W

Workato

Enterprise automation platform for app integration

Global Strategic Account Director

Full-TimeUpdated on 10/15/2026
No salary listed
Expert
Tokyo, Japan
In Person
Sales & Account ManagementAccount Management

About the job

Requirements
  • 10+ years of enterprise technology sales experience, preferably in SaaS, PaaS, cloud, data, integration, automation, or AI.
  • Proven success selling complex solutions to large multinational enterprises.
  • Experience managing Japan-headquartered companies or comparable global strategic accounts.
  • Demonstrated ability to create and close large, multi-stakeholder opportunities across multiple countries, business units, and buying centers.
  • Track record of both new business development and expansion within strategic accounts.
  • Experience engaging and influencing C-level executives.
  • Experience working with regional sales teams, channel partners, and cross-functional stakeholders across multiple geographies.
  • Ability to influence and coordinate teams in a matrixed global organization.
  • Business-fluent Japanese, with the ability to engage credibly with senior Japanese executives.
  • Fluent business English, with the ability to lead global internal and external discussions.
  • Demonstrated experience working across Japanese and international business cultures.
  • Comfortable managing relationships and priorities across multiple regions and time zones.
Responsibilities
  • Champion a small portfolio of strategic Japan-headquartered multinational corporate accounts.
  • Develop and execute comprehensive global account plans spanning Japan headquarters, overseas subsidiaries, business units, and regions.
  • Build trusted relationships with C-level and senior executives across the customer’s global organization.
  • Use Japan headquarters relationships and executive sponsorship to open doors and accelerate engagement internationally.
  • Identify successful use cases and strategic initiatives from overseas regions and bring them back to Japan headquarters and other parts of the corporate group.
  • Map customer organizations, business priorities, technology environments, buying centers, decision-makers, and partner ecosystems.
  • Identify enterprise-wide and repeatable use cases that can be scaled across countries and business units.
  • Create and orchestrate large, multi-region strategic opportunities in collaboration with regional Account Owners.
  • Coordinate closely with regional sales, customer success, pre-sales, professional services, partner, and marketing teams.
  • Work with local Account Owners, who retain responsibility for regional customer engagement, opportunity execution, procurement, and closing.
  • Align internal teams around a consistent global account strategy and customer experience.
  • Lead global opportunity strategy, executive engagement, commercial planning, and deal orchestration.
  • Act as a strategic advisor to customers on automation, integration, orchestration, and the governance of enterprise AI.
  • Maintain clear visibility into global account plans, pipeline, risks, dependencies, and next steps.

About the company

W

Workato

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Workato is an enterprise automation platform that helps businesses connect apps and automate workflows using a low-code/no-code approach (iPaaS). Users create “recipes,” automated tasks that run across different applications through a drag-and-drop interface and a library of connectors, enabling real-time data synchronization across HR, finance, marketing, and sales. The platform stands out with its broad app integration library, emphasis on enabling business users to automate without heavy engineering, enterprise-grade security and governance, and AI-assisted tools like Workato Copilot for natural-language automation. Its goal is to reduce the bottleneck between business teams and IT, helping organizations streamline operations and accelerate digital transformation as usage scales.

Company Size

1,001-5,000

Company Stage

Series E

Total Funding

$415M

Headquarters

Palo Alto, California

Founded

2013

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Simplify's Take

What believers are saying

  • September 24, 2026: customers surpassed 1.1 billion AI actions and 886,000 users.
  • June 29, 2026: Workato signed a second AWS collaboration and earned AWS AI Competency.
  • August 10, 2026: Hyderabad hub accelerates co-development with customers, partners, and engineers.

What critics are saying

  • Hyperscalers bundle rival automation: AWS, Workday, and ServiceNow compress Workato's pricing power.
  • Lenovo and Motorola own the consumer interface; Workato becomes replaceable middleware by 2027.
  • No public 2026 layoffs or profitability disclosure signals cost pressure and a funding overhang.

What makes Workato unique

  • AIRO, Live Process Graph, and Enterprise AI Control Plane unify orchestration, governance, and execution.
  • Workato powers Lenovo Qira and AWS agentic deployments, proving enterprise-grade multi-app execution.
  • Over 850 partners and 700 customers above $100K ARR create distribution depth.

