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, Amazon, Cisco, Vodafone, Atlassian, and Lucid Motors — Workato turns over 14,000 enterprise systems AI needs to act on into one governed execution layer. For more information, visit 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
Key Responsibilities
Delivery Leadership & Transformation
- Lead Japan's Professional Services team, managing and coaching a team of Consultants in transitioning from packaged onboarding delivery toward SOW-based implementation and advisory engagements.
- Oversee delivery quality across both implementation projects and advisory engagements, ensuring customer success throughout the full engagement lifecycle.
- Champion adoption of Workato's GEARS framework, and evolve delivery methodology to address Agentic AI and Enterprise MCP use cases.
- Drive continuous improvement of delivery processes, tools, and documentation to support scale and repeatability.
Customer Engagement
- Engage in customer strategy sessions, QBRs, and executive engagements, articulating the business value of Workato's platform and services.
- Oversee escalation management, working cross-functionally with the account team and Product & Engineering to drive resolution and customer satisfaction.
- Support pre-sales efforts by clearly articulating the value of professional services and guiding customers through scoping and engagement design.
New Services Development – Agentic AI & Enterprise MCP
- Spearhead the development and launch of Japan-specific services offerings focused on Agentic AI and Enterprise MCP, in alignment with Workato's global product direction.
- Work with global PS leadership to shape service packages, delivery methodologies, and go-to-market strategies for next-generation offerings.
Team & Organization Building
- Recruit, onboard, and develop talent to build a high-performing, scalable Professional Services team in Japan.
- Establish clear career frameworks, performance goals, and development plans aligned with Workato's global Professional Services career framework.
- Foster a culture of accountability, customer focus, and continuous learning.
Partner Ecosystem Development
- Build and manage a Japan partner ecosystem, leveraging SIers and consulting firms as delivery partners and channel partners to extend Workato's reach and delivery capacity.
- Enable and certify partners to deliver Workato implementations independently, driving scalable customer success across Japan.
- Collaborate with the Channel and Alliances team to align partner strategy with services growth objectives.
Operational Excellence
- Track and report on key performance metrics including team utilization, customer satisfaction, and engagement health, providing regular updates to Japan and global leadership.
- Manage resource allocation across the team and partner network to optimize delivery capacity and quality.
- Contribute to pricing, packaging, and operational planning for Japan PS in collaboration with global teams.
Requirements
Qualifications / Experience / Technical Skills
- 12+ years of experience in professional services, technical consulting, or services leadership within a SaaS, iPaaS, or enterprise software company.
- 5+ years of leadership experience managing technical delivery teams, with a demonstrated track record of building and scaling organizations.
- Proven ability to build and maintain C-level relationships within Japan's enterprise market, with deep understanding of Japanese enterprise business culture.
- Strong technical fluency in integration, automation, and emerging Agentic AI / Enterprise MCP technologies — able to engage credibly in architecture discussions and translate complex concepts for executive audiences.
- Experience managing both SOW-based implementation engagements and advisory/consultative service models.
- Demonstrated success in building partner ecosystems with SIers and consulting firms in Japan, including partner enablement and co-delivery models.
- Excellent communication skills in both Japanese and English, with the ability to navigate seamlessly between customer-facing conversations and cross-functional global collaboration.
- Strong resource management and prioritization skills across a distributed team and partner network.
- Proactive, self-motivated, and comfortable operating in a high-growth, fast-moving environment with ambiguity.
Nice to Have
- Hands-on experience with Workato or other leading iPaaS platforms (MuleSoft, Boomi, Tray.io, etc.).
- Familiarity with enterprise applications such as Salesforce, Workday, ServiceNow, SAP, or NetSuite.
- Experience in pre-sales or technical advisory roles within an iPaaS or automation context.
- PMP, Scrum, or Agile certification.
- Prior experience in a high-growth startup or scale-up environment.
- Track record of driving software expansion through professional services engagements.
Role Overview
Workato is recruiting a Senior Manager to lead and grow its professional services organization in Japan. This position is a key leadership role during a phase in which delivery shifts from onboarding-centered work to large-scale, complex projects centered on Agentic AI and Enterprise MCP.
