Workato
divh2Account Manager/h2pWorkato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility./ppTrusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in todays fast-changing world./ppWorkato 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. Thats 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!/ppWorkato is looking for highly motivated, results-driven individuals to join our expanding sales team. As an Account Manager, youll 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./ppAs Workatos 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./ph3Responsibilities/h3ulliManage a target book of current customers and corresponding exec relationships, of which you will be responsible for driving additional awareness of our product within an enterprise, traditionally for companies with 500 - 1500 employees, drive product upsell and more consumption of our product./liliSpending time in person with customers to do workshops. Product education and identification of use cases/liliMeet and exceed annual
quarterly sales targets and key account management daily and monthly activities, including QBRs, LOB, user outreaches, driving customers to events, etc./liliMaintain accurate pipeline management with expert-level forecasting/liliUnderstand the product inside out, be technically sound/liliUnderstand customer needs and requirements/liliBe a company builder/liliShare best practices back into the organization/li/ulh3Requirements/h3h3Qualifications / Experience / Technical Skills/h3ulli3-6 years of experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus/liliExperienced in leading complex and commercially significant sales to IT and business leaders such as Finance, Operations and more/liliSuccessful in selling software or technology solutions, ideally in the integration, middleware, automation or enterprise software space/liliExperience in selling to both technical and business/executive stakeholders/liliPrior AE or Account Manager experience in the SaaS or iPaaS space./liliExperience developing, handling, and owning relationships with customers/liliProven track record of consistently meeting or exceeding quota/liliExperience handling and owning relationships with mid-market companies, including C-suite./li/ulh3Soft Skills / Personal Characteristics/h3ulliFirst and foremost, youre a salesperson. You enjoy working in an evolving, fast-growing environment, and you dont like sitting back in the comfort of a large corporation./liliYoull have to be comfortable with the natural ambiguity of a startup environment and not rely on corporate safety nets./liliNatural curiosity to learn. While you will have product and field-readiness enablement, you are comfortable being someone who learns product on your own outside the classroom, learns customer stories on your own outside the classroom, and learns about the business outcomes of our customers on your own outside the classroom./liliAn enthusiastic team player whos comfortable working in a fast-paced and evolving environment./liliA desire to build something new that can change the world versus fitting neatly into a large company with an established static playbook./liliComfortable traveling to visit customers/liliNot afraid to do outbound prospecting/li/ulpFor New York applicants, the base pay for this role may range between $100,000 - $120,000 plus variable, benefits, perks, and equity./ppAbout Workato: Workato is an award-winning cloud automation and integration platform with enterprise-grade capabilities and no coding required. Our investors include Battery Ventures as the top three SaaS companies - Salesforce, Workday, and ServiceNow. Named an Enterprise iPaaS Leader by both Gartner and Forrester, Workato is the only company that provides a powerful yet dramatically simplified way to integrate cloud and on-premise applications./p/div
quarterly sales targets and key account management daily and monthly activities, including QBRs, LOB, user outreaches, driving customers to events, etc./liliMaintain accurate pipeline management with expert-level forecasting/liliUnderstand the product inside out, be technically sound/liliUnderstand customer needs and requirements/liliBe a company builder/liliShare best practices back into the organization/li/ulh3Requirements/h3h3Qualifications / Experience / Technical Skills/h3ulli3-6 years of experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus/liliExperienced in leading complex and commercially significant sales to IT and business leaders such as Finance, Operations and more/liliSuccessful in selling software or technology solutions, ideally in the integration, middleware, automation or enterprise software space/liliExperience in selling to both technical and business/executive stakeholders/liliPrior AE or Account Manager experience in the SaaS or iPaaS space./liliExperience developing, handling, and owning relationships with customers/liliProven track record of consistently meeting or exceeding quota/liliExperience handling and owning relationships with mid-market companies, including C-suite./li/ulh3Soft Skills / Personal Characteristics/h3ulliFirst and foremost, youre a salesperson. You enjoy working in an evolving, fast-growing environment, and you dont like sitting back in the comfort of a large corporation./liliYoull have to be comfortable with the natural ambiguity of a startup environment and not rely on corporate safety nets./liliNatural curiosity to learn. While you will have product and field-readiness enablement, you are comfortable being someone who learns product on your own outside the classroom, learns customer stories on your own outside the classroom, and learns about the business outcomes of our customers on your own outside the classroom./liliAn enthusiastic team player whos comfortable working in a fast-paced and evolving environment./liliA desire to build something new that can change the world versus fitting neatly into a large company with an established static playbook./liliComfortable traveling to visit customers/liliNot afraid to do outbound prospecting/li/ulpFor New York applicants, the base pay for this role may range between $100,000 - $120,000 plus variable, benefits, perks, and equity./ppAbout Workato: Workato is an award-winning cloud automation and integration platform with enterprise-grade capabilities and no coding required. Our investors include Battery Ventures as the top three SaaS companies - Salesforce, Workday, and ServiceNow. Named an Enterprise iPaaS Leader by both Gartner and Forrester, Workato is the only company that provides a powerful yet dramatically simplified way to integrate cloud and on-premise applications./p/div