Commercial Account Executive

Workato, Inc.; San Francisco (CA); On-site; USD 120,000 - 180,000; Full time

Job summary

Workato, Inc. in San Francisco is seeking an Account Executive to drive new logo acquisition on the Commercial sales team.

You will manage end-to-end deals from discovery to close, partnering with marketing, solutions consultants, and leaders to build pipeline and close strategic SaaS deals. This role emphasizes MEDDPICC qualification, stakeholder engagement, and data-driven messaging; you will maintain accurate Salesforce records and forecast opportunities while delivering exceptional customer

Qualifications

• 3+ years of sales experience in B2B SaaS or technology.
• Proven track record in new logo acquisition and account expansion.

Responsibilities

• Pipeline Generation: generate qualified opportunities with marketing and partners.
• Opportunity Management: qualify and manage opportunities using MEDDPICC.
• Deal Management: lead end-to-end sales process from contact to close.
• Market Research: stay updated on industry trends and competitive activity.
• CRM Management: maintain activities and forecast in Salesforce.

Skills

B2B sales

SaaS sales

Account management

Negotiation

Presentation skills

Tools

Salesforce

Job description

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 they can enjoy inside and outside of their work lives.# **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)**If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:A \"disabled veteran\" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.A \"recently separated veteran\" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.An \"active duty wartime or campaign badge veteran\" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.An \"Armed forces service medal veteran\" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.