About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at 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 Embedded Customer Success Manager to join our growing team. In this role, you will be involved in Workato’s Embedded Business Unit, which is one of our fastest-growing and most strategic teams. We partner with software companies to embed Workato’s integration and automation platform directly into their products, enabling them to launch, sell, and scale a native integration offering to their own customers.

This is a high-impact, high-visibility role that sits at the intersection of product strategy, technical consulting, and business development. You will work with sophisticated software companies and need to operate credibly at every level of their organization, from the CTO to the front-line sales rep.

You will also be responsible to:

Customer Outcomes & Retention

Own a portfolio of embedded customers, managing renewals and driving net revenue retention targets

Understand each customer’s business goals, success metrics, and integration roadmap — and build a success plan that maps Workato capabilities to those outcomes

Proactively identify risks to retention and adoption; lead escalation management and cross-functional resolution

Conduct regular executive business reviews (EBRs) to communicate progress, value delivered, and next steps

Product Adoption & Enablement

Guide customers through product launch, go-to-market readiness, and end-customer onboarding

Enable customer product, engineering, and sales teams on Workato’s platform and best practices for building and selling embedded integrations

Partner with customers to design and implement technical solutions that maximize platform value and end-customer adoption

Identify expansion opportunities within existing accounts — including new use cases, product tiers, and Enterprise MCP capabilities

Business Strategy & Advisory

Advise customers on integration product strategy, including packaging, pricing, and go-to-market design

Support customers in developing sales enablement materials and internal champions to drive integration revenue

Collaborate with Workato’s product team to advocate for customer needs and influence the embedded product roadmap

Serve as the voice of the customer internally, synthesizing feedback into actionable insights for product, marketing, and engineering

Team & Culture

Partner cross-functionally with Account Executives, Solutions Engineers, and Professional Services on pre- and post-sale activities

Contribute to internal playbooks, onboarding resources, and best practice documentation

Requirements

Qualifications / Experience / Technical Skills

5+ years of experience in customer success, technical account management, consulting, or product management — ideally in a SaaS or i PaaS environment

Experience working with software companies (ISVs) or in an embedded / OEM partnership context is a strong plus

Solid understanding of the software development lifecycle and ability to engage meaningfully with technical audiences (architects, engineers, product managers)

Demonstrated track record of hitting or exceeding renewal and expansion targets

Experience supporting customers through product launches, go-to-market initiatives, or sales enablement programs

Familiarity with integration, automation, or workflow platforms (e.g., Workato, Mule Soft, Boomi, Zapier, or similar)

Comfortable working with executive stakeholders and navigating complex, multi-team customer organizations

BS/BA or equivalent practical experience

Soft Skills / Personal Characteristics

Strategic thinker who can see the big picture while managing the details

Excellent written and verbal communication skills, with the ability to translate complex technical concepts for non-technical audiences

Entrepreneurial mindset — comfortable with ambiguity, able to build structure in a fast-moving environment

Strong customer empathy and a genuine commitment to customer outcomes

Highly organized, with the ability to manage multiple accounts and priorities simultaneously

Collaborative team player who actively contributes to team culture and development

Proactive problem-solver who doesn’t wait to be asked

Passion for automation and its power to transform how businesses operate

For California applicants, the base pay for this role may range between $100,000 - $130,000 plus variable, benefits, perks, and equity.

(REQ ID: 2653)