Account Executive, Commercial Sales

The Mom Project is excited to partner with our client, Workato - a leading Enterprise Automation Platform that enables both business and IT teams to integrate their apps and automate business workflows without compromising security and governance - in their search for an Account Executive. This role is based out of San Francisco,CA Bay Area or Denver, CO.

Responsibilities

We are seeking a highly motivated and results-driven Account Executive to join our growing Commercial sales team. This team will play a pivotal role in driving new logo acquisition through outbound efforts, as well as leading customer expansion initiatives through strategic engagement and relationship-building. As an Account Executive, you will be responsible for identifying and securing new business opportunities while also expanding our existing customer base by strategically identifying growth opportunities within current accounts.

Key Responsibilities

Qualifications

• New Logo Acquisition (Outbound Efforts):
• Pipeline Generation: Work closely with marketing, solutions consultants, partners, peers and leadership to generate qualified opportunities and build and maintain healthy ongoing pipeline coverage.
• Opportunity Management: Leverage Workato Selling System and MEDDPICC to effectively qualify and manage opportunities to close.
• Deal Management: Lead the end-to-end sales process, from initial contact through negotiation and close, ensuring a smooth and successful customer conversion.
• Market Research: Stay up to date on industry trends, competitor activity, and customer needs to refine sales messaging and positioning.
• CRM Management: Track all activities, opportunities, and progress within salesforce, ensuring accurate forecasting and reporting.
• Customer Expansion (Strategic Efforts):
• Account Strategy Development: Identify opportunities for growth and cross-sell/up-sell within existing accounts through strategic engagement and collaboration with account management teams.
• Relationship Building: Build strong, long-lasting relationships with key stakeholders in current accounts to understand their evolving needs and position solutions to meet those needs.
• Renewals & Expansion: Proactively identify opportunities for renewals, upselling, and expanding accounts to drive customer retention and increase overall revenue.
• Collaboration: Work closely with customer success, marketing, and product teams to develop tailored solutions that align with customer goals and business outcomes.
• Feedback Loop: Collect feedback from customers and provide insights to internal teams to inform product development and overall customer experience strategies.
• Performance Metrics:
• Meet and exceed monthly, quarterly, and annual sales targets for both new customer acquisition and account expansion.
• Maintain a healthy pipeline and track progress toward revenue goals.
• Maintain healthy month-over-month KPIs to drive pipe gen (outreach metrics)
• Achieve high levels of customer satisfaction and engagement in expanded accounts.

Requirements Qualifications / Experience / Technical Skills

• 4 years of sales experience, with a proven track record in B2B sales, new customer acquisition, and/or account expansion (preferably in a SaaS or integrations technology-related field).
  
  

Soft Skills / Personal Characteristics

• Strong outbound prospecting and lead generation abilities.
• Exceptional communication, negotiation, and presentation skills.
• Ability to build rapport and trust quickly with both potential customers and internal stakeholders.
• Analytical mindset with the ability to leverage data to inform decisions and improve performance.
  
  

For California residents, compensation begins at $100,000 base salary, plus commissions, equity, and other perks and benefits.