Senior Account Executive

Workato; Milano; Ibrido; EUR 60.000 - 80.000; Tempo pieno

Descrizione del lavoro

A leading cloud technology company is seeking an Account Executive to drive new logo acquisition in Southern Europe. The ideal candidate should have over 5 years of B2B sales experience with a strong track record in customer acquisition. Responsibilities include managing the sales pipeline, conducting market research, and leading negotiations. Fluency in Italian and Spanish is essential for working with clients and partners in the region. This role offers an innovative environment with a strong focus on teamwork and individual growth.

Servizi

Flexible, trust-oriented culture

Dynamic work environment

Multiple employee benefits

Competenze

• 5+ years of sales experience with a focus on B2B.
• Proven track record in new customer acquisition.
• Experience in SaaS or technology-related sales preferred.

Mansioni

• Manage customer relationships from discovery to close.
• Generate qualified opportunities through collaboration.
• Lead the end-to-end sales process.
• Conduct market research to refine messaging.
• Track activities and progress in Salesforce.

Conoscenze

B2B sales experience

Customer acquisition

Negotiation skills

Analytical mindset

Fluency in Italian

Fluency in Spanish

Descrizione del lavoro

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

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. 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.

Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world. Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America. Quartz ranked us the #1 best company for remote workers.

Responsibilities

We are seeking a highly motivated and results-driven Account Executive to join our growing sales team. This team will play a pivotal role in driving new logo acquisition through inbound & outbound efforts. In this role, you will manage customer relationships from discovery & qualification to close. Typical sales cycles may involve POCs, multiple stakeholders, strategic pricing negotiations, and selling to executives and CXOs.

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

You will also be responsible to:

• Pipeline Generation: Work closely with marketing, solutions consultants, partners, peers and leadership to generate qualified opportunities and build and maintain healthy ongoing pipeline coverage.
• Opportunity Management: Leverage Workato Selling System and MEDDPICC to effectively qualify and manage opportunities to close.
• Deal Management: Lead the end-to-end sales process, from initial contact through negotiation and close, ensuring a smooth and successful customer conversion.
• Market Research: Stay up to date on industry trends, competitor activity, and customer needs to refine sales messaging and positioning.
• CRM Management: Track all activities, opportunities, and progress within salesforce, ensuring accurate forecasting and reporting.

Performance Metrics

Meet and exceed monthly, quarterly, and annual sales targets for both new customer acquisition and account expansion.

Maintain a healthy pipeline and track progress toward revenue goals.

Maximize conversion rate of inbound leads to close.

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

Qualifications / Experience / Technical Skills

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

Soft Skills / Personal Characteristics

Strong discovery and qualification skills.

Exceptional communication, negotiation, and presentation skills.

Ability to build rapport and trust quickly with both potential customers and internal stakeholders.

Analytical mindset with the ability to leverage data to inform decisions and improve performance.

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

Workato fosters an environment where diversity is celebrated and employees feel a sense of community and belonging. Our ability to win together as a team and to better each other is strengthened through our global perspectives, cultures, and identities. Your responses will not be associated with your specific application, will not be shared with the hiring team, and will not in any way be used in the hiring decision.