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Benefits

  • Flexible working arrangements
  • EAP
  • Health insurance
  • Stock options
  • Professional development
  • PTO
  • Company events & recreation time

Growth & Insights and Company News

Headcount

6 month growth

0%

1 year growth

1%

2 year growth

0%
TechDay
Oct 14th, 2026
Workato & Gulanga launch sovereign AI for Australia.

Workato & Gulanga launch sovereign AI for Australia. Wed, 14th Oct 2026 (Today) Workato has agreed a partnership with Gulanga Group to offer a sovereign artificial intelligence solution to Australian government and enterprise customers. The arrangement also includes Gulanga's AI offering, Dukes, which is powered by Trellis Data's Agentaus large language model. The deal links Workato's platform with Australian AI models assessed for data sovereignty requirements, and early testing and integration work with Dukes is already under way. Australian organisations face growing pressure to adopt AI tools while keeping sensitive information under local control. The partnership is aimed at agencies and businesses that want to use AI systems while meeting governance and sovereignty rules on where data is handled and which models are used. Under the agreement, Gulanga will help identify and assess Australian sovereign AI technologies for use with Workato, including large language models, domain-specific models and other emerging AI tools. Workato will integrate selected providers into its platform so customers can use those models inside governed workflows. Customers will be able to choose between sovereign and non-sovereign models, while the platform remains model-neutral. According to the companies, Dukes has been trained and fine-tuned on Australian data. They say this gives the model stronger knowledge of Australian law and policy than more general overseas alternatives. John Deeb, Field CTO at Workato, said early work with the model had shown encouraging results. "When a government agency uses a model like Dukes to draft a policy document or take action specific to its domain, the response is faster, more relevant, and more economical than frontier models. We've seen that accuracy, performance, and cost benefit by plugging Dukes into the Workato platform," Deeb said. Policy backdrop The agreement comes as sovereign AI has become a more prominent issue in Australia's policy debate. Workato recently appeared before the Joint Select Committee on Artificial Intelligence, where its executives argued for platforms that allow local and overseas model providers to compete side by side. Bhaskar Roy, Chief AI Officer at Workato, framed the issue around customer choice and the role of specialist models. "Reasoning is abundant, but results are not. Often you need specialised models to drive the right outcomes, powered by a neutral platform that provides the choice between sovereign AI and frontier models. Australia has all the key ingredients to be a global player in the AI space: natural resources, amazing talent, demand, and global trust as a nation. Workato is excited to partner with Australian AI providers to help drive innovation in Australia and globally," Roy said. He added that testing of local models had shown positive signs for business use cases. "Early testing of Australian AI models like Dukes is very promising. We are committed to providing flexible technology choices to drive outcomes for Australian businesses," Roy said. Indigenous link The partnership also has an Indigenous economic element through Gulanga, a Supply Nation-certified Indigenous ICT provider. Gulanga said its role is not only to assess the market for sovereign AI tools, but also to build commercial structures that support Indigenous social outcomes. Rick Higgins, Managing Director at Gulanga Group, said the company wanted sovereign AI to be seen as a commercial option rather than a compliance burden. "Traditionally, Sovereign AI technology is usually sold as an obligation, we think it should be an advantage. Gulanga's role is to understand the technology landscape, bring the right partners together, and make the sovereign choice the smart one. That's why, in partnership with Workato and Trellis Data, we established Dukes, with one key difference - the token economics helps fund Indigenous social outcomes. Dukes is faster and more economical than equivalent offshore models, and it delivers an Australian response. Dukes also carries the name of our late founder, Craig Dukes, who built Gulanga to establish new pathways for Indigenous people into the technology sector. His name is on the model, and his goal is funded by every token it processes," Higgins said. One early customer voice came from the Royal Flying Doctor Service, which pointed to the importance of local hosting and governance for organisations handling sensitive information. "Using an Australian trained, managed, and hosted AI model offers an ideal option for organisations like RFDS that handle sensitive personal information, require strict alignment with local laws and policies, and need complete confidence in onshore data handling," said Ryan Klose, Executive CIO at Royal Flying Doctor Service. Klose added: "We welcome Workato's commitment to providing this capability and look forward to leveraging this new capability."

