, engineering or equivalent industry experience preferred.

• Have 10-15 years of experience in similar role

• Technical background or a good understanding of technology and industry trends, especially in the app integration space

• Strong working knowledge with APIs - RESTful

• Sound knowledge of Data Structure - JSON

• Previous coding experience / development background

• Sound knowledge of any RDBMS

• Knowledge of SOAP/XML is a plus

• Comprehensive knowledge and hands-on experience in architecting solutions comprised of on-premise, cloud and hybrid scenarios

• Experience working with cloud business apps like Workday / NetSuite / Salesforce / Servicenow / Marketo is a plus

Soft Skills / Personal Characteristics

• Strong collaboration skills, ability to adapt to a dynamic start-up environment with a passion for making an impact

• Strong critical thinking, analytical skills with an entrepreneurial and proactive mind-set

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations

• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience

• Fast learner who can independently conduct extensive research, and synthesize ideas, information and options quickly

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge

(REQ ID: 2533)

Responsibilities

We are seeking a visionary Regional Field Chief Technology Officer to serve as Workato's technical authority and strategic advisor to our most critical prospects, customers, and the broader market within their assigned region. The Regional Field CTO operates at the nexus of technical credibility, executive influence, and market thought leadership, acting as the external-facing voice of Workato's innovation and technical vision.

This is not a sales role. It is a strategic, hybrid operator-advisor-influencer position. Regional Field CTOs act as extensions of the executive team in the field, elevating conversations with senior leaders and positioning Workato as the essential platform for enterprise integration, AI orchestration, and intelligent automation.

This role is accountable for building technical trust across the customer lifecycle - from initial engagement through strategic expansion - while simultaneously shaping how the market understands enterprise integration, AI orchestration, and intelligent automation. The Regional Field CTO influences deal outcomes, product direction, and industry perception, ensuring Workato is recognized as the definitive leader in Enterprise Orchestration.

First 90 Days

Learn & Align (Days 0-30)

• Deep immersion into Workato's AI vision, product roadmap, and GTM strategy

• Shadow at least 10 executive customer conversations

• Develop initial point of view for engagement with CIO/CTO/CDO personas

Engage & Formulate (Days 30-60)

• Lead first strategic engagements with enterprise accounts

• Co-develop executive playbooks with Sales and Product teams

• Establish feedback loops with Product and Engineering teams

Influence & Scale (Days 60-90)

• Cultivate trusted relationships with C-level executives in 5+ strategic accounts

• Co-create first AI-driven integration use cases with customers

• Establish thought leadership presence through content and speaking opportunities

Technical Trust & Executive Relationships

• Engage directly with C-level executives (CIOs, CTOs, Chief Data Officers, Chief AI Officers) at enterprise accounts to shape integration strategies that solve complex business challenges

• Serve as trusted technical advisor throughout the customer lifecycle - from initial engagement through expansion - providing strategic guidance rooted in real-world operator experience

• Build lasting peer-to-peer relationships that position you as the go-to expert on enterprise integration, AI orchestration, and automation at scale

• Act as technical closer in competitive deals, articulating why Workato's architecture differentiates us from competitors like MuleSoft and Boomi

• Influence enterprise architecture decisions and multi-year technology strategies at the executive level

AI, Agentic Automation & Enterprise MCP Strategy

• Shape and guide customers' AI and agentic automation journeys, leveraging Workato's AI capabilities and ecosystem

• Advise on the design and adoption of agent-based workflows, human-in-the-loop models, and decision automation frameworks

• Partner with customer executives to define enterprise MCP (Model Context Protocol) strategies including context management, secure AI orchestration, and governance

• Translate emerging AI capabilities into practical, scalable enterprise use cases that drive measurable business outcomes

• Position Workato as the integration and orchestration backbone for enterprise AI transformation

Domain Expertise & Thought Leadership

• Establish yourself as the recognized authority across iPaaS, API Management (APIM), data orchestration, EDI, and AI/Agentic automation

• Lead "Art of the Possible" workshops that fundamentally shift how customers think about enterprise integration and intelligent automation

• Represent Workato at industry conferences, customer advisory boards, analyst briefings, and partner events

• Create high-impact thought leadership content: blogs, white papers, webinars, reference architectures, and technical videos

