Responsibilities

Workato is seeking a strategic and execution-focused Regional Vice President, Enterprise Sales – AMER West to lead and scale our Enterprise business across the Americas. This leader will be responsible for driving revenue growth, maturing our enterprise go-to-market motion, and building a world-class team of Account Executives.

As a category leader in enterprise orchestration and automation, Workato is transforming how organizations integrate applications, data, and processes. This role is a unique opportunity to shape how we engage the largest, most complex customers—helping them unlock speed, efficiency, and innovation through our platform.

You’ll inherit a strong, growing team and play a pivotal role in elevating performance, refining our enterprise sales playbook, and expanding our footprint across AMER.

In this role, you will also be responsible to:

• Lead, coach, and scale a high-performing team of Enterprise Account Executives across AMER

• Own regional revenue targets and drive consistent execution across pipeline generation, deal progression, and close

• Establish a rigorous operating cadence around forecasting, pipeline inspection, and performance management

• Optimize territory design and ensure effective distribution of inbound and outbound opportunities

• Hire, develop, and retain top enterprise sales talent while building a strong leadership bench

• Evolve Workato’s enterprise sales motion—driving consistency in deal strategy, value selling, and executive engagement

• Coach teams through complex, multi-threaded enterprise deals, including POCs, business case development, and CXO-level negotiations

• Partner cross-functionally with Marketing, Customer Success, Partnerships, and Product to align on account strategy and regional priorities

• Leverage data and insights to define KPIs, improve forecasting accuracy, and continuously optimize performance

• Champion a culture of accountability, collaboration, and continuous learning aligned with Workato’s values

Requirements

Qualifications / Experience / Technical Skills

• 5–8+ years of experience leading Enterprise Sales teams in SaaS, iPaaS, or enterprise software

• Proven track record of exceeding regional revenue targets and scaling high-performing teams

• Experience leading managers or second-line leaders is strongly preferred

• Deep expertise in complex enterprise sales cycles, including multi-stakeholder deals and executive-level selling

Soft Skills / Personal Characteristics

• Strong operator with disciplined forecasting, pipeline management, and data-driven decision-making

• Passionate about coaching and developing talent, with a history of building durable, high-performing teams

• Collaborative, low-ego leader who thrives in a fast-paced, cross-functional environment

• Entrepreneurial mindset with a desire to build and refine playbooks in a high-growth company

For California applicants, the base pay for this role may range between $200,000 - $230,000 plus variable, benefits, perks, and equity.

(REQ ID: 2759)