About Workato Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility. Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com. Why join us? 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 Responsibilities We're seeking a data-driven, business-savvy Sales Operations Data Analyst to own and enhance our dashboarding ecosystem using modern BI tools. This role will empower Workato’s Sales and Revenue Operations teams with actionable insights that drive strategic and operational decision-making. In this role, you will also be responsible to: - Build scalable, efficient, and easy-to-consume front-end dashboards within our BI application, Sigma Computing, that drive informed decision-making across Sales and Sales Ops teams. - Support and maintain core dashboards and reports, ensuring they remain accurate, relevant, and accessible as the business evolves. - Document dashboards to support self-service, troubleshooting, and long-term sustainability. - Balance short-term ad hoc requests with the development of longer-term analytics solutions. - Collaborate with data engineering to ensure dashboards are built on robust and future-proof data architectures. - Develop working knowledge of key Sales KPIs and become a go-to resource for the team. - Partner with SalesOps leaders to identify insights gaps and propose solutions that enhance sales productivity and process optimization. - Work cross-functionally with product and systems teams to improve data quality and availability. - Conduct exploratory analyses to uncover insights, highlight trends, and support strategic discussions. Requirements Qualifications / Experience / Technical Skills - 1-2 years of data analysis experience, or a recently completed degree in a relevant field (e.g. Data Science, Statistics, Business Analytics, Computer Science, or similar). Recent graduates are encouraged to apply. - Some exposure to BI tools such as Sigma, Tableau, Looker, or Power BI — whether through work, internships, or coursework. - Working knowledge of SQL; willingness to develop stronger data modeling skills on the job. - Experience or coursework in SaaS, sales, or business operations is a plus but not required. - Bachelor's degree in a relevant field, or equivalent practical experience. Soft Skills / Personal Characteristics - Ability to communicate data clearly to non-technical stakeholders. - Detail-oriented with a sense of urgency and a proactive, problem-solving mindset. - Intellectually curious and eager to learn in a fast-paced environment. - Strong interpersonal skills and ability to manage multiple tasks and deadlines. (REQ ID: 2687)

• Drive strategic analytics and insights for the sales and partner management teams • Gather, organize and present large complex data sets to discover insights • Deep dive into complex data sets to draw insights • Define and build reporting infrastructure to improve visibility and performance tracking • Identify key performance indicators and competitive insights for sales leaders and executives • Support execution and improvement in current sales processes

• Based in the United States or Canada. • Bachelor's degree in Business, Operations, Supply Chain, Finance, or a related field. • 1–3 years of experience in a sales operations, trade operations, logistics, or administrative role, preferably within a technology or hardware environment. • Familiarity with U.S. export regulations (EAR, ECCN classifications, OFAC screening) and international shipping documentation; formal compliance training or experience is a strong plus. • Experience coordinating with freight forwarders, customs brokers, or carriers, and working with shipping documentation (commercial invoices, packing lists, BOLs, SED/EEI filings). • Comfort researching and documenting product specifications (weight, dimensions, configurations) for logistics and compliance purposes. • Proficiency with CRM platforms (HubSpot strongly preferred); experience building reports, workflows, and dashboards. • Strong working knowledge of commercial document workflows — contracts, invoices, POs — and comfort coordinating with legal and finance stakeholders. • Familiarity with OEM/ODM/VAR partner portal processes and distributor registration programs is a strong plus. • Solid data skills: comfortable working in Excel or Google Sheets, and ideally with BI tools (Looker, Tableau, or similar). • Exceptional organizational skills and attention to detail — you catch the things others miss. • Strong written communication skills; able to draft clear, professional business correspondence. • Ability to manage multiple priorities in a fast-moving environment with minimal hand-holding. • Interest in or exposure to AI, HPC, data center, or enterprise hardware markets.

Role DescriptionAs a Sales Manager on the Growth team, you will play a critical role in leading Dropbox’s shift from a PLG-led motion to a hybrid PLG → SLG model. You will lead a team responsible for driving expansion across our install base, while also helping define how we sell newer products like Dash. This role requires a balance of leadership, execution, and problem-solving. You will be expected to drive results today while building the operating rigor and sales motion needed for tomorrow. This is not a “run the playbook” role. You will help install the standards, coaching, and discipline required to evolve how the team sells, engages customers, and closes complex, multi-product deals. Responsibilities - Lead a team responsible for expansion, upsell and cross-sell revenue across both transactional and enterprise motions - Drive pipeline generation through outbound activity, account expansion, and partner engagement - Ensure the team is not reliant on renewals by building a strong culture of proactive pipeline creation - Maintain high standards for pipeline quality, deal progression, and execution - Enforce rigorous qualification and deal inspection frameworks (e.g., MEDDPICC, SPICED) - Lead accurate, accountable forecasting and uphold a high bar for deal validity - Coach reps on value-based selling, focusing on customer problems, impact, and differentiation (experience with Command of the Message or other frameworks preferred) - Drive transformation by refining ICP, messaging, and GTM for evolving products (e.g., Dash) - Enable multi-product, platform-oriented selling across complex enterprise deals - Collaborate cross-functionally with Product, Marketing, Customer Success, Solutions teams and leverage partners to accelerate pipeline and influence GTM strategy Requirements - 3–5+ years of sales leadership experience with an additional 6+ years of quota-carrying sales experience - Proven track record of driving pipeline generation and closing complex, enterprise SaaS deals - Deep experience with structured sales methodologies such as MEDDPICC, SPICED, or similar - Strong background in value selling frameworks such as Command of the Message or equivalent - Experience selling multi-product or platform-based enterprise solutions - Demonstrated success in outbound-driven environments and building pipeline from scratch - Hands-on leader who actively engages in deals, coaching, and execution - Strong deal inspector—able to quickly assess deal quality and coach reps to improve - High accountability leader who sets and enforces clear standards - Comfortable leading through ambiguity and driving change - Strong executive presence with the ability to engage senior stakeholders internally and externally - Strong command of Salesforce and modern sales tools (Gong, Outreach, Sales Navigator, etc.) - Data-driven approach to forecasting, pipeline management, and performance tracking Preferred Qualifications - Experience in a transformation environment (PLG → SLG or similar) - Background in startup or high-growth companies - Experience selling or leading teams selling AI or productivity tools - Track record of developing top-performing sales talent CompensationCanada Pay Range $307,300—$415,700 CAD