Account Manager

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?

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 look for team players who want to actively build our company. We offer a vibrant and dynamic work environment along with benefits that support both professional growth and personal well-being.

• 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

• Manage customer relationships from prospecting and qualification to close and post-sales growth, including POCs, stakeholder engagement, and strategic pricing negotiations
• Drive product upsell and increased consumption within a target book of current customers (typically 500–1500 employees)
• Conduct in-person customer workshops and product education sessions to identify use cases
• Meet and exceed annual and quarterly sales targets through key account management activities (QBRs, LOB outreach, event participation, etc.)
• Maintain accurate pipeline management with expert-level forecasting
• Develop deep product and technical expertise to understand and address customer needs
• Act as a company builder by sharing best practices and contributing to the long-term sales playbook

Requirements

Qualifications / Experience / Technical Skills

• 3–6 years of experience in a full-cycle closing role, preferably with an account management or customer expansion focus
• Proven success selling software or technology solutions, ideally in integration, middleware, automation, or enterprise software
• Experience selling to both technical and business/executive stakeholders (e.g., Finance, Operations, C-suite)
• Prior AE or Account Manager experience in SaaS or iPaaS
• Track record of consistently meeting or exceeding quota
• Experience developing and owning relationships with mid-market companies

Soft Skills / Personal Characteristics

• Strong sales instincts and comfort with the ambiguity of a startup environment
• Natural curiosity and self-driven learner—comfortable mastering product, customer stories, and business outcomes independently
• Enthusiastic team player who thrives in fast-paced, evolving environments
• Desire to build something new and impactful rather than follow an established playbook
• Willingness to travel for customer visits and conduct outbound prospecting