{"id":590112,"url":"https://alion.io/job/workato-global-account-director","title":"Global Account Director","company":{"id":58898,"name":"Workato","domain":"workato.com","url":"https://alion.io/company/workato","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":78,"open_postings":16,"ghost_share":0,"stale_share":0.625,"repost_share":0.125,"time_to_fill_p50_days":68,"computed_at":"2026-11-05T05:54:30Z"}},"role":"Marketing","role_family":"Marketing","seniority":"head","employment_type":null,"work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":["Tokyo, Japan"],"countries":["JP"],"hiring_countries":["JP"],"hiring_countries_total":1,"salary":null,"salary_estimate":{"min_usd":59000,"max_usd":150000,"period":"year","method":"global_role_cell_scaled_by_country","sample_n":2650},"experience_years_min":10,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[],"status":"live","first_seen_at":"2026-09-10T09:04:36Z","employer_posted_date":"2026-10-05","last_verified_at":"2026-11-05T07:53:58Z","board_verified":true,"closed_at":null,"days_open":55,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":55},"description":"About Workato\nWorkato 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.\nWhy join us?\nUltimately, 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 forteam players who want to actively build our company. \nBut, 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. \nIf this sounds right up your alley, please submit an application. We look forward to getting to know you!\nAlso, feel free to check out why:\nBusiness Insider named us an “enterprise startup to bet your career on”\nForbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world\nDeloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America\nQuartz ranked us the #1 best company for remote workers\nResponsibilities\nWe are looking for an exceptional Global Strategic Account Director to join our growing Japan team.\nThis is a senior strategic sales role focused on a small number of high-priority, Japan-headquartered multinational corporations. You will champion the development of global relationships and account strategies, helping Workato expand from individual country or subsidiary engagements into broader, enterprise-wide partnerships.\nYou will work closely with Japan headquarters, overseas subsidiaries, regional business units and Workato teams across the world to identify strategic opportunities, align executive stakeholders and create multi-region growth.\nThe role combines executive engagement, global account planning, commercial leadership and cross-regional orchestration. It is ideal for an experienced enterprise technology seller who understands both the Japanese business environment and the complexities of global multinational organizations.\nWe particularly welcome internationally experienced candidates based in Japan who are fluent in Japanese and English and have a proven track record of working with Japanese headquarters and global multinational organizations.\nIn this role, you will also be responsible to:\nChampion a small portfolio of strategic Japan-headquartered multinational corporate accounts.\n\nDevelop and execute comprehensive global account plans spanning Japan headquarters, overseas subsidiaries, business units and regions.\n\nBuild trusted relationships with C-level and senior executives across the customer’s global organization.\n\nUse Japan headquarters relationships and executive sponsorship to open doors and accelerate engagement internationally.\n\nIdentify successful use cases and strategic initiatives from overseas regions and bring them back to Japan headquarters and other parts of the corporate group.\n\nMap customer organizations, business priorities, technology environments, buying centers, decision-makers and partner ecosystems.\n\nIdentify enterprise-wide and repeatable use cases that can be scaled across countries and business units.\n\nCreate and orchestrate large, multi-region strategic opportunities in collaboration with regional Account Owners.\n\nCoordinate closely with regional sales, customer success, pre-sales, professional services, partner and marketing teams.\n\nWork with local Account Owners, who retain responsibility for regional customer engagement, opportunity execution, procurement and closing.\n\nAlign internal teams around a consistent global account strategy and customer experience.\n\nLead global opportunity strategy, executive engagement, commercial planning and deal orchestration.\n\nAct as a strategic advisor to customers on automation, integration, orchestration and the governance of enterprise AI.\n\nMaintain clear visibility into global account plans, pipeline, risks, dependencies and next steps.\n\nRequirements\nQualifications / Experience / Technical Skills\n10+ years of enterprise technology sales experience, preferably in SaaS, PaaS, cloud, data, integration, automation or AI.\n\nProven success selling complex solutions to large multinational enterprises.\n\nExperience managing Japan-headquartered companies or comparable global strategic accounts.\n\nDemonstrated ability to create and close large, multi-stakeholder opportunities across multiple countries, business units and buying centers.\n\nTrack record of both new business development and expansion within strategic accounts.\n\nExperience engaging and influencing C-level executives.\n\nExperience working with regional sales teams, channel partners and cross-functional stakeholders across multiple geographies.\n\nAbility to influence and coordinate teams in a matrixed global organization.\n\nSoft Skills / Personal Characteristics\nLanguage and cultural capability\nBusiness-fluent Japanese, with the ability to engage credibly with senior Japanese executives.\n\nFluent business English, with the ability to lead global internal and external discussions.Demonstrated experience working across Japanese and international business cultures.\nComfortable managing relationships and priorities across multiple regions and time zones.\n\nPersonal characteristics\nStrategic, commercially minded and able to see beyond individual transactions.\n\nStrong executive presence and communication skills.\n\nEntrepreneurial, proactive and comfortable building new approaches.\n\nHighly collaborative, with the ability to align teams without direct authority.\n\nSkilled at navigating complex organizations and building consensus among diverse stakeholders.\n\nCustomer-focused, persistent and capable of operating effectively in ambiguous environments.\n\n(REQ ID: 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