Regional Vice President, Enterprise Sales

Responsibilities

• Drive revenue growth and maturing the enterprise go-to-market motion
• Build a world-class team of Account Executives
• Own regional revenue targets and drive consistent execution across pipeline generation, deal progression, and close
• Optimize territory design and ensure effective distribution of inbound and outbound opportunities
• Hire, develop, and retain top enterprise sales talent while building a strong leadership bench
• Evolve Workato’s enterprise sales motion—driving consistency in deal strategy, value selling, and executive engagement
• Coach teams through complex, multi-threaded enterprise deals, including POCs, business case development, and CXO-level negotiations
• Partner cross-functionally with Marketing, Customer Success, Partnerships, and Product to align on account strategy and regional priorities
• Leverage data and insights to define KPIs, improve forecasting accuracy, and continuously optimize performance
• Champion a culture of accountability, collaboration, and continuous learning aligned with Workato’s values

Requirements

• 5–8+ years of experience leading Enterprise Sales teams in SaaS, iPaaS, or enterprise software
• Proven track record of exceeding regional revenue targets and scaling high-performing teams
• Experience leading managers or second-line leaders is strongly preferred
• Deep expertise in complex enterprise sales cycles, including multi-stakeholder deals and executive-level selling
• Strong operator with disciplined forecasting, pipeline management, and data-driven decision-making
• Passionate about coaching and developing talent, with a history of building durable, high-performing teams
• Collaborative, low-ego leader who thrives in a fast-paced, cross-functional environment
• Entrepreneurial mindset with a desire to build and refine playbooks in a high-growth company