Responsibilities

Workato is looking for highly motivated, results-driven individuals to join our expanding sales team. As an Account Manager, you'll manage customer relationships from prospecting and qualification to close and post-sales growth. Typical sales cycles may involve POCs, multiple stakeholders, strategic pricing negotiations, and selling to executives and CXOs. 

As Workato’s AM team is in its early stages, this is an opportunity for a candidate who wants to get in on the ground floor of a rapidly growing company. We provide an entrepreneurial start-up environment where you can collaborate with your peers and management to identify best practices and impact our long-term sales playbook as our team continues to grow. 

In this role, you will also be responsible to:

• Manage a target book of current customers and corresponding exec relationships, of which you will be responsible for driving additional awareness of our product within an enterprise, traditionally for companies with 500 - 1500 employees, drive product upsell and more consumption of our product. 

• Spending time in person with customers to do workshops. Product education and identification of use cases

• Meet and exceed annual & quarterly sales targets and key account management daily and monthly activities, including QBRs, LOB, user outreaches, driving customers to events, etc. 

• Maintain accurate pipeline management with expert-level forecasting

• Understand the product inside out, be technically sound

• Understand customer needs and requirements

• Be a company builder

• Share best practices back into the organization

Requirements

Qualifications / Experience / Technical Skills

• 3-6 years of experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus

• Experienced in leading complex and commercially significant sales to IT and business leaders such as Finance, Operations and more

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

• Experience in selling to both technical and business/executive stakeholders

• Prior AE or Account Manager experience in the SaaS or iPaaS space.

• Experience developing, handling, and owning relationships with customers

• Proven track record of consistently meeting or exceeding quota

• Experience handling and owning relationships with mid-market companies, including C-suite.

Soft Skills / Personal Characteristics

• First and foremost, you’re a salesperson. You enjoy working in an evolving, fast-growing environment, and you don’t like sitting back in the comfort of a large corporation.

• You’ll have to be comfortable with the natural ambiguity of a startup environment and not rely on corporate safety nets.

• Natural curiosity to learn. While you will have product and field-readiness enablement, you are comfortable being someone who learns product on your own “outside the classroom,” learns customer stories on your own “outside the classroom,” and learns about the business outcomes of our customers on your own “outside the classroom.”

• An enthusiastic team player who’s comfortable working in a fast-paced and evolving environment.

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

• Comfortable traveling to visit customers

• Not afraid to do outbound prospecting

(REQ ID: 2943)