Workato Inc
Practice Director Palo Alto, California
Workato Inc, Mississippi State, Mississippi, us, 39762
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 .
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! 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
Workato is looking for an exceptional
Professional Services Practice Director
to lead and scale our
Americas West
Professional Services team. This strategic, high-impact leadership role is responsible for building a high-performing, customer-first services organization that plays an integral role in customer adoption, satisfaction, and retention. You will own key performance metrics including services bookings, revenue, team utilization, customer satisfaction, and operation efficiency. As a key leader, you will oversee a team of Engagement Managers, Delivery Managers, and Technical Managers, with accountability for delivery quality, scalable operations, and talent development. This role requires a proven track record in leading SaaS professional services at scale, with deep expertise in delivery excellence, people leadership, and business growth. You must be able to keep customer value top-of-mind, while strategically balancing the cost and revenue growth of the team. In this role, y ou will also be responsible to: Leadership & Team Management Lead, coach, and develop a high-performing, regional team of Engagement Managers, Delivery Managers, and Technical Managers. Build a culture of accountability, operational rigor, and customer focus. Drive recruiting, onboarding, coaching, and retention of top talent. Establish clear team structures, career paths, and professional development plans. Delivery Definition & Excellence
Check all associated application documentation thoroughly before clicking on the apply button at the bottom of this description.
Enforce consistent delivery methodologies (Agile, Waterfall) and best practices across all services engagements. Ensure engagements are delivered on-time, on-budget, and with high quality. Lead risk mitigation and escalation strategies across the project portfolios. Delegate standardization of tools, templates, and delivery documentation for scale and repeatability. Continuously improve delivery processes and customer experience. Identify areas to improve delivery with the use of AI. Partner with Sales, Product, and Customer Success to design offerings and methodologies that drive customer satisfaction, retention, and expansion. Support pre-sales efforts by articulating the business value of professional services and advantages of the Workato platform. Work collaboratively with Workato delivery partners to set customers up for optimized success at scale. Streamline scoping, contracting, and quoting processes to accelerate deal cycles. Evolve services portfolios in alignment with Workato’s product innovations and customer needs. Act as an executive sponsor for strategic accounts and key engagements. Customer Success & Engagement Ensure customers realize rapid time-to-value and achieve key adoption milestones. Oversee advisory, onboarding, and implementation engagements that lay the foundation for long-term customer success. Guide Engagement Managers to build account plans that support renewal and expansion. Strategic Operational Planning & Performance Own PS P&L, including bookings, revenue, margin, and utilization. Optimize regional and global resource planning across onshore, nearshore, offshore, and subcontractor models. Monitor and manage key metrics across delivery, customer satisfaction, and operational efficiency. Lead investment initiatives while maintaining financial discipline and delivery accountability. Provide strategic input into pricing, packaging, and go-to-market strategies. Requirements
Qualifications / Experience / Technical Skills
10+ years experience selling professional services for a SaaS company. 5+ years leading professional services team, including Engagement Managers, Delivery Managers, and technical resources. Proven ability to coach sellers on portfolio management and expansion strategies, growing accounts with large and complex pursuits ($M+). Proven ability to coach project managers in various delivery methodologies (Agile, Scrum) to deliver predictable and optimized revenue recognition. Proven P&L ownership experience for a services organization or department. Proven track record of driving software expansions as a result of managing a professional services team. Ability to navigate complex, enterprise-level customer relationships and drive executive engagement. Demonstrated ability to develop and maintain C-level relationships that recognize you as a trusted advisor, preferably in the integration or automation space. Strong interpersonal skills with the ability to convey and relate ideas to others and work in a collaborative and cross-functional environment. Excellent verbal and written communication skills and the ability to communicate ideas visually and create and conduct professional presentations. Self-starter and ability to work independently and as part of a distributed team, and willingness to take ownership of situations and problems. Willingness to travel up to 50% Preferred / Nice-to-haves: Understanding of iPaaS market and the role of integration and automation in