at Workato
Location
Palo Alto, California
Type
full time
Posted
1 months ago
Remote
Yes
Market range · function + seniority
p25 · target · p75 · n=800
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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. To learn more, visit www.workato.com
Ultimately, 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 looking for team players who want to actively build our company.
But, we also believe in balancing productivity with self-care. That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives.
If this sounds right up your alley, please submit an application. We look forward to getting to know you!
Also, feel free to check out why:
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
Workato is seeking a strategic and execution-focused Regional Vice President, Enterprise Sales – AMER West to lead and scale our Enterprise business across the Americas. This leader will be responsible for driving revenue growth, maturing our enterprise go-to-market motion, and building a world-class team of Account Executives.
As a category leader in enterprise orchestration and automation, Workato is transforming how organizations integrate applications, data, and processes. This role is a unique opportunity to shape how we engage the largest, most complex customers—helping them unlock speed, efficiency, and innovation through our platform.
You’ll inherit a strong, growing team and play a pivotal role in elevating performance, refining our enterprise sales playbook, and expanding our footprint across AMER.
In this role, you will also be responsible to:
Lead, coach, and scale a high-performing team of Enterprise Account Executives across AMER
Own regional revenue targets and drive consistent execution across pipeline generation, deal progression, and close
Establish a rigorous operating cadence around forecasting, pipeline inspection, and performance management
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
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
(REQ ID: 2759)
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