PR Newswire
Oct 14th, 2026
Workato partners with Gulanga and Trellis Data to bring sovereign AI to Australian organisations

Workato has agreed with Australian firm Gulanga Group to offer government and enterprise customers a joint sovereign AI solution. Workato's chief AI officer, Bhaskar Roy, announced the deal on October 14, 2026, at World of Workato Sydney. Gulanga, a Supply Nation-certified Indigenous ICT provider, will help Workato identify and assess Australian AI technologies, including large language models (LLMs). Workato will build integrations into the providers it selects, and stay model-neutral so sovereign and frontier models can run side by side. Workato is already testing Dukes, Gulanga's AI offering powered by Trellis Data's Agentaus LLM. Dukes is trained on Australian data, and its token revenue helps fund Indigenous social outcomes.

Associated Press
Sep 23rd, 2026
Workato unveils AIRO multi-agent system with Enterprise AI Control Plane and Live Process Graph

Workato has unveiled AIRO as the new interface for its enterprise AI platform at its WOW 2026 conference. AIRO is a multi-agent system that helps users build, deploy, and govern AI solutions across their organisations. The company also introduced several new features. Live Process Graph provides AI with understanding of business operations through enterprise knowledge and process context. The Enterprise AI Control Plane offers governance, security, and cost management for AI assets, including model selection and risk controls. Additional launches include AI Registry, a centralised hub for approved AI assets, and Agent Evals, which monitors AI agent behaviour across five dimensions: correctness, tool selection, policy adherence, safety, and outcome quality. Vijay Tella, CEO of Workato, said customers need a neutral control layer to scale their AI effectively whilst understanding how business processes actually run within organisations.

Trade Show News
Sep 23rd, 2026
Workato unveils AIRO as the New Face of its Control and Execution Platform for Enterprise AI, supported by new Enterprise AI capabilities across the Platform.

