Enterprise Development Representative

$90,000 - $90,000/Yr

Workato - Boston, MA

Full-time - Entry Level

Boston, MA

Professional, Scientific, and Technical Services

About the position

As an Enterprise Business Development Representative at Workato, you will play a crucial role in uncovering and developing new business opportunities through outbound activities. Your primary responsibility will be to build a strong, qualified pipeline of sales opportunities that align with our sales targets. You will leverage the MEDDPICC sales qualification methodology to identify and engage potential clients across various sectors, including IT, Digital Transformation, and Business Operations, as well as specific lines of business such as HR, Finance, Sales, Marketing, and Support Operations. Your day-to-day activities will involve executing sales opportunity generation programs, which include outreach through email, phone calls, LinkedIn messaging, and video prospecting. Collaboration is key in this role; you will work closely with our Marketing, Sales, and Customer Success teams to ensure a cohesive approach to lead generation and sales strategy. You will also be responsible for setting up qualified meetings for the Sales Team, contributing to building the pipeline, and ultimately driving closed-won revenue for the company. In addition to achieving your sales goals, you will bring enthusiasm, expertise, and creativity to the team. You will consult with existing customers to understand their current use of Workato and their future business objectives, helping them navigate their journey towards Enterprise Orchestration. Continuous improvement through engagement and feedback will be essential to your success in this role.

Responsibilities

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

Requirements

• 1+ years of Sales Development experience, preferably in 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 like Force Management, Sandler Selling, or MEDDPICC.
• Familiarity with Account-based selling and collaboration with Account Executives on strategic outbound efforts.
• Proficient in business applications and sales tools such as Outreach, Salesforce, Sales Navigator, Zoominfo, Leadiq, Orum, and Demandbase.
• Ability to think creatively and leverage multi-thread techniques in outbound sales.
• Growth mindset with a passion for building and making an impact.
• High energy and positive attitude with strong initiative and work ethic.
• Strong customer orientation and dedication to delivering a great customer experience.
• Excellent written and oral communication skills in English.

Nice-to-haves

• Experience in a startup environment.
• Familiarity with video prospecting techniques.
• Knowledge of integrated campaign strategies.

Benefits

• Competitive salary with an OTE of $90,000 (base and bonus).
• Equity options in the company.
• Comprehensive benefits package including health insurance and wellness programs.