Enterprise Development Representative

Workato - Austin, TX

Full-time - Entry Level

Austin, TX

Professional, Scientific, and Technical Services

About the position

As an Enterprise Business Development Representative, you will play a crucial role in uncovering and developing new opportunities through outbound activities. Your primary responsibility will be to build a strong, qualified pipeline of sales opportunities that will help achieve sales targets. You will leverage the sales qualification methodology of MEDDPICC to identify and engage potential clients. The prospect profile can vary widely, encompassing core IT, Digital Transformation, and Business Operations, as well as specific lines of business such as HR, Finance, Sales, Marketing, and Support Operations. Your focus will be on executing sales opportunity generation programs, which include various outreach methods such as email, phone calls, LinkedIn messaging, and video prospecting. Collaboration is key to your success; you will work closely with our Marketing, Sales, and Customer Success teams to ensure alignment and effectiveness in your outreach efforts. In addition to achieving your personal goals, you will bring enthusiasm, expertise, and creativity to the company, contributing to a positive team environment. A significant part of your role will involve setting up qualified meetings for the Sales Team, thereby helping to build the pipeline and drive closed-won revenue for the company. You will collaborate with the Demand Generation and Enterprise Sales Team on integrated campaigns and go-to-market (GTM) strategies. Additionally, you will work with the Enterprise Sales Team to refine strategies for targeted territories and segments, which includes account mapping and personalized email outreach. You will also consult with existing customers across various lines of business to understand their current use of Workato and their future business goals through Enterprise Orchestration. Achieving agreed-upon sales targets and outcomes within the specified schedule will be essential, and you will continuously seek to improve your performance through engagement and feedback.

Responsibilities

• Uncover and develop new opportunities from outbound activities.
• Build a strong qualified pipeline of sales opportunities to meet sales targets.
• Leverage the sales qualification methodology of MEDDPICC.
• Execute sales opportunity generation programs including email, calls, LinkedIn messaging, and video prospecting.
• Collaborate proactively with Marketing, Sales, and Customer Success teams.
• Set up qualified meetings for the Sales Team to drive pipeline and closed-won revenue.
• Work closely with Demand Generation and Enterprise Sales Team on integrated campaigns and GTM efforts.
• Refine strategy for targeted territories/segments with the Enterprise Sales Team.
• Consult existing customers to understand their use of Workato and future business goals.
• Achieve agreed-upon sales targets and outcomes within schedule.
• Continuously improve through engagement and feedback.

Requirements

• 1+ years of Sales Development experience required, preferably within a high-growth SaaS company.
• Strong track record of success in meeting and exceeding sales goals.
• Experience with discovery and qualification calls using sales methodologies such as Force Management, Sandler Selling, or MEDDPICC.
• Experience with Account-based selling and aligning with 2-4 Account Executives on strategic outbound efforts.
• Proficient knowledge and experience in business applications, especially sales tools like Outreach, Salesforce, Sales Navigator, Zoominfo, Leadiq, Orum, and Demandbase.
• Ability to think outside the box and utilize multi-thread techniques, CRM notes, and video prospecting.
• Growth mindset with a desire to build and make an impact within the organization.
• High energy and positive attitude with strong initiative and work ethic.
• Strong customer orientation and dedication to delivering a great customer experience.
• Excellent collaboration skills and adaptability to a dynamic start-up environment.
• Excellent written and oral communication skills in English.

Benefits

• Variable pay based on performance
• Benefits and perks
• Equity options