Staff Domain Expert, AI in GTM

Workato · California, United States · 4 days ago

EngineeringFull-time

Serve as the domain expertise and product management engine for Workato's GTM AI agents and apps.
Translate deep knowledge of revenue operations, sales, and marketing workflows into production-grade AI agents and apps that drive measurable customer outcomes.
Lead the discovery and capture of GTM-domain AI agent and app concepts through customer engagement, field collaboration, and internal research.
Build a library of high-value AI use cases across Sales, RevOps, and Marketing functions.
Author PRDs for GTM AI agents and apps, shepherding concepts from initial capture through design partner validation to production deployment.
Run targeted AI workshops with top GTM accounts, facilitating hands-on sessions that accelerate AI agent adoption and produce referenceable, production-grade customer outcomes.
Possess strong collaboration with Workato's internal teams to bring learnings from customer engagements back to the business, ensuring Workato itself is the leading example of what AI transformation looks like in practice.
Collaborate with Sales and Customer Success to position and land GTM AI use cases in the enterprise, supporting pipeline generation and expansion.
Develop GTM-specific AI thought leadership, POV, and customer stories that demonstrate Workato's impact across the revenue org.
Work with Field Readiness to build messaging and enablement for selling GTM AI agents to Sales, RevOps, and Marketing personas.

7+ years in a customer-facing or domain specialist role with a GTM focus (e.g., RevOps, Sales Operations, Marketing Operations, or solutions consulting for GTM technology).
Deep understanding of GTM technology, workflows, and personas (CRO, VP RevOps, VP Sales, Marketing Ops, SDR/AE teams) across multiple industries.
Experience scoping and delivering automation or AI solutions in GTM environments; familiarity with tools such as Salesforce, HubSpot, Gong, Outreach, Marketo, 6sense, Clay, or similar.
Experience with AI tools, large language models, or agentic workflow platforms; hands-on experience with Workato (AI agents, automation recipes, integration platforms) is a strong plus.
Ability to translate business problems into structured product requirements (PRD authorship or equivalent).
Proven track record influencing revenue — through quota-carrying roles, pipeline generation, or expansion in a customer-facing capacity.
Located in North America with flexibility to travel.

Experience in a customer-facing or domain specialist role with a GTM focus.
Deep understanding of GTM technology, workflows, and personas across multiple industries.
Experience scoping and delivering automation or AI solutions in GTM environments.
Familiarity with relevant tools and platforms.
Hands-on experience with AI tools and platforms.
Experience with Workato (AI agents, automation recipes, integration platforms).
Ability to translate business problems into structured product requirements.
Track record influencing revenue in a customer-facing capacity.

Ownership mindset — operates end-to-end from concept capture to production deployment with no handoff gaps.
Velocity over consensus — iterates fast, finds the gaps, and acts on the growth edge rather than waiting for everyone to align.
Customer-first — every use case starts and ends with a real customer problem; outcomes over optics.
Comfortable building in ambiguity — creates new playbooks rather than fitting into established ones.
Communicates credibly with senior buyers — can engage CROs, VPs of RevOps, and GTM leaders as a peer and hold the room.
10X thinker — identifies bets that 10x customer value, not incremental improvements.

Fosters a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles.
Driven by innovation and looking for team players who want to actively build our company.
Offers a vibrant and dynamic work environment along with a multitude of benefits.

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