Commercial Account Executive

Workato; Oregon; Hybrid; USD 70,000 - 120,000; Full time

Job summary

Workato, Inc. is seeking an Account Executive to join our Commercial sales team in the United States (Oregon).

You will drive new logo acquisition through inbound and outbound efforts, manage customer relationships from discovery to close, and navigate multi-stakeholder deals. The role involves pipeline development, opportunity management using MEDDPICC, end-to-end deal leadership, market insight, and accurate CRM forecasting within Salesforce.

Qualifications

• 3+ years of sales experience in B2B SaaS or technology field.
• Proven track record in new customer acquisition and/or account expansion.
• Experience with inbound & outbound sales and complex deal cycles.

Responsibilities

• Pipeline Generation: generate qualified opportunities with marketing, solutions consultants, and partners.
• Opportunity Management: qualify and manage opportunities to close using Workato Selling System/MEDDPICC.
• Deal Management: lead end-to-end sales process from contact to close with stakeholders.
• Market Research: stay updated on industry trends, competitor activity, and customer needs.
• CRM Management: track activities and forecast in Salesforce.

Skills

Strong discovery & qualification

Communication & negotiation

Analytical mindset

Job description

About Workato

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.

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

We are seeking a highly motivated and results-driven Account Executive to join our growing Commercial 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 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.

Requirements

Qualifications / Experience / Technical Skills

• Experience: 3+ 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.

(REQ ID: 2988)