Global Account Director

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 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 Global Strategic Account Director to join our growing Japan team.
This is a senior strategic sales role focused on a small number of high-priority, Japan-headquartered multinational corporations. You will champion the development of global relationships and account strategies, helping Workato expand from individual country or subsidiary engagements into broader, enterprise-wide partnerships.
You will work closely with Japan headquarters, overseas subsidiaries, regional business units and Workato teams across the world to identify strategic opportunities, align executive stakeholders and create multi-region growth.

The role combines executive engagement, global account planning, commercial leadership and cross-regional orchestration. It is ideal for an experienced enterprise technology seller who understands both the Japanese business environment and the complexities of global multinational organizations.

We particularly welcome internationally experienced candidates based in Japan who are fluent in Japanese and English and have a proven track record of working with Japanese headquarters and global multinational organizations.

In this role, you will also be responsible to:

• Champion a small portfolio of strategic Japan-headquartered multinational corporate accounts.

• Develop and execute comprehensive global account plans spanning Japan headquarters, overseas subsidiaries, business units and regions.

• Build trusted relationships with C-level and senior executives across the customer’s global organization.

• Use Japan headquarters relationships and executive sponsorship to open doors and accelerate engagement internationally.

• Identify successful use cases and strategic initiatives from overseas regions and bring them back to Japan headquarters and other parts of the corporate group.

• Map customer organizations, business priorities, technology environments, buying centers, decision-makers and partner ecosystems.

• Identify enterprise-wide and repeatable use cases that can be scaled across countries and business units.

• Create and orchestrate large, multi-region strategic opportunities in collaboration with regional Account Owners.

• Coordinate closely with regional sales, customer success, pre-sales, professional services, partner and marketing teams.

• Work with local Account Owners, who retain responsibility for regional customer engagement, opportunity execution, procurement and closing.

• Align internal teams around a consistent global account strategy and customer experience.

• Lead global opportunity strategy, executive engagement, commercial planning and deal orchestration.

• Act as a strategic advisor to customers on automation, integration, orchestration and the governance of enterprise AI.

• Maintain clear visibility into global account plans, pipeline, risks, dependencies and next steps.

Requirements

Qualifications / Experience / Technical Skills

• 10+ years of enterprise technology sales experience, preferably in SaaS, PaaS, cloud, data, integration, automation or AI.

• Proven success selling complex solutions to large multinational enterprises.

• Experience managing Japan-headquartered companies or comparable global strategic accounts.

• Demonstrated ability to create and close large, multi-stakeholder opportunities across multiple countries, business units and buying centers.

• Track record of both new business development and expansion within strategic accounts.

• Experience engaging and influencing C-level executives.

• Experience working with regional sales teams, channel partners and cross-functional stakeholders across multiple geographies.

• Ability to influence and coordinate teams in a matrixed global organization.

Soft Skills / Personal Characteristics

Language and cultural capability

• Business-fluent Japanese, with the ability to engage credibly with senior Japanese executives.

• Fluent business English, with the ability to lead global internal and external discussions.Demonstrated experience working across Japanese and international business cultures.
  Comfortable managing relationships and priorities across multiple regions and time zones.

Personal characteristics

• Strategic, commercially minded and able to see beyond individual transactions.

• Strong executive presence and communication skills.

• Entrepreneurial, proactive and comfortable building new approaches.

• Highly collaborative, with the ability to align teams without direct authority.

• Skilled at navigating complex organizations and building consensus among diverse stakeholders.

• Customer-focused, persistent and capable of operating effectively in ambiguous environments.

(REQ ID: 2938)