Account Manager

• 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
• 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 200 - 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

Benefits

• Flexible Working Arrangements: We want to empower our employees to give us their 110%, and still be able to fully live their personal lives beyond what they do at Workato.
• Great Employee Benefits: Our employee benefits are designed not just to help everyone at Workato fulfill their basic and tangible needs, but also feel appreciated for their contributions to the company.
• Professional Development Opportunities: We are invested in the long-term professional development of our people, beyond what they bring to the table on their first day at work.

We support individual career ambitions, and set aside training programs and budgets they can tap on to upgrade both soft and hard skills.

• Dedicated Wellness & Recreation Time: We make it a point to dedicate time to pause, recharge and get to know each other better.

From virtual game nights to fitness sessions, there’s always time for a little fun on the calendars.

• Workato is looking for highly motivated, results-driven individuals to join our expanding sales team
• Experience in selling to both technical and business/executive stakeholders
• Experience handling and owning relationships with mid-market companies, including C-suite
• Prior AE or Account Manager experience in the SaaS or iPaaS space
• 3-6 years of experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus
• Proven track record of consistently meeting or exceeding quota
• 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 such as Finance, Operations and more
• Experience developing, handling, and owning relationships with customers
• Comfortable traveling to visit customers
• 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
• A desire to build something new that can change the world versus fitting neatly into a large company with an established static playbook
• You’ll have to be comfortable with the natural ambiguity of a startup environment and not rely on corporate safety nets
• Not afraid to do outbound prospecting
• 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