digital transformation. Knowledge of API integrations, middleware, and enterprise system connectivity (ERP, CRM, eCommerce). Experience managing or delivering large-scale SaaS implementations in enterprise environments. Knowledge of enterprise systems and integration architecture. PMP, Scrum, or Agile certification is a plus. For California residents, the compensation range begins at $160,000 base salary, plus bonus, equity, and other perks and benefits. Create a Job Alert Interested in building your career at Workato? Get future opportunities sent straight to your email. Apply for this job indicates a required field First Name * Last Name * Email * Phone * Resume/CV * Enter manually Accepted file types: pdf, doc, docx, txt, rtf Enter manually Accepted file types: pdf, doc, docx, txt, rtf LinkedIn Profile * Are you authorized to work in the United States for any employer? * Select... Will you now or in the future require visa sponsorship? * Select... What is your expected compensation? * Why do you think you will be successful in this role? * U.S. Standard Demographic Questions We invite applicants to share their demographic background. If you choose to complete this survey, your responses may be used to identify areas of improvement in our hiring process. How would you describe your gender identity? (mark all that apply) Select... How would you describe your racial/ethnic background? (mark all that apply) Select... How would you describe your sexual orientation? (mark all that apply) Select... Do you identify as transgender? Select... Do you have a disability or chronic condition (physical, visual, auditory, cognitive, mental, emotional, or other) that substantially limits one or more of your major life activities, including mobility, communication (seeing, hearing, speaking), and learning? Select... Are you a veteran or active member of the United States Armed Forces? Select... Voluntary Self-Identification For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file. As set forth in Workato’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law. If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Select... Voluntary Self-Identification of Disability Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026 Voluntary Self-Identification of DisabilityForm CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026 Why are you being asked to complete this form? We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years. Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . How do you know if you have a disability?
A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability.
Disabilities include, but are not limited to: Alcohol or other substance use disorder (not currently using drugs illegally) Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS Blind or low vision Cancer (past or present) Cardiovascular or heart disease Celiac disease Cerebral palsy Deaf or serious difficulty hearing Diabetes Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders Epilepsy or other seizure disorder Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome Intellectual or developmental disability Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD Missing limbs or partially missing limbs Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS) Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities Partial or complete paralysis (any cause) Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema Short stature (dwarfism) Traumatic brain injury Disability Status Select... PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
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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! 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
Workato is looking for an exceptional
Professional Services Practice Director
to lead and scale our
Americas West
Professional Services team. This strategic, high-impact leadership role is responsible for building a high-performing, customer-first services organization that plays an integral role in customer adoption, satisfaction, and retention. You will own key performance metrics including services bookings, revenue, team utilization, customer satisfaction, and operation efficiency. As a key leader, you will oversee a team of Engagement Managers, Delivery Managers, and Technical Managers, with accountability for delivery quality, scalable operations, and talent development. This role requires a proven track record in leading SaaS professional services at scale, with deep expertise in delivery excellence, people leadership, and business growth. You must be able to keep customer value top-of-mind, while strategically balancing the cost and revenue growth of the team. In this role, y ou will also be responsible to: Leadership & Team Management Lead, coach, and develop a high-performing, regional team of Engagement Managers, Delivery Managers, and Technical Managers. Build a culture of accountability, operational rigor, and customer focus. Drive recruiting, onboarding, coaching, and retention of top talent. Establish clear team structures, career paths, and professional development plans. Delivery Definition & Excellence
Check all associated application documentation thoroughly before clicking on the apply button at the bottom of this description.
