Account Manager

Workato, Inc.; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

Workato, Inc. is seeking an Account Manager to lead customer relationships from prospecting to close and growth. You’ll work with executives to advance strategic deals, conduct product workshops, and drive upsell across enterprise accounts in a dynamic startup-like environment.

You will be responsible for managing a growing book of business, meeting quarterly targets, and advocating for customers while collaborating with product and marketing teams to optimize outcomes.

Qualifications

• 3-6 years of experience in a full cycle, closing role with preference for account expansion
• Experience selling to IT and business leaders (Finance, Operations, etc.)
• Proven track record of selling software/tech solutions, ideally in integration or enterprise software
• Experience selling to both technical and business/executive stakeholders
• Prior AE or Account Manager experience in the SaaS or iPaaS space
• Ability to build and own customer relationships and drive growth

Responsibilities

• Manage a target book of current customers and executive relationships, driving product awareness and upsell
• Conduct workshops with customers to educate on product use cases
• Meet and exceed annual and quarterly sales targets and manage daily/monthly activity (QBRs, user outreach, events)
• Maintain accurate pipeline management and expert-level forecasting
• Develop deep product knowledge to address customer needs and requirements
• Be a company builder and share best practices across the organization
• Travel to visit customers as needed to advance deals and relationships

Skills

Full cycle sales

Account management

SaaS / iPaaS sales

Executive stakeholder selling

Quota attainment

Job description

About Workato

Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.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.

Also, feel free to check out why:

• 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

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)