VP, Commercial Sales

Summary

Join Workato as the VP of Commercial Sales to lead and grow a high-performing sales team. Shape and develop the enterprise automation sales strategy for accounts ranging from $100M to $2B. Coach and empower your team to excel in prospecting, qualifying leads, and closing deals. Recruit, onboard, and mentor new Account Executives. Accurately forecast sales performance and collaborate with cross-functional teams. Develop and implement sales initiatives, leveraging your deep understanding of the Workato platform. Foster a culture of continuous learning and improvement within your team and across the company. This role requires a proven track record of success in building and managing high-performing sales teams in the software industry.

Requirements

• 5+ years experience building and managing highly successful and talented software sales teams
• 10+ years experience of quota-carrying experience selling in a competitive market
• A track record of overachievement and hitting sales targets
• System to scale (hands on and can go to 100 reps in 18-24 months). Experienced at managing an outbound sales team in all areas of the sales cycle. Culture of accountability
• Build a system to help people grow (from SDR to AE to Sr. AE) with a desire to continue learning
• Passionate about coaching, mentorship and team management
• A self-starter with the ability to work in a high-growth, rapidly changing marketplace
• Have the ability to learn quickly and establish credibility. Great candidates are self-aware and have high emotional intelligence
• Passionate about growing your career in one of the largest markets in software (automation) and developing and maintaining an in-depth understanding of Workato’s products

Responsibilities

• Shape and grow the system and approach for Enterprise Automation for $100M-$2B Account
• Coach and empower your team to proactively prospect, qualify, and build sales pipeline
• Enable the team to win business and to navigate complex organizations and negotiations. Provide senior deal support when needed to win as a team
• Proactively recruit talented sellers for your team based on Workato’s hiring criteria
• Onboard and ramp new Account Executives and accelerate their ability to be productive
• Accurately forecast and represent your business to the executive team
• Develop and execute initiatives with cross-functional stakeholders in the wider Workato org, including Sales, Marketing, Solutions Consulting, Product, and Business Development
• Have a strong understanding of the Workato platform to provide guidance to your Commercial Sales team
• Evangelize Workato’s sales playbook and drive adoption and domain expertise within your team
• Develop and enable the next generation of sales leaders
• Share learnings and best practices across the entire company
• Be a company builder
• Attach core operating principles