Regional Vice President, Enterprise Sales

Regional Vice President, Enterprise Sales

Palo Alto, California

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.

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 seeking a strategic and execution-focused Regional Vice President, Enterprise Sales – AMER West to lead and scale our Enterprise business across the Americas. This leader will be responsible for driving revenue growth, maturing our enterprise go-to-market motion, and building a world-class team of Account Executives. As a category leader in enterprise orchestration and automation, Workato is transforming how organizations integrate applications, data, and processes. This role is a unique opportunity to shape how we engage the largest, most complex customers—helping them unlock speed, efficiency, and innovation through our platform. You'll inherit a strong, growing team and play a pivotal role in elevating performance, refining our enterprise sales playbook, and expanding our footprint across AMER. In this role, you will also be responsible to:

• Lead, coach, and scale a high-performing team of Enterprise Account Executives across AMER

• Own regional revenue targets and drive consistent execution across pipeline generation, deal progression, and close

• Establish a rigorous operating cadence around forecasting, pipeline inspection, and performance management

• Optimize territory design and ensure effective distribution of inbound and outbound opportunities

• Hire, develop, and retain top enterprise sales talent while building a strong leadership bench

• Evolve Workato's enterprise sales motion—driving consistency in deal strategy, value selling, and executive engagement

• Coach teams through complex, multi-threaded enterprise deals, including POCs, business case development, and CXO-level negotiations

• Partner cross-functionally with Marketing, Customer Success, Partnerships, and Product to align on account strategy and regional priorities

• Leverage data and insights to define KPIs, improve forecasting accuracy, and continuously optimize performance

• Champion a culture of accountability, collaboration, and continuous learning aligned with Workato's values

Requirements

Qualifications / Experience / Technical Skills

• 5–8+ years of experience leading Enterprise Sales teams in SaaS, iPaaS, or enterprise software

• Proven track record of exceeding regional revenue targets and scaling high-performing teams

• Experience leading managers or second-line leaders is strongly preferred

• Deep expertise in complex enterprise sales cycles, including multi-stakeholder deals and executive-level selling

Soft Skills / Personal Characteristics

• Strong operator with disciplined forecasting, pipeline management, and data-driven decision-making

• Passionate about coaching and developing talent, with a history of building durable, high-performing teams

• Collaborative, low-ego leader who thrives in a fast-paced, cross-functional environment

• Entrepreneurial mindset with a desire to build and refine playbooks in a high-growth company

For California applicants, the base pay for this role may range between $200,000 - $230,000 plus variable, benefits, perks, and equity.