Enterprise Development Representative

About Workato

Workato is recognized as a premier Control and Execution Platform for Enterprise AI, trusted for unifying data, applications, and processes into a single platform that enables AI to reliably manage business operations at an enterprise scale. With over ten years of experience supporting critical processes for more than half of the Fortune 500 companies—including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors—Workato consolidates over 14,000 enterprise systems that AI interacts with into one governed execution framework.

We foster a flexible, trust-based culture that empowers employees to take full ownership in their roles. Innovation and teamwork drive us, and we are looking for motivated individuals eager to help build and grow our company. Alongside our productivity focus, we prioritize employee well-being by providing a dynamic work environment and numerous benefits to enjoy both professionally and personally.

Why Join Workato?

• Featured by Business Insider as an “enterprise startup to bet your career on.”
• Ranked in Forbes’ Cloud 100 as one of the top 100 private cloud companies worldwide.
• Listed as the 17th fastest-growing tech firm in the Bay Area and 96th in North America in Deloitte Tech Fast 500.
• Recognized by Quartz as the #1 best company for remote workers.

Role Overview

This role is ideal for someone with a natural aptitude for sales who wants to deepen their expertise in tech sales. You will collaborate with top sales executives who bring experience from companies like MongoDB, Microsoft, UiPath, Salesforce (MuleSoft), and Qualtrics. As part of our expanding Enterprise sales team, you will manage a broad and diverse territory of strategic accounts remotely, thriving in a startup atmosphere where individual performance and an entrepreneurial spirit are key.

Key Responsibilities

• Identify and nurture new business opportunities via outbound channels to build a qualified sales pipeline that meets targets, applying MEDDPICC qualification principles.
• Engage in sales opportunity programs such as email, calls, LinkedIn messaging, and video prospecting.
• Collaborate proactively with Marketing, Sales, and Customer Success teams to drive success.
• Analyze businesses within your territory and develop persuasive arguments for Workato’s value.
• Schedule qualified meetings for Sales and contribute to pipeline growth and closed revenue.
• Partner with Demand Generation and Enterprise Sales teams on joint campaigns and go-to-market strategies.
• Refine approaches for targeted territories and accounts through account mapping and tailored communications.
• Conduct thorough research to uncover major projects at target accounts and identify key decision-makers and influencers.
• Consult existing customers across various departments such as HR, Finance, Sales, and Marketing to understand and support their use of Workato’s Enterprise Orchestration.
• Meet assigned sales goals within given timelines.
• Seek continuous improvement through feedback and engagement.

Qualifications

• At least 1 year of experience in Sales Development, preferably within a fast-growing SaaS environment.
• Proven history of consistently meeting or surpassing set targets.
• Experience leading discovery and qualification calls using sales frameworks like Force Management, Sandler Selling, or MEDDPICC.
• Familiarity with account-based selling, collaborating closely with 2-4 Account Executives on outbound strategies, account mapping, integrated campaigns, and vertical/intent-focused messaging.
• Proficient with business applications, particularly Sales tools such as Outreach, Salesforce, Sales Navigator, Zoominfo, Leadiq, Orum, and Demandbase.
• Creative approach to outbound sales leveraging multi-thread outreach techniques, CRM utilization, and video prospecting.
• Strong understanding of business concepts and the ability to link business initiatives to technological solutions.
• A growth mindset and eagerness to make significant organizational contributions.
• High energy, positivity, initiative-taking capacity, strong work ethic, self-directed, and resourceful.
• Discipline to manage the sales cycle from first contact through qualification.
• Customer-focused with a passion for delivering excellent client experiences.
• Collaborative spirit able to thrive in a dynamic startup setting.
• Excellent verbal and written communication skills in English, capable of clearly conveying information and interpreting customer needs to aid buying decisions.