Enterprise Development Representative

Summary

Join Workato's expanding Enterprise sales team as an Enterprise Business Development Representative. This role focuses on generating sales opportunities through outbound activities, leveraging MEDDPICC methodology, and building a strong qualified pipeline. You will collaborate with Marketing, Sales, and Customer Success teams, conduct in-depth research on target accounts, and consult with existing customers. Success in this role requires meeting sales targets, continuous improvement, and strong collaboration skills. The ideal candidate possesses 1+ years of Sales Development experience in a high-growth SaaS company and a proven track record of exceeding goals. Workato offers a vibrant work environment and a multitude of benefits.

Requirements

• 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

Responsibilities

• Uncover and develop new opportunities from outbound activities and build a strong qualified pipeline of sales opportunities to deliver on sales targets by leveraging the sales qualification methodology of MEDDPICC
• Focus on sales opportunity generation programs and their execution, including email, call, LinkedIn messaging and video prospecting
• Collaborate and participate proactively with Marketing, Sales and Customer Success teams
• Understand the businesses in your territory and come up with a point of view as to why they need Workato
• Bring enthusiasm, expertise and creativity to the 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

Benefits

• Vibrant and dynamic work environment
• A multitude of benefits they can enjoy inside and outside of their work lives
• For Texas applicants, the OTE is $90,000 (base and bonus) plus benefits, perks, and equity