Enterprise Development Representative

Workato, Inc.; Dublin; On-site; EUR 40,000 - 75,000; Full time

Job summary

Workato is seeking an Enterprise Business Development Representative to generate new opportunities via outbound activities and build a qualified pipeline using MEDDPICC. You will target cross‑functional IT, Digital Transformation, HR, Finance, Sales and Marketing teams.

You will collaborate with Marketing, Demand Gen and Enterprise Sales to run integrated campaigns, map accounts, and personalize outreach. A startup‑minded attitude and strong English communication are essential.

Qualifications

• Minimum 1+ years in Sales Development in SaaS.
• Proven track record of meeting/exceeding goals.
• Experience with discovery and qualification using MEDDPICC, Force Management or Sandler.
• Experience with ABM and coordinating with 2-4 Account Executives.
• Proficient in sales tools: Outreach, Salesforce, LinkedIn, ZoomInfo.

Responsibilities

• Set up qualified meetings for the Sales Team and build pipeline.
• Collaborate with Demand Gen and Enterprise Sales on campaigns.
• Refine territory/accounts strategy with account mapping and personalized outreach.
• Research target accounts to identify decision makers and influencers.
• Drive outbound prospecting across email, calls, LinkedIn, and video.

Skills

Sales development

SaaS

Outbound prospecting

Account-based selling

MEDDPICC

Salesforce

LinkedIn outreach

Tools

Outreach

Salesforce

Sales Navigator

ZoomInfo

Leadiq

Orum

Demandbase

Job description

Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission‑critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit workato.com.

Why join us?

Ultimately, Workato believes in fostering a flexible, trust‑oriented culture that empowers everyone to take full ownership of their roles. We are driven by innovation and looking for team players who want to actively build our company.
But, we also believe in balancing productivity with self‑care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.

• Business Insider named us an “enterprise startup to bet your career on”
• Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world
• Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
• Quartz ranked us the #1 best company for remote workers

About The Role

An excellent job for someone who is a natural salesperson wanting to learn more about tech sales - work with some of the top sales execs who previously worked at places like MongoDB, Microsoft, UiPath, Salesforce (MuleSoft) and Qualtrics. Workato is looking for talented and highly motivated, results‑oriented individuals to join our expanding Enterprise sales team. In this role, you will be able to demonstrate a successful track record in remotely managing a large diverse territory of strategic accounts. You will be comfortable embracing a start‑up environment where personal performance is critical and a do what it takes attitude, and entrepreneurial spirit, is celebrated. You will have the flexibility and determination to participate in any activity to ensure success as Workato’s Enterprise mission scales.

Responsibilities

As an Enterprise Business Development Representative, you will be responsible for uncovering and developing new opportunities from outbound activities and building a strong qualified pipeline of sales opportunities to deliver on sales targets by leveraging the sales qualification methodology of MEDDPICC. The prospect profile can vary from core IT, Digital Transformation, and Business Operations to Lines of Business, including HR / Finance / Sales / Marketing / Support Operations.

You will focus on sales opportunity generation programs and their execution, including email, call, LinkedIn messaging and video prospecting. Excellent collaboration and proactive participation with our Marketing, Sales and Customer Success teams is critical to success. You will be expected to understand the businesses in your territory and come up with a point of view as to why they need Workato. As well as contributing through achieving your goals, you will bring enthusiasm, expertise and creativity to our company.

• Set up qualified meetings for the Sales Team and help build pipeline and closed‑won revenue for the company.
• Work closely with the Demand Generation and Enterprise Sales Team on integrated campaigns and GTM efforts.
• Work closely with the Enterprise Sales Team to refine strategy for targeted territories/segments and accounts, including integrated campaigns, account mapping, and email personalization
• Conduct in-depth research to identify major projects going on at target accounts and identify the potential decision‑makers and key influencers that map to them
• Consult existing customers' lines of business, including HR, Finance, Sales and Marketing, to understand how they are currently using Workato and where they want to get to as a business through Enterprise Orchestration (plus)
• Achieve agreed‑upon sales targets and outcomes within schedule
• Continuously improve through engagement and feedback

Qualifications

• 1+ years of Sales Development experience required. Preferably within a high‑growth SaaS company
• Strong track record of success in meeting and exceeding goals
• Experience with handling discovery and qualification calls leveraging a sales methodology such as Force Management, Sandler Selling and/or MEDDPICC
• Experience with Account‑based selling and aligning closely with 2-4 Account Executives on strategic outbound, including named target accounts, account mapping, integrated campaigns, vertical and intent‑focused messaging
• Proficient knowledge and experience in business applications, especially Sales tools such as Outreach, Salesforce, Sales Navigator, Zoominfo, Leadiq, Orum and Demandbase
• Ability to “think outside of the box” and outbound leveraging multi‑thread techniques, CRM notes and video prospecting
• Strong business acumen with the ability to map and articulate business initiatives to technology
• Growth mindset; looking for an individual who enjoys building and who is looking to make an impact to the organization
• High energy, positive attitude with the ability to take initiative; strong work ethic, self‑directed and resourceful; Discipline to conduct and manage sales cycle process from initial contact through to initial qualification
• Strong customer orientation, dedication, and passion for delivering a great customer experience
• Strong collaboration skills; ability to adapt to a dynamic start‑up environment with a passion for making an impact
• Excellent written and oral communication skills in English; ability to convey information clearly and analyze customer requirements as needed to help customers make buying decisions