Role Description Workato is looking for talented and highly motivated results-oriented individuals to join our expanding sales team. In this role, you will be able to demonstrate a successful track record in remotely managing a large diverse territory. You will be comfortable embracing a start-up environment where personal performance is critical and will have the flexibility and determination to participate in any activity to ensure success. As a Sales Development Representative, you will be responsible for uncovering and developing new opportunities from outbound activities, and building a strong pipeline of sales opportunities to deliver on sales targets. The prospect profile can vary from IT, Business Operations, to Sales / Marketing / Support Operations. You will focus on sales opportunity generation programs and their execution including email and telephone activities. Excellent collaboration and proactive participation with our Marketing, Sales and Customer Success teams is critical to success. As well as contributing through achievement of your goals, you will bring enthusiasm, expertise and creativity to our company. In this role, you will also be responsible to: - Set up meetings for the Sales Team and help build the company pipeline. - Work closely with the Marketing Team on campaigns and GTM efforts. - Work closely with Sales Team to refine strategy for targeted territories/segments. - Consult existing customers to understand how they are using Workato currently and where they want to get to as a business. - Achieve agreed upon sales targets and outcomes within schedule. - Reach out to customer leads through cold calling and email. - Continuously improve through feedback. Qualifications - Bachelors Degree - Fresh graduates may apply. - Knowledge of business applications, especially applications used in Sales, Marketing, Customer Support such as Google Apps, Outreach, Zoominfo, Slack and SFDC. Requirements - High energy, positive attitude with the ability to take initiative; strong work ethic, self-directed and resourceful; discipline to conduct and manage sales cycle process from initial contact through to initial qualification. - Strong customer orientation, dedication, and passion for delivering a great customer experience. - Strong collaboration skills; ability to adapt to a dynamic start-up environment with a passion for making an impact. - Excellent written and oral communication skills in English; ability to convey information clearly and analyze customer requirements as needed to help customer make buying decisions. - Some technical aptitude and the ability to become deeply fluent in integration and automation solutions.

• Own and deliver the enterprise bookings target, ensuring predictable, high-quality revenue growth • Lead and optimize a team responsible for $50K–$500K deal sizes, with a focus on scaling mid-to-top-end deal performance • Drive pipeline health, conversion improvements, and deal velocity across inbound and outbound motions • Establish forecasting discipline, ensuring accuracy and transparency across regions and teams • Lead and coach 4 Director-level leaders overseeing 20+ Account Executives • Develop leadership bench strength and succession plans across all levels • Build a high-performance, accountable, and metrics-driven sales culture • Implement and operationalize formal coaching structure and expectations • Refine and execute enterprise GTM strategy across NAM and EMEA markets • Partner cross-functionally with Product to influence product roadmap and ensure new logo enterprise perspective is strongly and accurately represented in product roadmap • Optimize inbound and outbound motions, ensuring clear segmentation, territory design, and coverage models • Drive data-informed decision-making across performance management, compensation design, and resource allocation • Improve sales processes, coaching strategies and cadence, and AE skills to increase win rates • Personally engage in strategic, high-value deals to accelerate closures and mitigate risk • Elevate deal qualification, executive alignment, and value-based selling across the organization • Build executive relationships with key customers and prospects

• Develop relationships with National Accounts and high-value vendors • Secure large-scale event opportunities and expand partner engagement • Execute internal plan for account management through Salesforce • Work efficiently within a fast-paced team environment • Collaborate closely with Corporate Sales team and local venue sales teams

• Manager et accompagner l’équipe commerciale • Participer au recrutement et à l’intégration des nouveaux collaborateurs • Fixer les objectifs et analyser la performance • Piloter l’activité commerciale • Gérer les litiges SAV et assurer une coordination efficace • Garantir l’alignement stratégique avec les orientations du département