Sales Development Representative



Sales & Business Development
Tokyo, Japan
Posted on Monday, September 25, 2023

About Workato

Workato is the only integration and automation platform that is as simple as it is powerful — and because it’s built to power the largest enterprises, it is quite powerful.

Simultaneously, it’s a low-code/no-code platform. This empowers any user (dev/non-dev) to painlessly automate workflows across any apps and databases.

We’re proud to be named a leader by both Forrester and Gartner and trusted by 7,000+ of the world's top brands such as Box, Grab, Slack, and more. But what is most exciting is that this is only the beginning.

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


We are looking for an exceptional Sales Development Representative (SDR) to join our growing team. In this role, you will be responsible for responding to inbound inquiries and increasing our outreach via outbound activity. You will strategically approach target companies and sell automation solutions that will help them achieve their business objectives. Also, you will be responsible for the following:

  • Develop and manage sales pipeline, prospect and assess sales potential; create detailed prospecting lists using various methods to identify and win new enterprise customers.

  • Schedules customer onboarding calls; transitions the customer to Customer Success; expedite the resolution of customer problems and complaints to maximize satisfaction.

  • Meet and exceed sales targets and outcomes within schedule.

  • Establish and maintain positive business and customer relationships. Increase visibility of Workato across all departments within customer accounts.

  • Perform cost-­benefit and needs analysis of existing/potential customers to meet their needs; proactively help customers to assess Workato throughout the decision process.

  • Present, promote and sell products/services using well-formed arguments to existing and prospective customers; provide product demonstration to prospects.

  • Regularly evaluate market potential, track sales and status reports; analyze market to formulate plans to win and grow new and existing businesses by working with Marketing, Customer Success and Product.

  • Work effectively in teams to maximize revenue potential and ensure customer success.

  • Continuously improve through feedback.


Qualifications / Experience / Technical Skills

  • Bachelor’s degree or equivalent industry experience preferred.

  • High level of comfort presenting key client issues, be the customer advocate within Workato.

  • Identify and leverage trends within industry of expertise/focus.

  • .Prioritize and deliver outstanding customer service experience to Workato’s customers.

  • Technical background or good understanding of technology and industry trends, especially in the app integration space preferred.

  • Experience or interest in customer sales, account management or consulting preferred.

Soft Skills / Personal Characteristics

  • Strong collaboration skills, ability to adapt to a dynamic start-up environment with a passion for making an impact.

  • Fluent in Japanese language (written/verbal).

  • Ability to effectively prioritize tasks and manage time, even under high-pressure situations.

  • Strong critical thinking, analytical skills with an entrepreneurial and proactive mind-set.


現在私たちは急成長するチームに加わって頂く卓越したSales Development Representative (SDR) を募集しています。 この職種では、外部から入って来る各種問い合わせ(インバウンド)に対応して頂き、また拡販活動(アウトバウンド)を通じて顧客やユーザーとのリーチを拡大する職務があります。営業対象の企業様に戦略的にアプローチし、ビジネス目標達成への助けとなる自動化ソリューションの拡販に寄与します。 また、この職種は以下のような職務を持ちます:

  • セールスパイプライン開発および管理、また販売の可能性を予測し評価します。 様々な手法を駆使し詳細な見込み客リストを作成、新しい企業顧客を特定し獲得します

  • 顧客とのオンボーディングコールのスケジュール調整を行いカスタマーサクセスへと導き、顧客との様々な事案の解決を促進し、顧客満足度を最大化させます。

  • 決められた期間内での目標達成、またその目標以上の成果を目指した拡販活動を行います

  • 顧客とのビジネスにおいてポジティブな関係を確立し維持管理します。 顧客社内での全ての部門においてWorkato導入の可視性を高めます

  • 既存顧客、及び見込み顧客のコストベネフィットやニーズ分析を行い顧客のニーズに答えます。 意思決定に要するプロセス全体を通じて、お客様がWorkatoを査定評価する支援を積極的に行います

  • 既存顧客、及び見込み顧客との整然とした議論を行い、当社の製品・サービスを提案し、販売活動に貢献します。 見込み客に製品デモンストレーションの機会を提供します

  • 市場の可能性を定期的に評価し、営業状況やステータスレポートをトラックします。 市場分析を行い、新規顧客の獲得および既存ビジネスを成長させるための施策を策定します

  • チーム単位で効果的に作業し、収益の可能性を最大化し、顧客の成功を確実なものにします

  • 様々なフィードバックを通じ、継続的に業務改善する



  • BS/修士または同等の学歴(4年制大学・IT・情報処理に関わる学部卒)

  • 高い問題対応能力、顧客の擁護者として社内調整できる能力

  • IT業界知識を持ち、業界傾向を察知し活用できる方

  • 顧客に関連する業務に適切な優先順位をつけ、優れたカスタマーサービス体験を提供できる方

  • 技術バックグラウンドを持つ方、またはテクノロジー・IT業界のトレンドに関する十分な理解を持つ方。特にアプリケーション統合分野での経験者は優遇

  • 営業、アカウントマネージメント、またはコンサルティング業務経験者は優遇


  • 高い協調性・コラボレーションスキル、ダイナミックなスタートアップ環境に適応しインパクトを与える能力と情熱

  • 日本語が堪能である(読み書き含む)

  • プレッシャーがかかる状況下においても各タスクに効率的な優先順位を付け、時間管理する能力

  • 高いクリティカル思考、起業家精神、プロアクティブに分析する能力