VP, Specialist Sales

About Workato

Workato 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.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today's fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

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

• Incubating our Specialist Sales motion focused on AI & Agentic Orchestration in North America, also scaling our learnings across a global team supporting our EMEA and APAC business units.
• Develop and execute initiatives with cross-functional stakeholders in the wider Workato organization, including Demand Generation, Marketing, Solutions Consulting, Customer Success, Product, and Business Development.
• Scaling, hiring and optimizing the Specialist sales team across NORAM (north america) Geography.
• Shaping our sales methodology for landing AI & Agentic Orchestration at Workato's most strategic customers, and with key new prospective clients, alongside our NORAM Direct Sales organization.
• Coaching and empowering your team to proactively prospect, qualify, and build sales pipeline.
• Enabling your team to win business and to navigate complex organizations and negotiations. Provide senior deal support when needed to win as a team.
• Proactively recruiting talented sellers for your team based on Workato's hiring criteria.
• Onboarding and ramping new AI & Agentic Orchestration Specialists, accelerating their ability to be productive.
• Accurately forecasting and representing your business to the executive team.
• Evangelizing Workato's sales playbook and driving adoption and domain expertise within your team.
• Driving global synergy across regions on how Workato goes to market with our AI & Agentic Orchestration product lines. Dotted line responsibility for other regions. Direct responsibility in NORAM.

• 5+ years experience building and managing highly successful and talented software sales teams
• 10+ years experience of quota-carrying experience selling in a competitive market
• A track record of overachievement and hitting sales targets
• System to scale (specialized in high-calibre recruiting). Experienced at managing an outbound sales team in all areas of the sales cycle. Culture of accountability.
• Experience with selling into enterprise segment - $2BN+ revenue
• Experience with selling alongside GSI partners
• Experienced first line sales manager
• Experience in establishing sales playbooks, methodologies like MEDPPIC and Force Management
• Experience collaborating with Demand Generation, Marketing, Customer Success, Sales Consulting, and Partner teams to drive the sales motion
• Experience in running the 10s of million dollar book of business and growing at a hyper growth rate

• Have the ability to learn quickly and establish credibility. Great candidates are self-aware and have high emotional intelligence
• Passionate about growing your career in one of the largest markets in software (automation) and developing and maintaining an in-depth understanding of Workato's products.