Workato unveils AIRO as the New Face of its Control and Execution Platform for Enterprise AI, supported by new Enterprise AI capabilities across the Platform. New product releases announced at World of Workato (WOW) 2026 help customers turn intent into action in the AI era Workato ONE: Unified Control & Execution Platform for Enterprise AI PALO ALTO, Calif.-(BUSINESS WIRE)-Workato(R), the leading Control and Execution Platform for Enterprise AI, today unveiled Workato AIRO as the new face of the platform, along with a set of new enhancements across the platform, including Live Process Graph, the Enterprise AI Control Plane, AI Registry, Agent Evals, and Workato XChange. Unveiled at WOW 2026, Workato's flagship customer and partner conference, the new enhancements represent what enterprise customers need to ship business outcomes faster while controlling risk and scaling AI. Building with Workato Workato AIRO: The New Face of the Platform Workato unveiled Workato AIRO as the new face of the platform. AIRO, a multi-agent system built into Workato that brings agentic engineering to the enterprise, now serves as the primary interface through which customers build, deploy, and govern AI across the platform. AIRO helps users analyze their business, identify opportunities for improvements, architect and build solutions, test and improve them, and fix issues. "AIRO now serves as the primary interface through which customers build, deploy, and govern AI across the Workato platform," said Vijay Tella, CEO and Co-founder at Workato. "Customers need a neutral control and execution layer that will enable them to scale their AI. For them to effectively do that, AI needs to be able to understand the way their business processes actually run within their organizations." "Workato AIRO brings essential speed and precision to the modernization process, letting our consultants protect business intent while delivering high-quality integrations solutions significantly faster," said Shailesh Ghaisas, Head, Architecture & Consulting - Integration Practice at TCS. "That's what allows our clients to move out of AI pilot mode and into a true, governed way of scaling agentic AI for the business." Live Process Graph & Enterprise Process Context Workato launched Live Process Graph, a new addition to Workato Canvas, that connects enterprise knowledge and process context to change what AI can do. Live Process Graph gives AI a deep understanding of how a customer's business runs using three types of Enterprise Process Context: * What the business knows: policies, documentation, and customer history brought into Workato's knowledge base * How the business was designed to run: architecture of every agentic and orchestration asset running on Workato - recipes, APIs, business rules, agents - and how they work together * How the business actually runs: the runtime execution of paths taken, decisions made, errors handled, and events processed Control Plane Enterprise AI Control Plane Workato's Enterprise AI Control Plane is a governance, security, and cost layer for every AI asset an enterprise runs, including those built on Workato and elsewhere. The AI Gateway, spanning Model Gateway, MCP Gateway, Agent Gateway, and API Gateway, mediates runtime traffic across models, MCP servers, agents, tools, and APIs. As a governance and cost management layer built on top of the Workato platform where AI assets can be built or hosted, the AI Control Plane gives customers three capabilities: * As the underlying models continue to change, Model Gateway is designed to let the application layer stay the same while Workato selects from OpenAI, Anthropic, Gemini, open-weight models, or a customer's own models. * Control over risk: by governing what AI agents and MCP servers can access and do, while applying policy at runtime. * Control over cost: through intelligent model selection, a key feature of the Model Gateway that automatically routes to the appropriate model based on cost, complexity, latency, availability, geography, data sensitivity, and task complexity. AI Registry Within the Control Plane, Workato also introduced AI Registry, a one-stop shop for every approved AI asset across the enterprise - whether built on Workato directly or on any external third-party platform - and a front door to governed AI. Admin users are given end-to-end governance controls over access controls, usage insights, and which assets are approved for registry listing. Then, end users can discover approved assets, request access, and track their own usage, all through this new experience in Workato. Agent Evals Workato also announced the addition of Agent Evals to Workato's Control Plane. Agent Evals continually monitor and evaluate the behavior of AI agents for governance after deployment, applying policy at runtime. It evaluates five dimensions of AI Agents: correctness, tool selection, policy adherence, safety, and outcome quality. With Agent Evals, governance continues after deployment, even if an agent loops, retries, or calls other tools or agents. Execution Plane Workato XChange Workato unveiled Workato XChange, an internal marketplace for distributing what teams build on Workato. Once an MCP server, agent, API, connector, data table, or workflow is built in one workspace, XChange packages it as a versioned release, routes it through a curator-gated review, and makes it available for any other workspace to install, with full tracking of what shipped, where, and on what version. Instead of every team rebuilding the same automation from scratch, XChange turns one team's work into reusable infrastructure for the rest of the enterprise. To learn more about these announcements and how Workato is transforming the enterprise, visit www.workato.com/ai-control-plane. About Workato Workato is the leading Control and Execution Platform for Enterprise AI - the neutral platform enterprises trust to put AI to work across their business. Workato unifies data, applications, and processes into a single platform so AI can reliably orchestrate business processes in production at enterprise scale. Built on more than a decade of running mission-critical processes for over half the Fortune 500 - including Nasdaq, Cisco, Vodafone, Atlassian, and Lucid Motors - Workato turns over 17,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit workato.com.

Phandroid
Sep 22nd, 2026
Motorola's bringing its Qira AI assistant to more phones.

Motorola's bringing its Qira AI assistant to more phones. It's pretty clear nowadays that each and every single smartphone manufacturer on the market will find some way to bring AI into their products, both in terms of hardware and software integration. Take for example Motorola, which recently announced an upcoming expansion of its Qira AI assistant with its pending Android 17 update. As such, Qira will soon be available to select devices under Motorola's signature, razr, and edge product lines. By maintaining contextual awareness with user permission, Motorola says that Qira is programmed to remember saved files, preferences, and synced information to eliminate the need to retype details or manually search for files across different devices. Users can also summon the assistant hands-free using the wake word "Hey Qira," through on-screen entry points, or via a dedicated AI key on supported hardware. Qira also comes baked in with a number of AI tools, which include the "Catch me up" feature which summarizes missed notifications, updates, and messages, "Pay Attention" which records, transcribes, and summarizes important meetings, and "Next Move" which provides suggestions such as recapping a blog post, setting travel reminders, or creating packing lists. For creative tasks, "Creator Zone" and "Style Sync" allow users to generate custom wallpapers, stickers, avatars, and visual assets, including the ability to snap a photo of an outfit to design a matching phone wallpaper. Motorola has also teamed up with Workato to integrate Qira with select applications and services, allowing users to find key info and complete tasks directly.