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:

• 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 $90,000 base salary, plus commissions, equity, and other perks and benefits.