Strategic Account Manager

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 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. If this sounds right up your alley, please submit an application. We look forward to getting to know you! 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 Workato is looking for highly motivated, results‑driven individuals to join our expanding sales team. As an Account Manager, you'll manage customer relationships from prospecting and qualification to close and post‑sales growth. Typical sales cycles may involve POCs, multiple stakeholders, strategic pricing negotiations, and selling to executives and CXOs. As Workato’s AM team is in its early stages, this is an opportunity for a candidate who wants to get in on the ground floor of a rapidly growing company. We provide an entrepreneurial start‑up environment where you can collaborate with your peers and management to identify best practices and impact our long‑term sales playbook as our team continues to grow. In this role, you will also be responsible to: Manage a target book of current customers and executive relationships, driving additional awareness of our product within enterprises (typically 2,500+ employees), and pursuing product upsell and increased consumption. Spend time in person with customers to conduct workshops, product education, and use case identification. Meet and exceed annual & quarterly sales targets and key account management daily and monthly activities, including QBRs, LOB, user outreaches, and driving customers to events. Maintain accurate pipeline management with expert‑level forecasting. Understand the product inside out, be technically sound. Understand customer needs and requirements. Be a company builder. Share best practices back into the organization. Requirements Qualifications / Experience / Technical Skills 6-10 years experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus Experienced in leading complex and commercially significant sales to IT and business leaders such as Finance, Operations and more Successful in selling software or technology solutions, ideally in the integration, middleware, automation or enterprise software space Experience in selling to both technical and business/executive stakeholders Prior AE or Account Manager experience in the SaaS or iPaaS space. Experience developing, handling, and owning relationships with customers Proven track record of consistently meeting or exceeding quota Experience handling and owning relationships with mid‑market companies, including C‑suite. Soft Skills / Personal Characteristics You’re a sales person. You enjoy being in an evolving fast growing environment and you don’t like to sit back enjoying the comfort of a large corporate. You’ll have to be comfortable with the natural ambiguity that comes in a startup environment and not reliant on corporate safety nets. Natural curiosity to learn. While you will you will have product and field readiness enablement, you are comfortable being someone to learn product on your own "outside the classroom", learn customer stories on your own "outside the classroom," learn business outcomes of our customers on your own "outside the classroom." An enthusiastic team player who’s comfortable working in a fast‑paced and evolving environment. #J-18808-Ljbffr