Inbound Sales Development Representative

About the role

You will own the full lifecycle of inbound lead engagement from initial contact through to qualified opportunity. You will partner with Sales and Marketing to ensure that every interaction with a prospective customer is consistent, data-driven, and aligned with revenue goals. You will leverage your consultative skills to uncover business needs and map them to Workato's integration and automation platform. You will act as the primary voice of the customer, capturing insights and feedback to inform product messaging and positioning. You will champion the Workato brand in every conversation, reinforcing trust and thought leadership in the enterprise automation space. You will analyze pipeline metrics and experiment with outreach techniques to continuously improve conversion rates. You will collaborate with cross-functional teams to ensure a seamless handoff from marketing-qualified leads to sales-qualified opportunities.

Key facts

What you'll do

• Source, qualify, and develop inbound leads from website traffic, chat sessions, event registrations, and trial activations.
• Conduct discovery calls to understand customer workflows, integration challenges, and automation objectives.
• Maintain precise records of all interactions, decisions, and next steps within the CRM to ensure accurate forecasting.
• Collaborate with Sales and Marketing to design and iterate on lead nurturing campaigns that accelerate pipeline growth.
• Monitor lead activity and deploy timely follow-up sequences that move opportunities forward efficiently.
• Translate complex platform capabilities into clear business outcomes for executives, engineers, and operations leaders.
• Identify and escalate high-potential opportunities to the appropriate Sales Executives with comprehensive context.
• Track competitive signals and market feedback to inform positioning and messaging adjustments.
• Partner with Customer Success to reference ideal customer profiles and refine targeting strategies.
• Optimize conversion metrics by testing outreach cadences, content assets, and call frameworks.

Requirements

• You are eligible to work in the United States without sponsorship.
• You are authorized to work in the location listed on this page.
• You have the right to work in the United States for the duration of this position.
• You will not require work authorization sponsorship now or in the future.
• You have at least one year of previous SDR or outbound sales experience.
• You have a proven track record of meeting or exceeding quota in a sales environment.
• You demonstrate strong written and verbal communication skills.
• You are comfortable using Salesforce or similar CRM platforms.

Nice to have

• Experience with marketing automation tools such as HubSpot or Marketo.
• Familiarity with integration platforms or API-led connectivity concepts.
• Background in a technology or software sales environment.

Practical notes

• This role is eligible for remote work in the United States.
• Workato is an equal opportunity employer.
• We are committed to building a diverse team and we celebrate diversity.
• We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
• We consider for employment qualified individuals with disabilities and will reasonably accommodate the known limitations of otherwise qualified individuals with disabilities who are seeking employment.
• If you require accommodation to complete the application process, please contact recruiting@workato.com.
• We are an equal opportunity employer.
• We consider for employment qualified individuals with disabilities and will reasonably accommodate the known limitations of otherwise qualified individuals with disabilities who are seeking employment.
• If you require accommodation to complete the application process, please contact recruiting@workato.com.

Salary range

• Base salary range for this role in Denver is $65,000 - $85,000 per year.
• Base salary range for this role in Palo Alto is $70,000 - $90,000 per year.
• OTE range for this role in Denver is $80,000 - $100,000 per year.
• OTE range for this role in Palo Alto is $85,000 - $105,000 per year.
• Additional details regarding compensation, benefits, and pay equity can be found on our careers site.

Workato provides a comprehensive benefits package which includes full medical, dental, and vision coverage, 401(k) with company match, paid time off, and employee assistance programs. You can review all of our benefits on our careers site.

Application instructions

• Please submit your resume and a brief cover letter explaining your interest in the role.
• If you are unable to complete the application through our portal, you can email your materials to recruiting@workato.com.
• We thank all applicants; however, only those selected for an interview will be contacted.
• Candidates must be authorized to work in the United States.
• This role is open to applicants who are authorized to work in the selected location.
• We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
• We consider for employment qualified individuals with disabilities and will reasonably accommodate the known limitations of otherwise qualified individuals with disabilities who are seeking employment.
• If you require accommodation to complete the application process, please contact recruiting@workato.com.
• This job description is not intended to be an exhaustive list of all responsibilities, duties, or skills required of employees in this role, and Workato reserves the right to modify this job description at any time, including duties that may be added, changed, or removed as business needs evolve.
• Workato is an equal opportunity employer.
• We consider for employment qualified individuals with disabilities and will reasonably accommodate the known limitations of otherwise qualified individuals with disabilities who are seeking employment.
• If you require accommodation to complete the application process, please contact recruiting@workato.com.
• We are an equal opportunity employer and do not discriminate on the basis of race, color, religion, salary, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
• We consider for employment qualified individuals with disabilities and will reasonably accommodate the known limitations of otherwise qualified individuals with disabilities who are seeking employment.
• If you require accommodation to complete the application process, please contact recruiting@workato.com.
• This job description is not intended to be an exhaustive list of all responsibilities, duties, or skills required of employees in this role, and Workato reserves the right to modify this job description at any time, including duties that may be added, changed, or removed as business needs evolve.
• This role reports to the Director of Sales.
• Workato may conduct background and reference checks.
• All employment offers are contingent upon successful completion of any background checks.
• This position is eligible for paid time off and company holidays.
• This position is full-time.
• This position may be filled at multiple locations.
• This role may involve travel up to 25%.
• This role requires occasional after-hours follow-up with leads in different time zones.
• This role requires access to a reliable internet connection and a suitable workspace.
• This role requires proficiency in English.
• This role requires the use of a laptop provided by Workato.
• This role requires adherence to Workato's security and data protection policies.
• This role requires participation in ongoing training and performance reviews.
• This role requires collaboration with globally distributed teams.
• This role requires occasional weekend coverage for peak demand periods.
• This role requires strict compliance with confidentiality agreements.
• This role requires active participation in quarterly business reviews with stakeholders.
• This role requires the ability to prioritize multiple tasks and manage competing deadlines.
• This role requires the use of video conferencing tools for remote meetings.
• This role requires documentation of customer interactions for knowledge base contributions.
• This role requires proactive communication with internal stakeholders.
• This role requires maintenance of accurate forecasting data.
• This role requires participation in sales metrics reviews and pipeline analysis.
• This role requires the execution of marketing campaigns aligned with demand generation initiatives.
• This role requires close coordination with Product and Customer Success teams.
• This role requires the interpretation of customer requirements into technical requirements.
• This role requires the demonstration of platform capabilities during discovery calls. platform capabilities during discovery calls.