Sales Manager, Strategic Sales

Sales Manager, Strategic Sales

Tokyo, Japan

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.

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 looking for an exceptional Sales Manager, Strategic Sales to lead and grow our team in Japan. As a Sales Manager, you will carry both team and individual quotas.

You will be responsible to:

• Lead and scale our Japan sales team, one of our most high potential regions globally, while personally driving strategic enterprise deals
• Report directly to our Director of Sales and Partnerships, Japan and collaborate closely with regional leadership
• Build, mentor, and develop a high-performing team of Senior Account Executives, providing coaching, guidance, and performance management
• Develop and execute territory and account strategies targeting Enterprise customers across Japan for both your team and your own portfolio
• Drive new business sales both as an individual contributor and through your team, selling directly and with/through channel partners
• Partner closely with SDR, partner sales, and marketing teams who are all based locally to maximize pipeline generation and conversion
• Act as a strategic advisor to C-Level executives (both technical and non-technical) in your accounts, helping them maximize the potential of automation and integration
• Forecast accurately and manage sales pipeline for both your personal deals and team performance
• Establish and refine sales processes to ensure consistent execution and scalability as the team grows

Requirements

Qualifications / Experience / Technical Skills

• At least 8-12 years of Enterprise Software Sales experience in the technology space, ideally with a SaaS or PaaS vendor
• Minimum 2-5 years of sales management experience, with proven success in building and scaling high-performing sales teams
• Demonstrated track record of consistently exceeding both personal and team quotas
• Proven ability to generate new business sales at the enterprise level and close complex, strategic deals
• Strong understanding of enterprise sales methodologies (MEDDIC, Challenger, Solution Selling, etc.)
• Ability to communicate with senior executives in mid-size business, up to C-level, and navigate complex organizational structures

Soft Skills / Personal Characteristics

• Strong leadership and people management skills with the ability to inspire, motivate, and develop team members
• High level of comfort presenting key client issues and being the customer advocate within Workato
• Strong critical thinking and analytical skills with an entrepreneurial and proactive mindset
• Ability to effectively prioritize tasks and manage time, even under high-pressure situations, while balancing team management and individual quota
• Strong collaboration skills across functions, ability to adapt to a dynamic environment with a passion for making an impact
• Excellent written and oral communication skills in English and Japanese to communicate with multi-lingual stakeholders externally and internally