Workato · 7 hours ago
Account Manager
Palo Alto, CA
Full-time
Onsite
Mid, Senior Level
$100K/yr - $120K/yr
3+ years expWorkato is a leader in enterprise orchestration, helping businesses streamline operations through its AI-powered platform. The Account Manager will manage customer relationships, driving product awareness and upsell opportunities while meeting sales targets and maintaining pipeline accuracy.
Cloud ComputingData IntegrationMarketing AutomationSaaSSales Automation
Responsibilities
Manage a target book of current customers and corresponding exec relationships, of which you will be responsible for driving additional awareness of our product within an enterprise, traditionally for companies with 500 - 1500 employees, drive product upsell and more consumption of our product
Spending time in person with customers to do workshops. Product education and identification of use cases
Meet and exceed annual & quarterly sales targets and key account management daily and monthly activities, including QBRs, LOB, user outreaches, driving customers to events, etc
Maintain accurate pipeline management with expert-level forecasting
Understand the product inside out, be technically sound
Understand customer needs and requirements
Be a company builder
Share best practices back into the organization
Qualification
Required
3-6 years of experience in a full cycle, closing role, with a preference for prior account management/customer expansion focus
Experienced in leading complex and commercially significant sales to IT and business leaders such as Finance, Operations and more
Successful in selling software or technology solutions, ideally in the integration, middleware, automation or enterprise software space
Experience in selling to both technical and business/executive stakeholders
Prior AE or Account Manager experience in the SaaS or iPaaS space
Experience developing, handling, and owning relationships with customers
Proven track record of consistently meeting or exceeding quota
Experience handling and owning relationships with mid-market companies, including C-suite
First and foremost, you're a salesperson. You enjoy working in an evolving, fast-growing environment, and you don't like sitting back in the comfort of a large corporation
You'll have to be comfortable with the natural ambiguity of a startup environment and not rely on corporate safety nets
Natural curiosity to learn. While you will have product and field-readiness enablement, you are comfortable being someone who learns product on your own 'outside the classroom,' learns customer stories on your own 'outside the classroom,' and learns about the business outcomes of our customers on your own 'outside the classroom'
An enthusiastic team player who's comfortable working in a fast-paced and evolving environment
A desire to build something new that can change the world versus fitting neatly into a large company with an established static playbook
Comfortable traveling to visit customers
Not afraid to do outbound prospecting
Benefits
Benefits
Perks
Equity
Company
Workato
Workato is an automation and orchestration platform designed to connect applications, data sources, and workflows across an organization.
501-1000 employees
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 StageTotal Funding
$415MKey Investors
Digital Industry SingaporeBattery VenturesRedpoint
2025-11-07Grant
2021-11-10Series E· $200M
2021-01-12Series D· $110M
Leadership Team
Vijay Tella
Co-founder and CEO
Adam Seligman
Chief Technology Officer and GM
Recent News
solutionsreview.com
2025-12-29
Norwest
2025-12-29
Company data provided by crunchbase