The role reports to the Director of Customer Success in Japan and also works closely with Workato's global professional services organization. The person will oversee the entire professional services function in Japan, from delivery quality and relationships with customer executives to development of the partner ecosystem. They will play a central role in designing and building the future of professional services in Japan for Workato's next phase of growth.
Key Responsibilities
Delivery Leadership and Transformation
- Lead Japan's professional services team, managing and developing consultants. Drive the shift from packaged onboarding support to SOW (Statement of Work)-based implementation and advisory engagements.
- Oversee delivery quality for implementation projects and advisory engagements, and achieve customer success across the full engagement lifecycle.
- Drive adoption of Workato's GEARS framework and develop delivery methods that address Agentic AI and Enterprise MCP use cases.
- Drive continuous improvement of delivery processes, tools, and documentation to support scale and repeatability.
Customer Engagement
- Take part in customer strategy sessions, business reviews, and executive-level engagements, clearly communicating the business value delivered by Workato's platform and services.
- Oversee escalation management, working cross-functionally with the account team, Product, and Engineering to resolve issues and improve customer satisfaction.
- Support pre-sales activities by clearly explaining the value of professional services and supporting scoping and engagement design.
New Services Development – Agentic AI and Enterprise MCP
- In line with Workato's global product strategy, lead the planning, development, and launch of services for the Japanese market focused on Agentic AI and Enterprise MCP.
- Work with global PS leadership to develop next-generation service packages, delivery methods, and go-to-market strategies.
Team and Organization Building
- Recruit, onboard, and develop talent to build a professional services team in Japan that performs at a high level and can scale.
- In line with Workato's global PS career framework, establish a clear career structure, performance goals, and development plans.
- Foster a culture that values ownership, customer focus, and continuous learning.
Partner Ecosystem Development
- Use SIers and consulting firms as delivery and channel partners to build and manage a partner ecosystem that extends Workato's market reach and delivery capacity in Japan.
- Drive enablement and certification programs so partners can deliver Workato implementations independently, achieving scalable customer success across Japan.
- Work with the Channel and Alliances team to align partner strategy with services growth goals.
Operational Excellence
- Track and report key KPIs, including team utilization, customer satisfaction, and engagement health, and provide regular updates to Japan and global leadership.
- Manage resource allocation across the team and partner network to optimize delivery capacity and quality.
- Work with global teams to contribute to pricing, packaging, and operational planning for Japan PS.
Requirements
Required Qualifications, Experience, and Technical Skills
- 12+ years of leadership experience in professional services, technical consulting, or services organizations at SaaS, iPaaS, or enterprise software companies.
- 5+ years of management experience leading technical delivery teams. Proven track record of building and scaling an organization.
- Proven ability to build and maintain C-level relationships in Japan's enterprise market, with a deep understanding of Japanese corporate business culture.
- Strong technical knowledge of integration, automation, and emerging Agentic AI and Enterprise MCP technologies, with the ability to participate credibly in architecture discussions and explain complex concepts clearly to executives.
- Experience managing both SOW-based implementation projects and advisory/consulting service models.
- Experience building partner ecosystems with SIers and consulting firms in Japan, including partner enablement and co-delivery models.
- Excellent communication skills in both Japanese and English, with the ability to work smoothly across customer-facing conversations and cross-functional global collaboration.
- Strong resource management and prioritization skills across distributed teams and partner networks.
- Self-motivated and able to work independently and adapt to a fast-changing, high-growth environment with uncertainty.
Nice to Have
- Hands-on experience with Workato or leading iPaaS platforms (MuleSoft, Boomi, Tray.io, etc.).
- Knowledge of enterprise applications such as Salesforce, Workday, ServiceNow, SAP, or NetSuite.
- Experience in pre-sales or technical advisory roles in iPaaS or automation.
- PMP, Scrum, or Agile certification.
- Experience at a high-growth startup or scale-up.
- Track record of driving software adoption and expansion through professional services projects.