Presales Solutions Architect
Workato · Boston, MA
- Base
- Not disclosed
- OTE
- Not disclosed
- Posted
- 3mo ago
Still open · checked 1h agoon Workato's careers page
What Workato sells
Connects business software for AI to act on
Companies use many separate software tools that don't easily share information with each other. This product connects them all in one place, so AI helpers can act across the whole business. The company also sets the rules for what the AI is allowed to do.
In plain English, from their own job posts. Something wrong? Tell us
More Developer & IT tools companies →The Braun Read
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle.
- Pipeline
- Doesn't say where pipeline comes from. Ask.
- Time on market
- Open 91 days. Ask why it's been hard to fill.
- Company hiring
- 5 sales roles open, hiring at a steady pace.
Red flags
None spotted.
Worth asking about
- Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.
Green flags
None spotted.
Based only on what the posting says. Flags are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
- 2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 3.
What are the base and the OTE for this role?
No point investing hours before you know the number.
- 4.
Who's the economic buyer, and who else is in the deal?
Selling to a CFO and selling to a developer are different jobs.
- 5.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
- 6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.
When the offer comes
Save these for later. They land better once they've said yes to you.
- 1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
- 2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
- 3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.
Got an offer from Workato? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
The role
Technical presales role supporting AEs on Workato's AI and iPaaS platform with discovery, custom demos, workshops, POCs, and RFI/RFP responses for enterprise customers.
Enterprise
Selling motion
Who you're selling to
- Buyer:
- Not stated in the posting.Ask: “Who's the economic buyer, and who else is in the deal?”
- Company size:
- Enterprise
Pipeline expectations
Compensation
What is not disclosed
This posting doesn't tell you:
- Base salary
- OTE
- Quota size
- Quota attainment
- Average deal size
- Territory
- Sales cycle length
The questions above cover the big ones.