Director, Business Development - AI Partnerships

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:

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Business Insider named us an “enterprise startup to bet your career on”

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Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

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Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

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Quartz ranked us the #1 best company for remote workers

Responsibilities

As Director of Business Development, Strategic AI Partnerships, you will be at the forefront of Workato’s AI ecosystem strategy. You will be a part of our AI Research Lab in San Francisco working to identify, build, and scale relationships with top AI technology partners. You will drive integration opportunities and joint go-to-market (GTM) initiatives.

This is a highly visible, cross-functional role requiring executive presence, deal-making acumen, and a passion for innovation.

You will also be responsible to:

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Partner Strategy & Relationship Building: Identify, engage, and nurture relationships with a small number of the world’s top businesses. Build executive-level connections and maintain ongoing strategic alignment.

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Integration & GTM Opportunities: Surface and evaluate opportunities for deep technical integrations and joint GTM motions that drive mutual value.

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Deal Structuring & Execution: Lead the structuring, negotiation, and closure of complex partnership agreements, ensuring alignment with Workato’s business objectives.

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Joint Customer Opportunities: Proactively identify and route joint customer opportunities to the sales organization, collaborating closely to maximize impact.

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Executive Engagement: Represent Workato in partner executive forums, industry events, and joint customer engagements.

Requirements

Qualifications / Experience / Technical Skills

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10+ years in business development, alliances, or partnerships within enterprise SaaS, with a focus on AI, cloud, or developer platforms.

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Demonstrated success structuring and closing complex technology partnerships.

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Deep understanding of the AI ecosystem and developer tools landscape.

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Bachelor’s degree required; MBA or advanced degree preferred.

Soft Skills / Personal Characteristics

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Excellent communication, negotiation, and project management skills.

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Strong executive presence and ability to influence at all levels.

(REQ ID: 2461)