Workato · 1 day ago
Director, Business Development - AI Partnerships
San Francisco, CA
Full-time
Onsite
Director/Executive
10+ years expWorkato is a leader in enterprise orchestration, helping businesses streamline operations through its AI-powered platform. As the Director of Business Development for Strategic AI Partnerships, you will drive integration opportunities and build relationships with top AI technology partners.
Cloud ComputingData IntegrationMarketing AutomationSaaSSales Automation
Responsibilities
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
Integration & GTM Opportunities: Surface and evaluate opportunities for deep technical integrations and joint GTM motions that drive mutual value
Deal Structuring & Execution: Lead the structuring, negotiation, and closure of complex partnership agreements, ensuring alignment with Workato’s business objectives
Joint Customer Opportunities: Proactively identify and route joint customer opportunities to the sales organization, collaborating closely to maximize impact
Executive Engagement: Represent Workato in partner executive forums, industry events, and joint customer engagements
Qualification
Required
10+ years in business development, alliances, or partnerships within enterprise SaaS, with a focus on AI, cloud, or developer platforms
Demonstrated success structuring and closing complex technology partnerships
Deep understanding of the AI ecosystem and developer tools landscape
Bachelor's degree required
Preferred
MBA or advanced degree preferred
Excellent communication, negotiation, and project management skills
Strong executive presence and ability to influence at all levels
Benefits
A vibrant and dynamic work environment
A multitude of benefits they can enjoy inside and outside of their work lives
Company
Workato
Workato is an automation and orchestration platform designed to connect applications, data sources, and workflows across an organization.
501-1000 employees
H1B Sponsorship
Workato has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (10)
2024 (2)
2023 (7)
2022 (12)
2021 (6)
2020 (6)
Funding
Current Stage
Late StageTotal Funding
$415MKey Investors
Digital Industry SingaporeBattery VenturesRedpoint
2025-11-07Grant
2021-11-10Series E· $200M
2021-01-12Series D· $110M
Leadership Team
Vijay Tella
Co-founder and CEO
Adam Seligman
Chief Technology Officer and GM
Recent News
solutionsreview.com
2025-12-29
Norwest
2025-12-29
Company data provided by crunchbase