Manager, Embedded Sales

About Workato 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 www.workato.com Why join us? Ultimately, Workato believes in fostering a flexible, trust-oriented culture that empowers everyone to take full ownership of their roles . We are driven by innovation and looking for team players who want to actively build our company. But, we also believe in balancing productivity with self-care . That’s why we offer all of our employees a vibrant and dynamic work environment along with a multitude of benefits they can enjoy inside and outside of their work lives. If this sounds right up your alley, please submit an application. We look forward to getting to know you! Also, feel free to check out why: Business Insider named us an “enterprise startup to bet your career on” Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America Quartz ranked us the #1 best company for remote workers Responsibilities 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. In this role, y ou will also be responsible to: Lead, mentor, and manage a team of Embedded Account Executives to achieve individual and team sales goals. Develop and implement sales strategies to drive growth and maximize revenue from embedded integration solutions. Monitor team performance, analyze key metrics, and provide regular feedback and coaching to ensure continuous improvement. Partner with marketing and lead generation teams to identify and prioritize high-value prospects. Work closely with technical pre-sales and product teams to align client needs with our solutions and offerings. Foster relationships with key clients and stakeholders to drive retention and identify upsell/cross-sell opportunities. Stay up-to-date on industry trends, competitive landscape, and emerging technologies to inform strategic decision-making. Develop forecasts, sales reports, and presentations for leadership to track progress and inform business planning. Support hiring, onboarding, and training of new team members to maintain a high-performing sales organization. Requirements Qualifications / Experience / Technical Skills 5+ years of experience in sales, with at least 2 years in a management or leadership role within the technology or integration industry. Strong understanding of embedded solutions, APIs, and integration technologies. Experience with CRM tools (e.g., Salesforce, HubSpot) and sales reporting systems. Bachelor’s degree in business, technology, or a related field is preferred but not required. Demonstrated success in managing complex B2B sales cycles. Soft Skills / Personal Characteristics Excellent communication, negotiation, and interpersonal skills. Data-driven approach to decision-making and performance management. Proven ability to lead and inspire sales teams to exceed revenue and growth targets. Base Salary Range: $140,000.00 - $190,000.00 annual gross base salary. This range reflects the good-faith estimate of the base salary we reasonably expect to pay for this position at the time of posting and upon hire. Final compensation will be determined based on skills, experience, internal equity, and location (where applicable). In addition to base salary, this role may be eligible for variable compensation, equity, and company-sponsored benefits, subject to local eligibility rules. (REQ ID: 2803)