---
title: 'Senior ABM & Demand Generation Manager at Workato'
canonical: 'https://feeny.ai/job/senior-abm-demand-generation-manager-workato-san-francisco-xne05zvxpz26'
type: 'job'
last_seen: '2026-09-12'
---

# Senior ABM & Demand Generation Manager at Workato

- **Company:** Workato
- **Location:** San Francisco, CA
- **Posted:** 2026-09-09
- **Last confirmed live:** 2026-09-12
- **Apply:** https://www.workato.com/careers?gh_jid=8790899002#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

We’re seeking a strategic, execution-oriented Senior ABM & Demand Generation Manager to lead AI-driven integrated marketing campaigns that accelerate pipeline growth and strengthen market leadership. This role will own the strategy, execution, and optimization of full-funnel campaigns centered on AI solutions and messaging.

You will play a critical role in translating AI product innovation and positioning into scalable, high-performing campaigns that resonate with technical and business audiences. This position requires a strong background in AI marketing, experience bringing complex AI offerings to market, and the ability to lead cross-functional stakeholders across Product Marketing, Sales, Field Marketing, and Marketing Operations.

This is a senior individual contributor role with high visibility and significant revenue impact.

You will also be responsible for:

Owning Account-Based Marketing (ABM) Strategy

- Own ABM strategy end-to-end: account selection, tiering, and 1:1/1:few/1:many program design, execution, and platform management (e.g.,, Demandbase, CommonRoom, or similar)

- Partner with Sales to align target account lists, engagement plays, and pipeline goals

- Report on ABM-specific pipeline and account engagement, distinct from broader campaign performance

- Be responsible for large expansion support in our Flagship accounts

Leading AI-Focused Integrated Campaign Strategy

- Own end-to-end strategy and execution of multi-channel campaigns focused on AI solutions and use cases from New Logo to Expansion audiences

- Develop full-funnel programs that drive awareness, education, engagement, and pipeline for AI-related offerings

- Translate complex AI capabilities (ML, GenAI, automation, data intelligence, etc.) into compelling, outcome-driven campaign narratives

Driving Multi-Channel Execution & Optimization

- Orchestrate integrated campaigns across email, paid media, webinars/events, content syndication, ABM, social, and web

- Partner with Marketing Ops to design scalable campaign architectures in marketing automation platforms

- Implement sophisticated nurture tracks tailored to AI buyer personas (technical, business, executive)

- Own experimentation strategy including A/B testing, messaging refinement, and performance optimization

Aligning Messaging & Go-to-Market

- Collaborate closely with Product Marketing to bring AI positioning, competitive differentiation, and use-case storytelling into campaigns

- Partner with Sales and SDR leadership to align campaigns to pipeline goals and ensure strong follow-up motions

- Develop enablement materials that support AI campaign launches and field activation

Owning Performance & Pipeline Impact

- Own pipeline generation from AI integrated campaigns

- Build reporting frameworks and dashboards to measure AI campaign performance and ROI

- Conduct post-campaign analysis and translate insights into strategic improvements

- Leverage intent data, behavioral signals, and AI-driven insights to improve targeting and personalization

Elevating AI Campaign Excellence

- Stay current on AI market trends, buyer behavior shifts, and emerging AI use cases

- Act as a thought partner to leadership on AI go-to-market strategy

## Requirements

## Qualifications / Experience / Technical Skills

- Proven experience owning ABM strategy end-to-end, from account selection through program execution, with hands-on use of ABM platforms (6sense, Demandbase, RollWorks, Folloze, or similar)

- 6–10+ years of B2B demand generation or integrated campaign experience

- Proven experience marketing AI, ML, automation, data platforms, or advanced technology solutions

- Demonstrated success driving pipeline growth through full-funnel integrated campaigns

- Deep understanding of how to position complex AI offerings for both technical and executive audiences

- Hands-on experience with marketing automation platforms (Marketo, HubSpot, Pardot, etc.) and CRM systems (Salesforce)

- Strong analytical expertise with experience tying campaign performance to revenue impact

-

## Experience running account-based or targeted AI campaigns

- Nice to have: hands-on fluency with AI-powered marketing/workflow tools (e.g., agentic campaign builders, prompt-driven research or execution) to accelerate campaign delivery; a plus on top of AI marketing experience, not a substitute for it

Soft Skills / Personal Characteristics

- Ability to operate strategically while executing at a detailed level

- Excellent cross-functional leadership and stakeholder management skills

## Why You’ll Love This Role

- High-impact role driving AI category leadership and pipeline growth

- Ownership of strategic, visible initiatives tied directly to revenue

- Opportunity to shape AI go-to-market strategy at scale

- Collaborative, high-performing marketing team

- Competitive compensation and benefits

(REQ ID: 2639)

## #LI-NJ1

## 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)

## Other roles at Workato

- [Senior Software Engineer (GOlang, AI domain)](https://feeny.ai/job/senior-software-engineer-golang-ai-domain-workato-sofia-rp86py77chb2) — Sofia, Bulgaria
- [Senior Software Engineer (GOlang, AI domain)](https://feeny.ai/job/senior-software-engineer-golang-ai-domain-workato-berlin-pzy5ar85axy7) — Berlin, Germany / Frankfurt, Germany / Munich, Germany
- [Senior Software Engineer (GOlang, AI domain)](https://feeny.ai/job/senior-software-engineer-golang-ai-domain-workato-belgrade-jd2ytczfymj7) — Belgrade, Serbia
- [Senior Software Engineer](https://feeny.ai/job/senior-software-engineer-workato-barcelona-s4jxvjmww78e) — Barcelona, Spain / Madrid, Spain
- [Global Account Director](https://feeny.ai/job/global-account-director-workato-tokyo-ce65p515dzn5) — Tokyo, Japan
- [Sr. Legal Counsel](https://feeny.ai/job/sr-legal-counsel-workato-palo-alto-meed4p49cttw) — Palo Alto, CA
- [Sales Development Representative](https://feeny.ai/job/sales-development-representative-workato-singapore-j523fmef0y74) — Singapore
- [Workplace Manager](https://feeny.ai/job/workplace-manager-workato-palo-alto-wpsceqpfgyt7) — Palo Alto, CA
- [Intern, Data Engineering](https://feeny.ai/job/intern-data-engineering-workato-singapore-qs226ah3pf9t) — Singapore
- [Senior Salesforce Administrator (6-month contract)](https://feeny.ai/job/senior-salesforce-administrator-6-month-contract-workato-palo-alto-jaz012cw7rdp) — Palo Alto, CA