Director, Field Marketing & Executive Engagement

THE ROLE

Workato is seeking a high-performing Director, Field Marketing & Executive Engagement to design, run, and evolve how we engage customers, prospects, CIOs, and technology leaders in the field. Reporting to the Chief Technology Officer and based in our San Francisco headquarters, this is a deeply hands‑on role. We are not looking for a manager of managers focused on planning cycles and organizational structure. We are looking for someone who stays close to the work, executes programs personally, makes fast calls, and uses AI aggressively in their own day‑to‑day. You will own field marketing programs and CIO engagement directly — designing them, running them, measuring them, and iterating quickly. Success requires running pilots, learning fast, and scaling what works. You will develop your team while staying actively involved in program design, CIO engagement, event strategy, and execution. The measure of this role is pipeline created, deals advanced, and executive relationships built before a buy cycle begins.

IN THIS ROLE, YOU WILL

Field Marketing Run field marketing programs across segments and strategic accounts — dinners, workshops, executive briefings, and pipeline‑building events. Partner closely with Sales to align every program against territory plans, account priorities, and active deal stages. Design and execute programs that move deals forward by surfacing real qualification evidence from customer conversations. Establish performance metrics that demonstrate contribution to pipeline and revenue — not just event counts or attendance. Ensure programs across geographies operate as a unified, Sales‑aligned go‑to‑market motion. Executive Engagement Build and run CIO engagement programs that establish Workato as a strategic partner for enterprise AI governance — before deals exist. Operate and evolve the San Francisco Executive Briefing Center (EBC) program, ensuring world‑class experiences for strategic customers, prospects, and partners. Run executive dinners, roundtables, customer advisory sessions, and private workshops with senior technology leaders. Partner with Workato executives to create meaningful engagement opportunities with CIOs and heads of enterprise architecture. Measure executive engagement effectiveness through pipeline influence, deal advancement, and executive relationship depth. Community & Customer Advocacy Build programs that strengthen customer relationships, increase platform advocacy, and cultivate champions. Partner with Customer Success and Product to amplify customer stories and best practices. Create opportunities for customers and community members to connect, learn, and share experiences. Events & Experiences Lead Workato's portfolio of field events, executive gatherings, and strategic engagements in key metros. Deliver experiences that reflect the quality and ambition of the Workato brand. Evaluate and optimize event investments based on business impact and deal outcomes. Team Leadership & Operations Develop and inspire a lean, high‑performing team while staying actively involved in execution. Establish clear operating rhythms, performance metrics, and program cadences. Manage budgets, agencies, and vendors to maximize impact and efficiency.

CORE REQUIREMENTS

8+ years of experience in B2B enterprise software, AI, platform, infrastructure, cloud, data, automation, or related technology markets. Proven track record designing and running field marketing programs — CIO dinners, executive workshops, pipeline events — personally, not through layers. Demonstrated success partnering tightly with enterprise Sales teams; programs measured against pipeline and revenue outcomes, not activity. Hands‑on experience engaging directly with CIOs, technology executives, and senior business leaders. Operated successfully in high‑growth, fast‑moving environments where execution speed matters. Active, daily use of AI tools in their own workflows — delivers measurable AI results, not just familiarity. Exceptional communication skills and executive presence — credible in rooms with developers and C‑suite leaders alike. Experience building and coaching high‑performing teams without losing personal instincts for what works in the field.

PREFERRED EXPERIENCE

Experience building and scaling EBC programs, customer advisory boards, or CIO communities. Familiarity with AI, automation, orchestration, integration, or adjacent enterprise technology categories. Experience managing agencies, vendors, and field program budgets. MBA or advanced degree.

LOCATION & TRAVEL

This role is based in San Francisco, California with regular in‑office presence to support collaboration with executive leadership, Sales, and cross‑functional teams. Travel is expected to support customer engagements, executive programs, and key metro events. Why This Role Matters As organizations increasingly rely on AI, automation, and orchestration to drive transformation, field marketing is where Workato's enterprise story gets told — in rooms with the CIOs who will make the decision. As Director, Field Marketing & Executive Engagement, you will design and run the programs that build those relationships, advance deals, and define what Workato's market presence looks like at the executive level. #J-18808-Ljbffr Workato