Manager, Embedded Sales

<div class="content-intro"><h1><span style="font-family: helvetica, arial, sans-serif;"><strong>About Workato</strong></span></h1> <p>Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit <span><a href="http://www.workato.com" target="_blank">www.workato.com</a></span></p> <h1><strong>Why join us?</strong></h1> <p><span style="font-weight: 400;">Ultimately, Workato believes in fostering a </span><strong>flexible, trust-oriented culture that empowers everyone to take full ownership of their roles</strong><span style="font-weight: 400;">. We are driven by </span><strong>innovation </strong><span style="font-weight: 400;">and looking for</span><strong> team players </strong><span style="font-weight: 400;">who want to actively build our company.&nbsp;</span></p> <p><span style="font-weight: 400;">But, we also believe in </span><strong>balancing productivity with self-care</strong><span style="font-weight: 400;">. That’s why we offer all of our employees a vibrant and dynamic work environment </span><a href="http://www.workato.com/careers"><span style="font-weight: 400;">along with a multitude of benefits</span></a><span style="font-weight: 400;"> they can enjoy inside and outside of their work lives.&nbsp;</span></p> <p><span style="font-weight: 400;">If this sounds right up your alley, please submit an application. We look forward to getting to know you!</span></p> <p><span style="font-weight: 400;">Also, feel free to check out why:</span></p> <ul> <li style="font-weight: 400;"> <p><a href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12"><span style="font-weight: 400;">Business Insider</span></a><span style="font-weight: 400;"> named us an “enterprise startup to bet your career on”</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www.forbes.com/cloud100/#a57477b5f941"><span style="font-weight: 400;">Forbes’ Cloud 100</span></a><span style="font-weight: 400;"> recognized us as one of the top 100 private cloud companies in the world</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html"><span style="font-weight: 400;">Deloitte Tech Fast 500</span></a><span style="font-weight: 400;"> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America</span></p> </li> <li> <p><a href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/"><span style="font-weight: 400;">Quartz</span></a><span style="font-weight: 400;"> ranked us the #1 best company for remote workers</span></p> </li> </ul></div><h1><strong>Responsibilities</strong></h1> <p>We are seeking a dynamic and results-driven Sales Manager to lead our Embedded Sales Team. In this role, you will oversee a team of talented Account Executives focused on driving revenue through embedded integration solutions. As a key leader within our sales organization, you will be responsible for setting strategy, coaching your team, and ensuring they meet and exceed targets. You will also collaborate cross-functionally with technical, product, and customer success teams to deliver exceptional value to our clients.&nbsp;</p> <p><span style="font-weight: 400;">In this role, y</span><span style="font-weight: 400;">ou will also be responsible to:</span></p> <ul> <li> <p>Lead, mentor, and manage a team of Embedded Account Executives to achieve individual and team sales goals.</p> </li> <li> <p>Develop and implement sales strategies to drive growth and maximize revenue from embedded integration solutions.</p> </li> <li> <p>Monitor team performance, analyze key metrics, and provide regular feedback and coaching to ensure continuous improvement.</p> </li> <li> <p>Partner with marketing and lead generation teams to identify and prioritize high-value prospects.</p> </li> <li> <p>Work closely with technical pre-sales and product teams to align client needs with our solutions and offerings.</p> </li> <li> <p>Foster relationships with key clients and stakeholders to drive retention and identify upsell/cross-sell opportunities.</p> </li> <li> <p>Stay up-to-date on industry trends, competitive landscape, and emerging technologies to inform strategic decision-making.</p> </li> <li> <p>Develop forecasts, sales reports, and presentations for leadership to track progress and inform business planning.</p> </li> <li> <p>Support hiring, onboarding, and training of new team members to maintain a high-performing sales organization.</p> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <ul> <li> <p>5+ years of experience in sales, with at least 2 years in a management or leadership role within the technology or integration industry.</p> </li> <li> <p>Strong understanding of embedded solutions, APIs, and integration technologies.</p> </li> <li> <p>Experience with CRM tools (e.g., Salesforce, HubSpot) and sales reporting systems.</p> </li> <li> <p>Bachelor’s degree in business, technology, or a related field is preferred but not required.</p> </li> <li> <p>Demonstrated success in managing complex B2B sales cycles.</p> </li> </ul> <h3><strong>Soft Skills / Personal Characteristics</strong></h3> <ul> <li> <p>Excellent communication, negotiation, and interpersonal skills.</p> </li> <li> <p>Data-driven approach to decision-making and performance management.</p> </li> <li> <p>Proven ability to lead and inspire sales teams to exceed revenue and growth targets.&nbsp;</p> </li> </ul> <p>&nbsp;</p> <p><strong>(REQ ID: 2803)</strong></p>