Sales Manager, WorkOS
$300-350k
OTE
Offers equity
APIs to make apps enterprise-ready
Job no longer available
APIs to make apps enterprise-ready
101-200 employees
Job no longer available
$300-350k
OTE
Offers equity
101-200 employees
Company mission
To build a toolkit to help startups meet the requirements for bringing on enterprise clients.
Role
Who you are
- This role requires strong leadership and relationship-building skills, a consultative sales approach, and the ability to balance individual quota attainment with team development
- Successful candidates will have experience leading sellers in early or scaling sales teams, a track record of personally closing enterprise deals, strong relationships with technical leaders, and a genuine enthusiasm for building processes from scratch
- Experience: 7+ years of experience in SaaS sales with a focus on enterprise accounts, including 2+ years leading or mentoring sellers (as a manager, team lead, or player-coach)
- Track Record: Proven track record of exceeding sales quotas as an individual contributor and driving quota attainment across a team
- Coaching Ability: Demonstrated success developing reps - improving win rates, deal sizes, and sales craft through hands-on coaching
- Technical Aptitude: Ability to build deep technical knowledge of WorkOS' product offerings and credibly engage technical buyers
- Strong Communication Skills: Excellent verbal and written communication skills, with the ability to present complex information in a clear and compelling way
- Collaborative: Comfortable working cross-functionally and leveraging internal resources to close deals
- CRM Experience: Proficiency with CRM tools, including forecasting and pipeline reporting at the team level
- Self-starter: Previous startup experience, particularly in high-growth PLG organizations
- AI-Native: Hands-on experience building with AI-native tools - using LLMs, agents, and automation in your own selling and team workflows - and fluency in how AI-first companies build, buy, and evaluate software
- Bonus: Familiarity with identity and access management (IAM) solutions like SSO, directory sync, or audit logs
What the job involves
- WorkOS has a strong bottoms-up developer-focused GTM motion. To complement it, we've built an early sales team of talented Account Executives - and now we're looking for our first Sales Manager to lead it
- This is a player-coach role: you will lead, coach, and develop our AE team while continuing to carry your own book of business and close Enterprise deals yourself
- You'll set the standard for what great selling looks like at WorkOS by doing it - running your own deals, navigating complex sales cycles with technical buyers - while building the team's rhythm, sharpening its process, and multiplying the performance of every rep around you
- Team Leadership: Lead, coach, and develop a team of Account Executives through regular 1:1s, deal reviews, pipeline inspection, and call coaching- raising the bar on how the team sells to a technical audience
- Carry a Book: Own and close your own portfolio of Enterprise accounts, identifying, qualifying, and closing high-potential customers while modeling a delightful customer journey tailored to technical buyers
- Business Development: Foster internal technical champions across your own accounts and your team's, and help reps navigate complex sales cycles to close
- Experimentation: Lead experiments to increase revenue across our Enterprise segment, and scale what works into repeatable playbooks for the team
- Collaboration: Partner with internal teams (marketing, product, engineering) to develop sales strategies, communicate customer feedback, and ensure customer success
- Pipeline Management: Own team-level forecasting and pipeline hygiene; develop and deliver proposals, presentations, contracts, terms, and procurement for your own deals and support reps through theirs
- Hiring & Onboarding: Partner with recruiting to attract, hire, and ramp new Account Executives as the team grows
- Continuous Learning: Stay up-to-date on industry trends, WorkOS product developments, and competitor offerings to position yourself and your team as trusted advisors to potential customers
- Reporting: Regularly provide feedback and updates to the leadership team on team performance, key accounts, challenges, and growth opportunities
Our take
The inspiration for WorkOS came from the founder’s previous email startup, Nylas, and the difficulties he faced in crossing what he calls “the enterprise chasm.” The challenge of serving enterprise clients, and meeting their stringent security and admin requirements, is one that many B2B SaaS startups face as they start to scale.
WorkOS steps in at this critical stage, providing a single API driven platform which enables its customers to easily integrate with the major vendors that provide enterprise security and admin solutions. For example, rather than building individual integrations with each of the single sign-on (SSO) providers, a customer would only need to integrate with WorkOS in order to support these solutions.
Enterprise features that WorkOS is providing building blocks for include Single Sign-On, Directory Sync, Audit Trail, and more. WorkOS is helping a wide range of SaaS providers break into enterprise channels and was bolstered by substantial Series B funding in 2022. In that same year, WorkOS acquired its first company, UI framework builder Modulz, a deal that's broadening the scope of API products WorkOS can offer.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 3 rounds)
Mar 2026
$100m
SERIES C
Jun 2022
$80m
SERIES B
Total funding: $195m
Company benefits
- WorkOS pays 90% of premiums for employees and dependents to help keep your family healthy
- WorkOS provides a 3% match of your 401k contributions to help you save for retirement
- Relax and recharge with 20 days of paid yearly vacation. We also offer 12 weeks of parental leave for new parents
- Monthly stipend for gyms, yoga classes, race registrations, or whatever keeps you active
- Monthly stipend for a massage, meditation class, therapy, or activities that enhance your mental well-being
- Outfit your working space with a stipend for equipment that will keep you comfortable and productive
Company HQ
Financial District, San Francisco, CA
Leadership
Michael Grinich
(Founder & CEO)Earned a BSc in Computer Science from MIT. Previously worked in the Engineering team at Dropbox, in the Design team at Nest and was the Founder & CEO of Nylas for 4 years.
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