---
title: 'Manager, Sales Development at Workato'
canonical: 'https://feeny.ai/job/manager-sales-development-workato-dublin-qyrfvdfjgt0c'
type: 'job'
last_seen: '2026-09-05'
---

# Manager, Sales Development at Workato

- **Company:** Workato
- **Location:** Dublin, Ireland
- **Posted:** 2026-08-28
- **Last confirmed live:** 2026-09-05
- **Apply:** https://www.workato.com/careers?gh_jid=8743119002#open-roles

## Job description

## 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](https://www.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](http://www.workato.com/careers) 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

Workato is looking for a manager who can take our talented EMEA SDR team to the next level. Not just by managing activity, but by rebuilding how we find and create pipeline in an AI-first buying environment. Outbound has changed: buyers are harder to interrupt, signal-based prospecting has replaced spray-and-pray, and AI tools now do in minutes what used to take an SDR a full day of research. We need a leader who has already adapted to that shift and can bring the team with them.

You'll own the strategy, performance, and culture of the EMEA SDR org, reporting to the Senior Director, EMEA Growth Marketing, and working closely with regional sales leaders, marketing, Account Executives to build a predictable, scalable pipeline engine, while developing the next generation of Workato Account Executives.

## What You'll Do

## Team leadership & development

- Recruit, coach, and manage the EMEA team of SDRs; build a strong bench for promotion into Account Executive roles
- Build and continuously refine a structured onboarding and ramp program that gets new SDRs to full productivity faster
- Use call recordings, sequence performance, and CRM activity data to drive targeted, individualized coaching rather than generic training

AI-driven pipeline generation

- Design and evolve outbound strategies that combine intent data, buyer signals, and AI-powered prospecting and research tools to prioritize the right accounts at the right moment, rather than working static lead lists
- Partner with RevOps/Sales Ops to ensure intent, enrichment, and engagement data flow cleanly into Salesforce and Outreach so the team is always acting on the freshest signal

Cross-functional GTM strategy

- Partner with marketing to translate campaigns, ICP, and positioning into outbound messaging and multi-touch sequences that convert
- Work with regional sales leaders and AEs to tighten SDR-to-opportunity handoff and improve conversion rates through the funnel

Operating Rigor & Reporting

- Own team quota: monthly, quarterly, and annual targets
- Report on pipeline metrics, trends, and forecasted headcount needs to leadership
- Build dashboards and processes that make performance and pipeline health visible in real time, not just in QBRs

## Requirements

## Qualifications / Experience / Technical Skills

- 3-5 years of being an SDR / BDR Manager, OR having similar experience, ideally in B2B Technology
- Experience successfully managing entry level salespeople to achieve performance goals
- Proven track record of consistently exceeding against quota and outlined metrics
- Proven ability to be a strong coach
- Strong experience working with Salesforce.com, Outreach.io, and SDR business intelligence tools, or similar.
- Strong ability to conduct analysis and make decisions based on data
- ​​A competitive & resilient growth mindset

Soft Skills / Personal Characteristics

- Excellent communication, interpersonal, and organizational skills
- A bias-for-action type person who hates letting broken things stay that way
- Strong ability to conduct analysis and make decisions based on data
- ​​A competitive & resilient growth mindset

(REQ ID: 2954)

## About Workato

## Company Overview
- **One-liner**: Workato is an enterprise orchestration platform that provides an Integration Platform as a Service (iPaaS) and an Enterprise Model Context Protocol (MCP) to make AI agents secure, scalable, and accurate.
- **Entity Type**: Private (Series E; total funding $525M)
- **Headquarters**: Palo Alto, California, United States
- **Founded**: 2013
- **Founders**: Vijay Tella (CEO & Co-Founder)

## Core Business
- **Primary industry**: Enterprise automation, integration platform as a service (iPaaS), AI agent orchestration
- **Target customers**: B2B, Enterprise (Fortune 500 companies, SMBs), IT, operations, HR, sales, marketing, finance, and product teams
- **Mission or purpose statement**: “To help enterprises realize the true potential of agents by bringing them from the edge of your business to the core.” [workato.com](https://www.workato.com/)

