Back to jobs

Enterprise Development Representative

Austin, Texas

About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

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

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.

Role Objectives: 

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. You will have the flexibility and determination to participate in any activity to ensure success as Workato’s Enterprise mission scales.

Detailed Job Description:

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

Requirements

Qualifications / Experience / Technical Skills

  • 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 decisions

For Texas applicants, the OTE is $90,000 (base and bonus) plus benefits, perks, and equity.

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...

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.