Enforce consistent delivery methodologies (Agile, Waterfall) and best practices across all services engagements. Ensure engagements are delivered on-time, on-budget, and with high quality. Lead risk mitigation and escalation strategies across the project portfolios. Delegate standardization of tools, templates, and delivery documentation for scale and repeatability. Continuously improve delivery processes and customer experience. Identify areas to improve delivery with the use of AI. Partner with Sales, Product, and Customer Success to design offerings and methodologies that drive customer satisfaction, retention, and expansion. Support pre-sales efforts by articulating the business value of professional services and advantages of the Workato platform. Work collaboratively with Workato delivery partners to set customers up for optimized success at scale. Streamline scoping, contracting, and quoting processes to accelerate deal cycles. Evolve services portfolios in alignment with Workato’s product innovations and customer needs. Act as an executive sponsor for strategic accounts and key engagements. Customer Success & Engagement Ensure customers realize rapid time-to-value and achieve key adoption milestones. Oversee advisory, onboarding, and implementation engagements that lay the foundation for long-term customer success. Guide Engagement Managers to build account plans that support renewal and expansion. Strategic Operational Planning & Performance Own PS P&L, including bookings, revenue, margin, and utilization. Optimize regional and global resource planning across onshore, nearshore, offshore, and subcontractor models. Monitor and manage key metrics across delivery, customer satisfaction, and operational efficiency. Lead investment initiatives while maintaining financial discipline and delivery accountability. Provide strategic input into pricing, packaging, and go-to-market strategies. Requirements
Qualifications / Experience / Technical Skills
10+ years experience selling professional services for a SaaS company. 5+ years leading professional services team, including Engagement Managers, Delivery Managers, and technical resources. Proven ability to coach sellers on portfolio management and expansion strategies, growing accounts with large and complex pursuits ($M+). Proven ability to coach project managers in various delivery methodologies (Agile, Scrum) to deliver predictable and optimized revenue recognition. Proven P&L ownership experience for a services organization or department. Proven track record of driving software expansions as a result of managing a professional services team. Ability to navigate complex, enterprise-level customer relationships and drive executive engagement. Demonstrated ability to develop and maintain C-level relationships that recognize you as a trusted advisor, preferably in the integration or automation space. Strong interpersonal skills with the ability to convey and relate ideas to others and work in a collaborative and cross-functional environment. Excellent verbal and written communication skills and the ability to communicate ideas visually and create and conduct professional presentations. Self-starter and ability to work independently and as part of a distributed team, and willingness to take ownership of situations and problems. Willingness to travel up to 50% Preferred / Nice-to-haves: Understanding of iPaaS market and the role of integration and automation in digital transformation. Knowledge of API integrations, middleware, and enterprise system connectivity (ERP, CRM, eCommerce). Experience managing or delivering large-scale SaaS implementations in enterprise environments. Knowledge of enterprise systems and integration architecture. PMP, Scrum, or Agile certification is a plus. For California residents, the compensation range begins at $160,000 base salary, plus bonus, equity, and other perks and benefits. Create a Job Alert Interested in building your career at Workato? Get future opportunities sent straight to your email. Apply for this job indicates a required field First Name * Last Name * Email * Phone * Resume/CV * Enter manually Accepted file types: pdf, doc, docx, txt, rtf Enter manually Accepted file types: pdf, doc, docx, txt, rtf LinkedIn Profile * Are you authorized to work in the United States for any employer? * Select... Will you now or in the future require visa sponsorship? * Select... What is your expected compensation? * Why do you think you will be successful in this role? * U.S. Standard Demographic Questions We invite applicants to share their demographic background. If you choose to complete this survey, your responses may be used to identify areas of improvement in our hiring process. How would you describe your gender identity? (mark all that apply) Select... How would you describe your racial/ethnic background? (mark all that apply) Select... How would you describe your sexual orientation? (mark all that apply) Select... Do you identify as transgender? Select... Do you have a disability or chronic condition (physical, visual, auditory, cognitive, mental, emotional, or other) that substantially limits one or more of your major life activities, including mobility, communication (seeing, hearing, speaking), and learning? Select... Are you a veteran or active member of the United States Armed Forces? Select... Voluntary Self-Identification For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file. As set forth in Workato’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law. If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows: A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability. A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service. An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense. An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985. Select... Voluntary Self-Identification of Disability Form CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026 Voluntary Self-Identification of DisabilityForm CC-305 Page 1 of 1 OMB Control Number 1250-0005 Expires 04/30/2026 Why are you being asked to complete this form? We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years. Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp . How do you know if you have a disability?
A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability.
Disabilities include, but are not limited to: Alcohol or other substance use disorder (not currently using drugs illegally) Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS Blind or low vision Cancer (past or present) Cardiovascular or heart disease Celiac disease Cerebral palsy Deaf or serious difficulty hearing Diabetes Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders Epilepsy or other seizure disorder Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome Intellectual or developmental disability Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD Missing limbs or partially missing limbs Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS) Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities Partial or complete paralysis (any cause) Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema Short stature (dwarfism) Traumatic brain injury Disability Status Select... PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.
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