Enterprise Development Representative, Workato
$90k
OTE
+ Equity
Office located in Palo Alto, CA
Integration & workflow automation platform
Open for applications
Integration & workflow automation platform
501-1000 employees
Open for applications
$90k
OTE
+ 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
- Workato is looking for talented and highly motivated, results-oriented individuals to join our expanding Enterprise sales team
- In this role, you will be able to demonstrate a successful track record in remotely managing a large diverse territory of strategic accounts
- You will be comfortable embracing a start-up environment where personal performance is critical and a do what it takes attitude, and entrepreneurial spirit, is celebrated
- 1+ years of Sales Development experience required. Preferably within a high-growth SaaS company
- Strong track record of success in meeting and exceeding goals
- Experience with handling discovery and qualification calls leveraging a sales methodology such as Force Management, Sandler Selling and/or MEDDPICC
- Experience with Account-based selling and aligning closely with 2-4 Account Executives on strategic outbound, including named target accounts, account mapping, integrated campaigns, vertical and intent-focused messaging
- Proficient knowledge and experience in business applications, especially Sales tools such as Outreach, Salesforce, Sales Navigator, Zoominfo, Leadiq, Orum and Demandbase
- Ability to “think outside of the box” and outbound leveraging multi-thread techniques, CRM notes and video prospecting
- Strong business acumen with the ability to map and articulate business initiatives to technology
- Growth mindset; looking for an individual who enjoys building and who is looking to make an impact to the organization
- 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 customers make buying decision
What the job involves
- An excellent job for someone who is a natural salesperson wanting to learn more about tech sales - work with some of the top sales execs who previously worked at places like MongoDB, Microsoft, UiPath, Salesforce (MuleSoft) and Qualtrics
- You will have the flexibility and determination to participate in any activity to ensure success as Workato’s Enterprise mission scales
- As an Enterprise Business Development Representative, you will be responsible for uncovering and developing new opportunities from outbound activities and building a strong qualified pipeline of sales opportunities to deliver on sales targets by leveraging the sales qualification methodology of MEDDPICC
- The prospect profile can vary from core IT, Digital Transformation, and Business Operations to Lines of Business, including HR / Finance / Sales / Marketing / Support Operations
- You will focus on sales opportunity generation programs and their execution, including email, call, LinkedIn messaging and video prospecting
- Excellent collaboration and proactive participation with our Marketing, Sales and Customer Success teams is critical to success
- You will be expected to understand the businesses in your territory and come up with a point of view as to why they need Workato
- As well as contributing through achieving your goals, you will bring enthusiasm, expertise and creativity to our company
- Set up qualified meetings for the Sales Team and help build pipeline and closed-won revenue for the company
- Work closely with the Demand Generation and Enterprise Sales Team on integrated campaigns and GTM efforts
- Work closely with the Enterprise Sales Team to refine strategy for targeted territories/segments and accounts, including integrated campaigns, account mapping, and email personalization
- Conduct in-depth research to identify major projects going on at target accounts and identify the potential decision-makers and key influencers that map to them
- Consult existing customers' lines of business, including HR, Finance, Sales and Marketing, to understand how they are currently using Workato and where they want to get to as a business through Enterprise Orchestration (plus)
- Achieve agreed-upon sales targets and outcomes within schedule
- Continuously improve through engagement and feedback
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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