Back to jobs

Partner Sales Lead, Embedded

Palo Alto, California

About Workato

Workato is the only integration and automation platform that is as simple as it is powerful — and because it’s built to power the largest enterprises, it is quite powerful. 

Simultaneously, it’s a low-code/no-code platform. This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.

We’re proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more. But what is most exciting is that this is only the beginning. 

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

Partners are a strategic focus for us as we move into our next stage of growth. We’re looking for a driven individual with energy, passion and initiative to drive partner awareness and channel new business for Workato. 

As a Partner Sales Lead (Embedded), you will be key to accelerating Workato’s growth in the Embed segment. Working closely with our partner development, marketing and solution consulting teams, you will support our North America Embed sales teams in driving opportunities through the use of Workato partners. You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth.

The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship-building skills, and a deep understanding of the SaaS ecosystem.

 In this role, you will also be responsible to:

  • Work with the Partner team to manage the field execution with our System Integrators 

  • Sales engagement. Align closely with Embed Account Executives to develop partner-driven portfolio and pipeline plans. Ie identify the right Workato partner for each customer and prospect

  • Field sales enablement. Enable our Embed sellers on why, when and how to engage partners. Conduct regular cadences with direct sellers to drive accountability and execution.    

  • Strategic partner engagement. Collaborate with Partner Sales Leads to establish strategic relationships with key partners that complement our Embed segment. Develop a deep understanding of each partner’s key domain expertise and operationalise that into Workato’s Embed GTM. 

  • Product knowledge. Develop a deep understanding of the Workato platform.

  • Pipeline generation. Design and execute pipeline generation activities with partners and sales teams. 

  • Performance Management: Monitor and analyze segment performance, providing regular reports and insights to internal stakeholders. 

  • Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.

  • Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

Requirements

Qualifications / Experience / Soft Skills

  • Experience: Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.

  • Proven Track Record: Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.

  • SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.

  • Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.

  • Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.

  • Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.

  • Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.

  • Travel: Willingness to travel as required to meet with partners and attend industry events.

Responsibilities

Partners are a strategic focus for us as we move into our next growth stage. We’re seeking a driven individual with energy, passion, and initiative to drive partner awareness and channel new business for Workato. 

As a Field Partner Sales Lead (Embed), you will be key to accelerating Workato’s growth in the Embed segment. You will partner with the SVP Sales, Embed segment and work closely with our partner development, marketing and solution consulting teams to support our North America Embed sales teams in driving opportunities through Workato partners. You’ll utilize a strategic sales mindset and execute effective channel strategies for revenue growth. 

The Embed segment in Workato is focused on working with ISV companies to help them provide a platform for powering integrations from their product to their customers’ technology stack. The business's focus is to extend Workato’s reach beyond the hundreds of companies that license the platform to the tens of thousands of companies and millions of users that can benefit from Workato’s integration capabilities.  

The ideal candidate has a proven track record in partner sales, executive presence, enterprise sales, multi-department collaboration, strong relationship-building skills, and a deep understanding of the SaaS ecosystem. 

 In this role, you will also be responsible to:

  • Work with the Partner team to manage the field execution with our System Integrators 

  • Sales engagement. Align closely with Embed Account Executives to develop partner-driven portfolio and pipeline plans; identify the right Workato partner for each customer and prospect.

  • Field sales enablement. Enable our Embed sellers to understand why, when, and how to engage partners. Conduct regular cadences with direct sellers to drive accountability and execution.    

  • Strategic partner engagement. Collaborate with Partner Sales Leads to establish strategic relationships with key partners that complement our Embed segment. Develop a deep understanding of each partner’s key domain expertise and operationalize that into Workato’s Embed GTM. 

  • Product knowledge. Develop a deep understanding of the Workato platform.

  • Pipeline generation. Design and execute pipeline generation activities with partners and sales teams. 

  • Performance Management: Monitor and analyze segment performance, providing regular reports and insights to internal stakeholders. 

  • Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to drive continuous improvement.

  • Cross-functional Collaboration: Work closely with internal teams such as Product, Marketing, and Customer Success to ensure alignment and support for partner initiatives.

Requirements

Qualifications / Experience / Soft Skills

  • Experience: Minimum of 7 years of experience in partner sales, business development, or enterprise sales within the SaaS industry.

  • Proven Track Record: Demonstrated success in developing and managing strategic partnerships that drive significant revenue growth.

  • SaaS Knowledge: Deep understanding of the SaaS business model, market dynamics, and enterprise customer needs.

  • Sales Skills: Strong negotiation, presentation, and closing skills with a consultative sales approach.

  • Relationship Building: Excellent interpersonal and communication skills, with the ability to build rapport and trust with partners.

  • Analytical Abilities: Strong analytical and problem-solving skills, with the ability to make data-driven decisions.

  • Education: Bachelor's degree in Business, Marketing, or a related field; MBA or relevant advanced degree is a plus.

  • Travel: Willingness to travel as required to meet with partners and attend industry events.

For California applicants, on-target earnings (OTE) is $220,000 (base + variable), plus equity and other perks and benefits.

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Select...
Select...
Select...

U.S. Standard Demographic Questions

We invite applicants to share their demographic background. If you choose to complete this survey, your responses may be used to identify areas of improvement in our hiring process.
Select...
Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Workato’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.