Responsibilities
- Learn & Align (Days 0-30) - Deep immersion into Workato's AI vision, product roadmap, and GTM strategy - Shadow at least 10 executive customer conversations - Develop initial point of view for engagement with CIO/CTO/CDO personas
- Engage & Formulate (Days 30-60) - Lead first strategic engagements with enterprise accounts - Co-develop executive playbooks with Sales and Product teams - Establish feedback loops with Product and Engineering teams
- Influence & Scale (Days 60-90) - Cultivate trusted relationships with C-level executives in 5+ strategic accounts - Co-create first AI-driven integration use cases with customers - Establish thought leadership presence through content and speaking opportunities
- Technical Trust & Executive Relationships - Engage directly with C-level executives (CIOs, CTOs, Chief Data Officers, Chief AI Officers) at enterprise accounts to shape integration strategies that solve complex business challenges - Serve as trusted technical advisor throughout the customer lifecycle - from initial engagement through expansion - providing strategic guidance rooted in real-world operator experience - Build lasting peer-to-peer relationships that position you as the go-to expert on enterprise integration, AI orchestration, and automation at scale - Act as technical closer in competitive deals, articulating why Workato's architecture differentiates us from competitors like MuleSoft and Boomi - Influence enterprise architecture decisions and multi-year technology strategies at the executive level
- AI, Agentic Automation & Enterprise MCP Strategy - Shape and guide customers' AI and agentic automation journeys, leveraging Workato's AI capabilities and ecosystem - Advise on the design and adoption of agent-based workflows, human-in-the-loop models, and decision automation frameworks - Partner with customer executives to define enterprise MCP (Model Context Protocol) strategies including context management, secure AI orchestration, and governance - Translate emerging AI capabilities into practical, scalable enterprise use cases that drive measurable business outcomes - Position Workato as the integration and orchestration backbone for enterprise AI transformation
- Domain Expertise & Thought Leadership - Establish yourself as the recognized authority across iPaaS, API Management (APIM), data orchestration, EDI, and AI/Agentic automation - Lead "Art of the Possible" workshops that fundamentally shift how customers think about enterprise integration and intelligent automation - Represent Workato at industry conferences, customer advisory boards, analyst briefings, and partner events - Create high-impact thought leadership content: blogs, white papers, webinars, reference architectures, and technical videos - Shape industry narratives and best practices that establish Workato as the category leader
- Deal Acceleration & Commercial Impact - Accelerate deal velocity through technical validation, competitive differentiation, and executive trust-building - Identify and shape strategic expansion opportunities by uncovering automation, integration, and AI-driven transformation initiatives - Partner with Account Executives and Sales Leadership on account strategy, competitive positioning, and C-level engagement tactics - Articulate compelling ROI narratives and business case frameworks that accelerate buying decisions - Demonstrate measurable impact on win rates, deal size, and sales cycle length in strategic opportunities
- Strategic Advisory & Technical Leadership - Lead high-impact customer engagements requiring executive-level judgment, architectural vision, and industry expertise - Guide prospects and customers through Enterprise Orchestration vision and roadmap development - Develop prioritization frameworks for integration, automation, and AI use cases - Lead technology evaluation and vendor selection processes with enterprise customers - Design governance, scalability, and enterprise operating models for automation initiatives
- Product Influence & Market Intelligence - Act as the voice of the customer to Product and Engineering teams, channeling field insights into actionable roadmap input - Identify capability gaps, competitive threats, and market opportunities based on executive-level customer conversations - Develop and refine competitive positioning, objection handling, and differentiation strategies - Define reusable patterns, reference architectures, and technical frameworks that accelerate customer success - Influence industry analysts and thought leaders to strengthen Workato's market position
- Internal Enablement & Team Development - Educate and enable Sales Engineers, Account Executives, and Customer Success teams on complex technical capabilities and emerging trends - Develop strategic frameworks, competitive positioning, and executive engagement playbooks for enterprise accounts - Mentor technical team members, helping them develop deeper domain expertise and executive engagement skills - Create scalable technical enablement content and programs that amplify your expertise across the field organization - Drive customer reference creation and participation in case studies, speaking opportunities, and advisory boards
Requirements
- Bachelor's degree in Computer Science, Software Engineering, or a related field (or equivalent experience)
- 20+ years of technology transformation experience, including integration, middleware, or API management platforms
- 15+ years in an Enterprise Architect, CTO, VP Engineering, or similar senior architecture/leadership role
- Demonstrated experience advising C-level executives on technology strategy and enterprise transformation
- Strong understanding of enterprise security, governance, and operating models
- Proven track record of driving platform expansion and value realization in enterprise accounts
- Excellent executive communication skills, including board-level presentations and strategic documentation
- Ability to operate independently in complex, ambiguous environments and take ownership of outcomes
- Travel to client sites up to 50%, with flexibility based on regional needs
Nice to Have
- Master's degree in Computer Science, Software Engineering, Business, or related field
- Deep knowledge of key enterprise applications: Salesforce, NetSuite, Workday, ServiceNow, SAP, Oracle
- Experience with cloud platforms: AWS, Azure, and GCP
- Hands-on experience with AI/ML platforms and agentic automation frameworks
- Experience in a high-growth startup or scale-up environment
- Established personal brand and thought leadership presence in the integration/automation space
Benefits
- A vibrant and dynamic work environment
- A multitude of benefits they can enjoy inside and outside of their work lives
- 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
Additional Information
- Travel to client sites up to 50%, with flexibility based on regional needs
