Senior Solutions Architect

Senior Solutions Architect

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

We're seeking an outstanding Senior Solutions Architect (Pre-Sales) based in the Central or Eastern United States to join our North America Enterprise team. Reporting to Solutions Architecture leadership, this key role will champion Workato's enterprise platform, guiding Fortune 500 customers through complex evaluation cycles toward their business transformation goals.

As a Senior Solutions Architect, you'll actively lead the solutioning and technical evaluation stages of the enterprise sales process, working closely within account teams. You will be instrumental in helping customers understand how Workato's platform; including its AI-powered orchestration, agentic automation, and Enterprise MCP capabilities; can transform their operations. Success in this role requires a strong ability to translate complex technical concepts into business value for both technical and executive audiences.

Additionally, you'll help shape our product's future by channeling market insights back to the Product Management team. The ideal candidate is a high-achiever who builds and sustains strong relationships throughout the sales cycle, and who is passionate about understanding customer needs and showcasing how Workato's platform can drive enterprise-wide automation, integration, and AI-powered orchestration outcomes.

In this role, you will also be responsible to:

• Serve as the customer's most trusted technical advisor by mapping Workato's value propositions and platform capabilities; including AI orchestration, agentic automation, and Enterprise MCP; to their enterprise business objectives across IT, HR, Finance, RevOps, and other functional areas.

• Own and lead the technical discovery, solution design, and validation phases of the enterprise sales cycle using a consultative approach.

• Partner with Account Executives, Customer Success, Professional Services, and other cross-functional teams to evangelize the Workato platform and drive the technical sales stages to completion.

• Articulate and educate prospects on business, technical, and architectural concepts, including agentic AI use cases, MCP-based connectivity, and AI operationalization; to a variety of audiences including CIOs, Enterprise Architects, IT leaders, line-of-business stakeholders, and developers.

• Sell the value of the Workato platform using multiple formats and channels, including in-person and remote product demonstrations tailored to enterprise use cases.

• Create and deliver custom product demonstrations that showcase end-to-end enterprise automation scenarios spanning multiple applications, data sources, and business processes, with emphasis on AI-powered and agentic workflows where relevant.

• Perform business and technical discovery with enterprise prospects and architect proposed solutions using the Workato platform, including integration patterns, automation workflows, and AI-powered orchestration.

• Successfully manage and execute technical workshops and in-depth proof of concepts (POCs), on-site or remotely.

• Work with new customers to achieve First Value on the platform and ensure a smooth handoff to post-sales teams.

• Respond to functional and technical elements of RFIs/RFPs.

• Help collect field feedback, synthesize and analyze trends, and channel insights to Product Management and Engineering for product roadmap enhancements.

• Represent the Workato platform at field events such as conferences, seminars, user groups, and partner events.

• Support Marketing and Event functions by evangelizing the Workato solution, including writing blogs, participating in demo-driven webinars, and speaking at industry events.

Requirements

Qualifications / Experience / Technical Skills

• BA/BS or equivalent education; Computer Science degree is a plus.

• 5–7 years of pre-sales or solutions architecture experience in a SaaS organization required.

• Hands-on experience with iPaaS, enterprise integration, or automation technologies is a must-have.

• Demonstrable experience working with Enterprise and Fortune 1000 customers across complex, multi-stakeholder sales cycles.

• Hands-on experience with automation technologies, middleware, integration architecture patterns, web services, enterprise messaging patterns, APIs, SOA, ESB, BPM, and databases.

• Hands-on experience with cloud technologies – iPaaS, SaaS applications, cloud infrastructure (AWS, GCP, Azure).

• Strong understanding of enterprise application ecosystems including ERP (e.g., SAP, NetSuite, Oracle), CRM (e.g., Salesforce), HCM (e.g., Workday, SAP SuccessFactors), ITSM (e.g., ServiceNow), and collaboration platforms.

• Familiarity with AI and agentic automation concepts, including prompt engineering, RAG, vector databases, chain-of-thought reasoning, MCP (Model Context Protocol), AI agents, and other techniques used to improve results and performance of Gen-AI use cases.

• Familiarity with object-oriented programming and scripting.

• Understanding of web technologies such as JSON, XML, and GraphQL.

• Experience mapping technical solutions to business outcomes across departments (IT, Finance, HR, RevOps, Security & Compliance).

Soft Skills / Personal Characteristics

• Passionate about ensuring customer success and driving business transformation.

• Adaptable and positive; eager to learn new concepts and technologies — particularly in the rapidly evolving AI and agentic automation space — and solve complex enterprise problems.

• Excellent interpersonal and presentation skills; able to clearly convey complex ideas to diverse audiences from developers to C-level executives and collaborate effectively across functions.

• Strong leadership abilities; comfortable leading architectural discussions and presenting to technical and business audiences at all levels, including executive briefings.

• Results-oriented and self-motivated with a track record of exceeding targets.

• Ability to manage multiple concurrent enterprise evaluations and prioritize effectively.

The pay for this role may range from $155,000 to $190,000, plus variable compensation, benefits, perks, and equity.