• Shape industry narratives and best practices that establish Workato as the category leader

Deal Acceleration & Commercial Impact

• Accelerate deal velocity through technical validation, competitive differentiation, and executive trust-building

• Identify and shape strategic expansion opportunities by uncovering automation, integration, and AI-driven transformation initiatives

• Partner with Account Executives and Sales Leadership on account strategy, competitive positioning, and C-level engagement tactics

• Articulate compelling ROI narratives and business case frameworks that accelerate buying decisions

• Demonstrate measurable impact on win rates, deal size, and sales cycle length in strategic opportunities

Strategic Advisory & Technical Leadership

• Lead high-impact customer engagements requiring executive-level judgment, architectural vision, and industry expertise

• Guide prospects and customers through Enterprise Orchestration vision and roadmap development

• Develop prioritization frameworks for integration, automation, and AI use cases

• Lead technology evaluation and vendor selection processes with enterprise customers

• Design governance, scalability, and enterprise operating models for automation initiatives

Product Influence & Market Intelligence

• Act as the voice of the customer to Product and Engineering teams, channeling field insights into actionable roadmap input

• Identify capability gaps, competitive threats, and market opportunities based on executive-level customer conversations

• Develop and refine competitive positioning, objection handling, and differentiation strategies

• Define reusable patterns, reference architectures, and technical frameworks that accelerate customer success

• Influence industry analysts and thought leaders to strengthen Workato's market position

Internal Enablement & Team Development

• Educate and enable Sales Engineers, Account Executives, and Customer Success teams on complex technical capabilities and emerging trends

• Develop strategic frameworks, competitive positioning, and executive engagement playbooks for enterprise accounts

• Mentor technical team members, helping them develop deeper domain expertise and executive engagement skills

• Create scalable technical enablement content and programs that amplify your expertise across the field organization

• Drive customer reference creation and participation in case studies, speaking opportunities, and advisory boards

Requirements

Qualifications / Experience / Technical Skills

• Bachelor's degree in Computer Science, Software Engineering, or a related field (or equivalent experience)

• 20+ years of technology transformation experience, including integration, middleware, or API management platforms

• 15+ years in an Enterprise Architect, CTO, VP Engineering, or similar senior architecture/leadership role

• Demonstrated experience advising C-level executives on technology strategy and enterprise transformation

• Strong understanding of enterprise security, governance, and operating models

• Proven track record of driving platform expansion and value realization in enterprise accounts

• Excellent executive communication skills, including board-level presentations and strategic documentation

• Ability to operate independently in complex, ambiguous environments and take ownership of outcomes

• Travel to client sites up to 50%, with flexibility based on regional needs

Soft Skills / Personal Characteristics

• Master's degree in Computer Science, Software Engineering, Business, or related field

• Deep knowledge of key enterprise applications: Salesforce, NetSuite, Workday, ServiceNow, SAP, Oracle

• Experience with cloud platforms: AWS, Azure, and GCP

• Hands-on experience with AI/ML platforms and agentic automation frameworks

• Experience in a high-growth startup or scale-up environment

• Established personal brand and thought leadership presence in the integration/automation space

Measures of Success

Long-term success for this leader will be measured by their ability to:

• Embed Workato at the heart of technology strategy conversations across the region's most influential enterprises

• Cultivate sustained engagement with senior technology and engineering leaders ensuring Workato becomes synonymous with Enterprise Orchestration and AI orchestration

• Create a robust pipeline of seven-figure opportunities tied to transformation initiatives

• Reframe Workato in the minds of decision-makers and analysts as the essential platform for AI-enabled enterprise integration

• Leave behind scalable playbooks and repeatable narratives that enable go-to-market teams to engage enterprise audiences with authority and credibility.

Job Req ID: 2646

Responsibilities

Workato seeks highly motivated, entrepreneurial sellers to help found a new global business unit - the Agentic Team. 

The Agentic Platform business is a ‘startup within the startup’, with the mission to help companies meet the challenge of getting the fastest possible return in their business from AI and Agents. This business has already been a huge success with Workato customers and early adopters - it’s time to scale it up. The team is made up of high performers and will hold a high standard as we grow.

