Sales - Account Executive

About the role

WorkOS has a strong bottoms-up, developer-focused GTM motion, and we’re growing our lean sales team to complement it. We’re hiring Account Executives across several experience levels, from AEs with 2 years of closing experience to seasoned sellers with 10 years of experience.

Our customers range from AI-native startups to large enterprise organizations. We don’t have formal sales segmentation: customer coverage is fluid, and you’ll work across a range of company sizes, technical needs, and buying processes. Your scope and expectations will reflect your experience, with opportunities to contribute beyond a narrowly defined territory or segment.

You’ll build relationships with technical leaders, understand what their teams are building, and help them evaluate how WorkOS can simplify enterprise integrations and support their growth. This is a consultative, technically engaged sales role with room to experiment, shape our sales motion, and build processes from scratch.

Responsibilities

- Business Development: Identify, qualify and close high potential customers and foster internal technical champions by building a delightful customer journey tailored to a technical audience/preferences of a technical buyer

- Experimentation: Test outreach, messaging, and sales approaches across our customer base. Share what works and help develop repeatable practices.

- Collaboration: Partner with internal teams (marketing, product, engineering) to develop sales strategies, communicate customer feedback, and ensure customer success.

- Pipeline Management: Maintain accurate opportunity records and forecasts, clearly communicating progress, risks, and next steps.

- Continuous Learning: Stay up-to-date on industry trends, WorkOS product developments, and competitor offerings to position yourself as a trusted advisor to potential customers.

- Reporting: Regularly provide feedback and updates to the leadership team on key accounts, challenges, and growth opportunities.

Qualifications

- Closing experience: Approximately 2–10 years of quota-carrying Account Executive experience closing B2B SaaS or other technical products. We’re hiring at multiple levels and will evaluate experience accordingly.

- Enviroment experience: Early-stage or high-growth companies, developer tools, infrastructure, or product-led growth motions.

- Track record: Demonstrated success against sales targets and ownership of opportunities through close. More experienced candidates should bring experience navigating complex, multi-stakeholder sales cycles.

- Technical aptitude: Curiosity about how software is built and the ability to learn technical products, ask thoughtful questions, and earn credibility with engineering leaders.

- Communication: Strong discovery, listening, and written communication skills, with the ability to explain complex concepts clearly.

- Ownership: Comfort working on a lean team with evolving priorities, fluid customer coverage, and processes that are still being built.

- Collaboration: A resourceful, team-oriented approach to solving problems and moving opportunities forward.

- Organization: Strong pipeline discipline and proficiency with CRM tools.

- Bonus: Familiarity with identity and access management products such as SSO, Directory Sync, or Audit Logs.