## Products & Services
- **Workato Enterprise MCP**: A platform purpose-built for agentic AI, offering predictable, scalable, and secure orchestration of AI agents across enterprise systems. [workato.com](https://www.workato.com/)
- **Workato GO**: A new AI super app that allows users to search, act, and orchestrate across the enterprise. [workato.com](https://www.workato.com/) / [linkedin.com](https://www.linkedin.com/company/workato)
- **iPaaS (Integration Platform as a Service)**: The core product that connects applications, data sources, and processes, enabling end-to-end automation for functions such as HR, sales, marketing, finance, support, and product. [workato.com](https://www.workato.com/about_us)

## Market Standing
- **Valuation**: Not publicly disclosed (private company)
- **Key Metrics**: Annual Revenue ~$150M (latest estimate); Total Funding $525M (Series D & E, plus earlier rounds). [linkedin.com](https://www.linkedin.com/company/workato)
- **Notable Investors/Partners**: Battery Ventures (led Series E), Altimeter Capital, Insight Partners (led Series D), Storm Ventures, Digital Industry Singapore. [linkedin.com](https://www.linkedin.com/company/workato)
- **Growth Signals**: Trusted by more than 50% of the Fortune 500; 1,087 employees with +3.1% monthly headcount growth; active job postings increasing +22.9% month-over-month; launched Workato GO in June 2025; acquired DeepConverse in March 2025. [linkedin.com](https://www.linkedin.com/company/workato) / [workato.com](https://www.workato.com/)

## Competitive Advantages
- **#1 iPaaS** per Gartner (2026) and recognized as a leader in enterprise integration. [workato.com](https://www.workato.com/)
- **Enterprise MCP** for AI agents, providing a dedicated orchestration layer that makes agents predictable, secure, and scalable – a unique moat in the agentic AI space.
- **Deep ecosystem**: Over 50% of Fortune 500 companies use Workato, indicating strong network effects and enterprise trust.
- **Embedded integration capabilities**: Allows companies to embed Workato’s automation into their own products (embed offering).

## Strategic Focus
- **Agentic AI orchestration**: Positioning as the “trusted orchestration layer for AI agents” with the Enterprise MCP platform.
- **Expansion of AI super app (Workato GO)**: Combining search, action, and orchestration into a single interface for enterprise users.
- **International growth**: Presence in 39 countries, with offices in Palo Alto, San Francisco, Singapore, India, Netherlands, and others. Continued hiring in sales, engineering, and customer success globally.
- **Product innovation**: Investing in AI products (Chief of AI Products role), search/retrieval engineering, and Rust development for performance.

## Why Work Here
- **Culture**: Values include “Act Customer-First”, “Get S#*t Done”, “Raise Our Game”. Emphasis on balance between productivity and wellness. [workato.com/careers](https://www.workato.com/careers)
- **Flexible Working**: Flexible working arrangements, dedicated wellness and recreation time, virtual game nights, fitness sessions. [workato.com/careers](https://www.workato.com/careers)
- **Professional Development**: Training programs, budgets for upskilling, support for individual career ambitions. [workato.com/careers](https://www.workato.com/careers)
- **Benefits**: Health insurance, Employee Assistance Programme (EAP), referral bonuses, stock options. [workato.com/careers](https://www.workato.com/careers)
- **Engineering Culture**: Strong technical roles (Senior Rust Developer, Senior Software Engineer in Search/Retrieval, AI product roles). Average employer rating 4.0/5.0 (423 reviews) with culture rated 3.8, compensation 3.8, career growth 3.6. [linkedin.com](https://www.linkedin.com/company/workato)
- **Global Presence**: Offices in Palo Alto (HQ), San Francisco, Singapore, India, Netherlands, and more – hybrid/remote options available. [workato.com/about_us](https://www.workato.com/about_us)

## Sources
1. [workato.com - About Us](https://www.workato.com/about_us)
2. [workato.com - Careers](https://www.workato.com/careers)
3. [workato.com - Homepage](https://www.workato.com/)
4. [linkedin.com - Company Page](https://www.linkedin.com/company/workato)
5. [job-boards.greenhouse.io - Workato Jobs](https://job-boards.greenhouse.io/workato/jobs/8188971002)

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