As an Agentic AI Account Executive, you'll own the specialist role of cross-selling the Agentic Platform into existing customers and also directly pursuing new logos for the company. This role will be highly collaborative as we support the core Workato sales motion and work across functions like Product and Marketing to grow this business. You will own the full lifecycle of the sale including pipeline generation, qualification, and post-sales growth. 

In this role, you will also be expected to:

• Understand the Workato platform, Agentic/AI solutions and proposition at an elite level

• Discover customer needs and requirements with a high degree of command

• Seek out uncomfortable conversations and build trust with champions in your accounts

• Consume a constant information diet that makes you a credible authority to your customers

• Work on a fully distributed team with 20-30% travel for company, customer and industry meetings

Requirements

Qualifications / Experience / Technical Skills

• 5-10 years of experience in a closing role; startup and scaleup experience preferred.

• Working experience with or equivalent knowledge of GenAI and Agents.

• Preferred location: Stockholm (Hybrid)

• Experience working with enterprise organizations and senior executives

• Proven track record of performance and problem-solving in your roles

• Required language: Swedish & English

Soft Skills / Personal Characteristics

• Student: You are ruthlessly curious, driving deep customer understanding and constant learning

• Sleeve roller: You thrive on problem solving and like building and fixing things as you go

• Competitor: You hold yourself accountable for your results, work on your game and hate to lose

• Maverick: You love to think creatively, find new ways sell a solution, and be the first to do things

(REQ ID: 2667)

Responsibilities

We are looking for an exceptional Customer Success Manager  to join our growing Commercial Customer Success team. In this role, you will be involved in working with customers to ensure the success and adoption of the Workato Intelligent Automation Platform.  You will also be responsible for the success of an assigned set of customer onboardings in a timely and productive manner.

In this role, you will also be responsible to:

• Develop and maintain strategic business relationships with customers to drive adoption and retention.

• Provide technical Workato product expertise.

• Be the expert in deployment models and governance structures and share best practices from a business and technical perspective.

• Educate People, Marketing, Sales, Customer and Finance Operations on the business value achieved through automating their processes.

• Develop and implement processes and programs to increase usage of the product within the current group and drive cross sell opportunities within other groups.

• Actively coach and mentor the broader CSM team, contributing to overall team development

• Serve as the primary point of escalation when customer issues arise, troubleshoot, and ensure quick resolution.

• Provide quantitative/qualitative analysis to inform team decision-making and product roadmap.

• Become the trusted customer advisor and be the customer advocate within Workato.

• Be available to work US hours.

Requirements

Qualifications / Experience / Technical Skills

• BS or equivalent education

• 5+ years of experience in consulting, customer success management and technical account management. Prior experience as a Account Executive, Senior Member of a large consulting firm or CSM in SaaS/iPaaS preferred

• Experience in Integration and/or business automation.

• Understanding of large complex businesses with many stakeholders.

• Awareness of each of the following roles day to day processes and expertise in several; People (HR), Finance, Marketing, Sales, and Post Sales Customer Organizations.

• Comfortable operating with revenue targets.

• Impressive track record of high customer retention and growth.

• Strong sense of customer empathy and customer-centrism.

• Excellent interpersonal and communication skills.

• Strong problem solving and analytical thinking.

• Entrepreneurial drive and comfort working in ambiguous, quickly-changing environments.

• A passion for and belief in the power of automation to drive business value.

• Prior Experience in Digital Transformation preferred.

• Experience in Integration and/or business automation.

• Past lead experience is a plus.

Soft Skills / Personal Characteristics

• Ability to effectively prioritize tasks and manage time, even under high-pressure situations.

• Highly organized, able to manage many projects concurrently.

• Issue management and resolution-focused.

• Strong collaboration skills, ability to adapt to a dynamic start-up environment with a passion for making an impact; we want company builders.

• Strong critical thinking, analytical skills with an entrepreneurial and proactive mind-set.

• Strong written and oral communication skills in English, with the ability to convey complex technical concepts effectively to a non-technical audience.

• Fast learner who can independently conduct extensive research, and synthesize ideas, information and options quickly.

• Be proactive about solving problems and be ready to take on additional initiatives and responsibilities as they emerge.

For New York applicants, the base pay for this role may range between $95,000 - $130,000 plus variable, benefits, perks, and equity.

(REQ ID: 2627)