Commercial Account Executive

Workato; Palo Alto (CA); On-site; USD 80,000 - 120,000; Full time

Job summary

Workato is seeking a highly motivated Account Executive to join our commercial sales team in Palo Alto, California. This role involves driving new customer acquisition and managing customer relationships from discovery to close.

With responsibilities including pipeline generation, deal management, and market research, the ideal candidate will have 3+ years of B2B sales experience, particularly in a SaaS or technology environment. Strong communication skills and experience with Salesforce are essential.

Qualifications

• 3+ years of sales experience, preferably in SaaS or technology.
• Strong discovery and qualification skills.
• Exceptional communication and presentation skills.

Responsibilities

• Generate qualified opportunities and maintain pipeline.
• Manage the end-to-end sales process from contact to close.
• Track activities and opportunities within Salesforce.
• Stay updated on industry trends and customer needs.

Skills

B2B sales

Customer acquisition

Negotiation skills

Communication skills

Analytical mindset

Tools

Salesforce

Job description

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:

New Logo Acquisition:

• 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.

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: 2751)