Director, Business Development - AI Partnerships jobs in United States
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Workato · 1 day ago

Director, Business Development - AI Partnerships

positionSan Francisco, California
timeFull-time
remoteOnsite
seniorityDirector/Executive
date10+ years exp

Workato is a leader in enterprise orchestration, helping businesses streamline operations through its AI-powered platform. The Director of Business Development will focus on building and scaling relationships with top AI technology partners, driving integration opportunities, and leading joint go-to-market initiatives.

Cloud ComputingData IntegrationMarketing AutomationSaaSSales Automation
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H1B Sponsor Likelynote

Responsibilities

Partner Strategy & Relationship Building: Identify, engage, and nurture relationships with a small number of the world’s top businesses. Build executive-level connections and maintain ongoing strategic alignment
Integration & GTM Opportunities: Surface and evaluate opportunities for deep technical integrations and joint GTM motions that drive mutual value
Deal Structuring & Execution: Lead the structuring, negotiation, and closure of complex partnership agreements, ensuring alignment with Workato’s business objectives
Joint Customer Opportunities: Proactively identify and route joint customer opportunities to the sales organization, collaborating closely to maximize impact
Executive Engagement: Represent Workato in partner executive forums, industry events, and joint customer engagements

Qualification

Business developmentAI ecosystem knowledgePartnership agreementsEnterprise SaaS experienceCloud platforms knowledgeExecutive presenceCommunicationNegotiation skillsProject management

Required

10+ years in business development, alliances, or partnerships within enterprise SaaS, with a focus on AI, cloud, or developer platforms
Demonstrated success structuring and closing complex technology partnerships
Deep understanding of the AI ecosystem and developer tools landscape
Bachelor's degree required

Preferred

MBA or advanced degree preferred
Excellent communication, negotiation, and project management skills
Strong executive presence and ability to influence at all levels

Company

Workato

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Workato is an automation and orchestration platform designed to connect applications, data sources, and workflows across an organization.
dateFounded in 2013
location
Mountain View, California, USA
people-size501-1000 employees
web-link
http://www.workato.com

H1B Sponsorship

Workato has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (10)
2024 (2)
2023 (7)
2022 (12)
2021 (6)
2020 (6)

Funding

Current Stage
Late Stage
Total Funding
$415M
Key Investors
Digital Industry SingaporeBattery VenturesRedpoint
2025-11-07Grant
2021-11-10Series E· $200M
2021-01-12Series D· $110M

Leadership Team

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Vijay Tella
Co-founder and CEO
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Adam Seligman
Chief Technology Officer and GM
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Recent News

PRLog
TGH Announces Official Partnership with Workato to Deliver Enterprise-Scale Automation
2026-01-03
solutionsreview.com
Workato Nabs $70M Series C Funding, Updates Automated Integration Platform
2025-12-29
Norwest
Norwest - Portfolio
2025-12-29
Company data provided by crunchbase