Sales Operations Manager, Workato
$120-150k
Plus variable and equity
Office located in Palo Alto, CA
Integration & workflow automation platform
Be an early applicant
Integration & workflow automation platform
501-1000 employees
Be an early applicant
$120-150k
Plus variable and equity
Office located in Palo Alto, CA
501-1000 employees
Company mission
To help businesses streamline their operations by providing a platform to automate their work and integrate their stacks, all in one place.
Role
Who you are
- 5–7+ years in Sales/Revenue Operations in B2B SaaS
- Expert in Salesforce (admin-level proficiency), forecasting frameworks, and GTM analytics; strong Excel/Sheets; familiarity with BI (e.g., Sigma, Tableau, Looker)
- Demonstrated success designing territories/coverage, running forecast cadences, and operationalizing change at scale
- Strong executive presence; able to distill complex analysis into crisp recommendations and drive cross-functional alignment
- Curiosity and problem solving mindset
- Bias to action, systems thinking, and a seller-obsessed mindset
What the job involves
- Own the operating rhythm, analytics, and tooling that help our Enterprise and Embedded Business Units hit and exceed revenue targets
- You’ll translate strategy into execution, design scalable processes with the seller in mind, and partner cross-functionally (Sales, Partners, Marketing, Product, Data Science, Finance/Comp) to drive efficiency, predictability, and growth
- Define a cohesive Field Operations strategy that improves seller productivity, pipeline health, and forecast accuracy
- Rapidly move from high-level objectives into detailed operating plans, playbooks, and cadences
- Lead strategic projects that “sharpen the saw” (upsell/cross-sell motions, ROE updates, coverage models)
- Co-own territory design and optimization (tiering, account scoring, balance of customers vs. prospects, secondary territories for ramping reps)
- Support new geo/industry expansion through TAM assessment, segmentation modeling, and channel strategy recommendations
- Run weekly forecast and pipeline cadences; drive create-and-close predictability
- Build dashboards for current & next-quarter forecast, coverage, conversion by stage, linearity, deal size/length, rep attainment, and productivity
- Identify performance/leverage points and partner with leaders to action them
- Design seller-first processes that scale
- Guide roadmap and adoption for the GTM tech stack; ensure data integrity and usable governance
- Serve as the data counterpart to BU leaders; turn insights into decisions and outcomes
- Co-own SPIFF programs with Sales Compensation to ensure incentive alignment and guardrails against gaming
- Liaise with Payroll to ensure accurate, timely payouts; maintain clear ROE and deal-split arbitration processes
- Drive annual/long-range planning: bottoms-up capacity, quota setting/load, hiring & attrition modeling
- Partner on sales org design; identify key hires and build a high-performing, learning-oriented culture
- Support change management, proactive talent planning, and conflict resolution across Field teams
- Act as confidant/advisor to Enterprise & Embedded VPs; track top priorities and drive action-item closure
- Assist with decision briefs, program management, and cross-functional alignment to deliver BU priorities
- Lead preparation and execution of Sales QBRs and Executive presentations, ensuring alignment on performance metrics, strategic priorities and operational initiatives
Our take
Many businesses struggle with lack of team integration. There are a plethora of handy apps available, and various teams within businesses often use different processes, tools, and software. This has led to many businesses attempting to patch together technologies and create ad-hoc solutions that fail when they need to be scaled. Workato allows businesses to integrate data and apps so that teams can collaborate and communicate securely.
Workato has built a single platform that integrates apps, processes, data, and user experiences to improve efficiency, communication, and business flexibility. There are many integration platforms available, such as SnapLogic and Mulesoft Anypoint Platform, however, Workato has aimed its platform at users who have minimal technical experience, rather than the IT team.
Workato has continued to expand its partnerships and workforce, and is well set to see further growth as it innovates its product offerings and capabilities. The company was recognized as a Leader in the 2023 Gartner® Magic Quadrant™ for Integration Platform as a Service, making five years it has participated and five years it has been recognized.
Steph
Company Specialist at Welcome to the Jungle
Insights
-7% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2021
$200m
SERIES E
Jan 2021
$110m
SERIES D
Total funding: $415m
Company benefits
- Flexible Working Arrangements: We maintain a hybrid remote work model and provide everyone with best of breed technology tools that enable them to work anywhere, anytime.
- Great Employee Benefits: Such as an Employee Assistance Programme (EAP), Health Insurance, Referral Bonuses, and Workato Stock Options, tailored to the countries that our employees are based in.
- Professional Development Opportunities: We support individual career ambitions, and set aside training programs and budgets they can tap on to upgrade both soft and hard skills.
- Dedicated Wellness: We make it a point to dedicate time to pause, recharge and get to know each other better.
- Recreation Time: From virtual game nights to fitness sessions, there's always time for a little fun on the calendars.
Company HQ
Old Mountain View, Mountain View, CA
Leadership
Vijay Tella
(CEO)Spent 15 years as an Engineer at Teknekron and TIBCO, before joining Oracle as CSO. They also served as CEO at Qik, and VP at Skype.
Gautham Viswanathan
(CPO)Spent 12 years at TIBCO Software, before leaving their Corporate Development role to found Blink Interactive. Also served as the CEO of iProfile.
Harish Shetty
(Head of Engineering)Previously held leadership roles in engineering at TIBCO, Blink, and iProfile.
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