About Workato
Workato delivers enterprise infrastructure for the agentic era, redefining iPaaS and helping enterprises unify data, applications, processes, and AI into a single, governed platform. A leader in Enterprise MCP and trusted by 50% of the Fortune 500, Workato’s cloud-native architecture connects every application, data source, and process to power real-time orchestration at scale. With enterprise-grade security and continuous innovation at its core, Workato provides the trusted foundation for organizations to automate with confidence and operationalize AI across the business. To learn more, visit www.workato.com
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
What you'll do
This role exists to serve as the strategic business partner to the VP, APAC and the APAC GTM Leadership team. The Sales Operations Business Partner provides leadership with an objective, data-driven view of the business, translates strategic priorities into executable operating plans, and ensures follow-through on the region's key initiatives. Other key elements of this role is to drive consistent operational rigour within the Sales Team, along with territory design, compensation and incentive design, tooling, and Executive Presentation preparation.. The successful candidate will operate within the APAC leadership team's rhythm of business, anticipate the team's operational needs, and convert leadership priorities into plans that the APAC, ANZ and Asia sales teams can execute effectively.
We are looking for a strategic, data-driven Sales Operations Manager to join us on a 6 month contract (maternity cover).
Business Partnership to the VP, APAC & Leadership Team
Serve as the day-to-day strategic and operating partner to the VP, APAC and regional leaders across ANZ and Asia, functioning as a trusted advisor on the state of the business.
Provide an independent, data-driven perspective in leadership discussions; proactively identify risks, gaps, and opportunities.
Track the leadership team's key priorities and action items through to completion, maintaining momentum on the region's strategic agenda between meetings.
Prepare the VP and leadership team for internal executive-facing engagements — forecast calls, business reviews, QBRs, and town halls — with rigorous data and a clear narrative.
Cross-Functional Alignment
Serve as the primary point of alignment between APAC Sales and GTM functions — Customer Success, Marketing, Finance, Deal Desk, and People — ensuring regional priorities are understood and supported across teams.
Represent the APAC region's perspective in global forums, ensuring regional context is reflected in global programs, policy, and resourcing decisions.
Resolve cross-functional friction points and competing priorities by facilitating discussion and driving toward a shared, workable outcome.
Operations Strategy & Execution
Drive the operational strategy for APAC that improves seller productivity, pipeline health, and forecast accuracy.
Translate the leadership team's high-level objectives into detailed operating plans, playbooks, and cadences across APAC, ANZ and Asia.
Lead strategic initiatives that improve operational effectiveness (eg. designing the Global Parental Leave Policy, Global RoE, etc.)
GTM Design & Territory Strategy
Own territory design and optimisation for the region (eg. tiering, account scoring, segmentation, secondary territories for ramping reps).
Lead org structure, quota setting, and headcount/resource planning as part of the annual go-to-market plan (“Year Turn”).
Support new market/segment expansion through TAM assessment, segmentation modeling, and channel strategy recommendations.
Planning & Organisational Effectiveness
Lead annual and long-range planning, including bottoms-up capacity modeling, quota setting, and hiring and attrition forecasting for the region.
Partner on sales organisational design; identify key hiring needs and support the development of a high-performing team culture.
Support change management, proactive talent planning, and conflict resolution across APAC field teams.
Forecasting, Pipeline & Analytics
Run weekly and end-of-quarter forecast and pipeline cadences with Sales and CS leadership; drive forecast accuracy and a consistent forecasting methodology..
Build and maintain key dashboards and insights (eg. current & next-quarter forecast, pipeline coverage and generation, conversion by stage, rep attainment, etc)
Serve as the analytical counterpart to APAC sales leadership, translating data into decisions and outcomes.
Own the region's key KPI framework end to end, ensuring leadership has continuous, reliable visibility into the metrics that matter most and that emerging deviations are flagged and addressed early.
Process Excellence, Tools & Systems
Design efficient, seller-friendly processes that scale across multiple countries and segments.
Guide roadmap and adoption for the go-to-market technology stack (Salesforce, Sigma, BoostUp); own data integrity and governance, including proactively resolving systemic data quality issues.
Incentives, SPIFFs & Compensation
Design and own SPIFF programs and compensation plan mechanics for the region in partnership with Global Compensation.
Maintain clear Rules of Engagement and deal-split arbitration processes to ensure incentive alignment and prevent misuse.
Requirements
7+ years of experience in Sales Operations or Revenue Operations in a B2B SaaS environment, including a demonstrated track record of partnering directly with senior sales leaders (VP level and above) in a trusted advisory capacity.
Proven ability to align cross-functional stakeholders around shared priorities, and genuine interest in building team culture and engagement.
Strong executive presence, with the ability to distill complex analysis into clear, actionable recommendations and to influence senior stakeholders outside a direct reporting line.
Ability to operate effectively with a high degree of autonomy and ambiguity, proactively identifying the leadership team's needs rather than waiting for direction.
Proficiency in Salesforce, forecasting methodologies, and go-to-market analytics; strong Excel/Sheets skills; familiarity with BI tools such as Sigma, Tableau, or Looker.
Strong understanding of and genuine interest in applying AI tools to streamline Sales Operations workflows — e.g., automating reporting, accelerating data analysis, or building AI-assisted forecasting and dashboarding — with a mindset toward continuously modernising how the function operates.
Demonstrated success designing territory and coverage models, running forecast cadences, understanding of compensation and incentive plan mechanics, and operationalising change at scale.
Deep knowledge of the APAC market (ANZ and Asia), including experience navigating multi-country go-to-market complexity such as currency, data residency, and local buying behavior.
Soft Skills / Personal Characteristics
Strong analytical and problem-solving capabilities, combined with sound judgment and discretion given regular exposure to sensitive leadership information.
A results-oriented, systems-thinking approach with genuine interest in the mechanics of sales execution.