About this role
About Workato
Workato is the leading Control and Execution Platform for Enterprise AI — the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 — including Nasdaq, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit 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 (https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12) named us an “enterprise startup to bet your career on”
- Forbes’ Cloud 100 (https://www.forbes.com/cloud100/#a57477b5f941) recognized us as one of the top 100 private cloud companies in the world
- Deloitte Tech Fast 500 (https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html) ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America
- Quartz (https://qz.com/work/2053446/the-best-companies-for-working-from-home/) ranked us the #1 best company for remote workers
Responsibilities
We are looking for a Director, Alliances to lead and grow Workato’s North America RSI and Specialist partner portfolio as Workato establishes itself as the Execution & Control Plane for Enterprise AI. This role reports to the Global Vice President, Partner GTM & Alliances and is a critical execution leader within the broader global partner organization, translating our global partner strategy into a scaled, high-performing regional motion.
Currently over 55% of Workato’s revenue involves partners, with a goal of reaching 80%. This role owns a meaningful share of that ambition in North America. Building deep, executive-level relationships with our partners and driving significant partner-sourced and partner-influenced growth through new logo acquisition and expansion within our existing customer base.
In this role, y ou will also be responsible to:
- Lead, manage, and develop a team of Alliance Managers covering North America. Hiring, coaching, and holding the team accountable to individual and portfolio-level targets.
- Own a partner-sourced and partner-influenced revenue target for the North America RSI & specialist partner portfolio, tracking performance against plan and adjusting territory and account coverage as needed.
- Build and deepen executive relationships across focus partners in AMER, serving as a senior point of contact to ensure alignment on joint business plans, investment priorities, and account mapping.
- Translate Workato’s global partner ecosystem strategy into a regional execution plan. Adapting programs, incentives, and enablement to the realities of the North America market.
- Partner closely with North America sales, marketing, and customer success leadership to drive co-sell motions, qualified pipeline, and deal progression sourced through or influenced by partners.
- Identify and prioritize expansion opportunities within existing partnerships, and support recruitment and onboarding of new strategic partners where there are gaps in AMER coverage.
- Ensure the team drives partner enablement and certification. Equipping the alliances team to position, scope, and deliver Workato-powered solutions, including Enterprise MCP and agentic AI use cases, to their clients.
- Track, measure, and report on regional channel performance and effectiveness against business targets, and represent AMER partner performance and priorities to the global partner leadership team.
- Gather and channel partner feedback to inform global partner programs, messaging, and sales plays, ensuring the North America perspective shapes the next iteration of Workato’s partner program.
- Model and reinforce a partner-first culture across the North America sales and CS organizations.
Requirements
Qualifications / Experience / Technical Skills
- Demonstrated experience leading and developing sales/partner/channel teams
- Track record of owning and delivering against partner-sourced and partner-influenced revenue targets in North America.
- Experience managing and scaling a team of individual contributor partner managers or account directors, including hiring, coaching, and performance management.
- Experience operating in a high-growth company and leading a team through a period of hypergrowth and scale.
- Affinity for the enterprise AI orchestration, automation, and integration problem Workato is solving, with a point of view on how AI and agentic technology will reshape enterprise GTM and services delivery.
- Comfort operating with both strategic (executive relationship, program design) and operational (forecasting, pipeline hygiene, territory planning) responsibilities.
Soft Skills / Personal Characteristics
- Ability to travel across North America as needed.
- Strong executive presence and relationship-building skills, internally and with partner leadership.
- Alignment with Workato’s core values.
(REQ ID: 2979)