Senior Embedded Account Executive

Workato, Inc.; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

Workato, the leading Control and Execution Platform for Enterprise AI, is seeking a Senior Embedded Account Executive in the United States. You will manage the entire sales process from prospecting to close, build a qualified pipeline, and close multi‑year deals with OEM partners, translating technical value into strategic business outcomes.

The role requires 7+ years in full‑cycle sales, a track record of meeting quotas, and a collaborative, fast‑paced approach.

Qualifications

• 7+ years in full-cycle sales roles.
• Experience handling OEM partnerships.
• Proven ability to meet or exceed quotas.

Responsibilities

• Manage the entire sales process from prospecting to close.
• Meet and exceed annual and quarterly sales targets.
• Generate qualified pipeline through multiple channels including AE outbound, SDR collaboration, Events and Partners.
• Maintain accurate pipeline management with expert-level forecasting.
• Understand the product inside out, be technically sound.
• Understand customer needs and requirement.
• Be a company builder.
• Share best practices back into the organization.

Skills

Full cycle sales

Account management

OEM partnerships

Quota attainment

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 looking for an exceptional Senior Embedded Account Executive to join our growing team. In this role, you will also be responsible to:

• Manage the entire sales process from prospecting to close
• Meet and exceed annual and quarterly sales targets
• Generate qualified pipeline through multiple channels including AE outbound, SDR collaboration, Events and Partners
• Maintain accurate pipeline management with expert-level forecasting
• Understand the product inside out, be technically sound
• Understand customer needs and requirement
• Be a company builder
• Share best practices back into the organization

Requirements

Qualifications / Experience / Technical Skills

• 7+ years of experience in a full cycle, closing role
• Hunting and Account Management Experience handling and owning relationships with OEM partners
• Proven track record of consistently meeting or exceeding quota

Soft Skills / Personal Characteristics

• 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.

(REQ ID: 2986)