Inbound Account Executive

Socket.dev; Palo Alto (CA); On-site; USD 90,000 - 140,000; Full time

Job summary

Workato, a leading enterprise automation platform, is seeking an exceptional Account Executive in Palo Alto to drive new logo acquisition through inbound and outbound efforts, leveraging MEDDPICC and a consultative selling approach.

You will manage relationships from discovery to close, coordinating with marketing, solutions consultants, partners, and executives, while maintaining accurate forecasts in Salesforce. This is a fast-paced, collaborative role in a growing team.

Qualifications

• 3+ years of B2B SaaS sales experience.
• Proven track record in acquiring new customers and expanding accounts.
• Experience with MEDDPICC a plus.
• Excellent communication and presentation abilities.

Responsibilities

• Generate pipeline through inbound and outbound efforts with marketing, partners, and leadership.
• Qualify and manage opportunities using the Workato Selling System and MEDDPICC.
• Lead end-to-end sales process from discovery to close with executive stakeholders.
• Stay up-to-date on industry trends to refine messaging and positioning.
• Maintain accurate forecasting and reporting in Salesforce.

Skills

Sales experience

B2B sales

SaaS sales

Discovery & qualification

Negotiation

Presentation skills

CRM proficiency

Forecasting

Tools

Salesforce

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

We are looking for an exceptional Account Executive to join our growing 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. 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

• 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: 2930)