Embedded Customer Success Manager
Role summary
Workato is seeking an Embedded Customer Success Manager for its rapidly growing Embedded Business Unit. This high-impact role involves partnering with software companies to embed Workato's integration and automation platform into their products. You will manage a portfolio of embedded customers, focusing on renewals, net revenue retention, and driving customer outcomes. Responsibilities include understanding customer business goals, developing success plans, identifying risks, conducting executive business reviews, guiding customers through product launches, enabling their technical and sales teams, and advising on integration product strategy. The role requires strong technical acumen, executive stakeholder management, and a deep understanding of the SaaS/iPaaS landscape.
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
Responsibilities
We are looking for an exceptional Embedded Customer Success Manager to join our growing team. In this role, you will be involved in Workato’s Embedded Business Unit, which is one of our fastest-growing and most strategic teams. We partner with software companies to embed Workato’s integration and automation platform directly into their products, enabling them to launch, sell, and scale a native integration offering to their own customers.
This is a high-impact, high-visibility role that sits at the intersection of product strategy, technical consulting, and business development. You will work with sophisticated software companies and need to operate credibly at every level of their organization, from the CTO to the front-line sales rep.
You will also be responsible to:
Customer Outcomes & Retention
Own a portfolio of embedded customers, managing renewals and driving net revenue retention targets
Understand each customer’s business goals, success metrics, and integration roadmap — and build a success plan that maps Workato capabilities to those outcomes
Proactively identify risks to retention and adoption; lead escalation management and cross-functional resolution
Conduct regular executive business reviews (EBRs) to communicate progress, value delivered, and next steps
Product Adoption & Enablement
Guide customers through product launch, go-to-market readiness, and end-customer onboarding
Enable customer product, engineering, and sales teams on Workato’s platform and best practices for building and selling embedded integrations
Partner with customers to design and implement technical solutions that maximize platform value and end-customer adoption
Identify expansion opportunities within existing accounts — including new use cases, product tiers, and Enterprise MCP capabilities
Business Strategy & Advisory
Advise customers on integration product strategy, including packaging, pricing, and go-to-market design
Support customers in developing sales enablement materials and internal champions to drive integration revenue
Collaborate with Workato’s product team to advocate for customer needs and influence the embedded product roadmap
Serve as the voice of the customer internally, synthesizing feedback into actionable insights for product, marketing, and engineering
Team & Culture
Partner cross-functionally with Account Executives, Solutions Engineers, and Professional Services on pre- and post-sale activities
Contribute to internal playbooks, onboarding resources, and best practice documentation
Requirements
Qualifications / Experience / Technical Skills
5+ years of experience in customer success, technical account management, consulting, or product management — ideally in a SaaS or iPaaS environment
Experience working with software companies (ISVs) or in an embedded / OEM partnership context is a strong plus
Solid understanding of the software development lifecycle and ability to engage meaningfully with technical audiences (architects, engineers, product managers)
Demonstrated track record of hitting or exceeding renewal and expansion targets
Experience supporting customers through product launches, go-to-market initiatives, or sales enablement programs
Familiarity with integration, automation, or workflow platforms (e.g., Workato, MuleSoft, Boomi, Zapier, or similar)
Comfortable working with executive stakeholders and navigating complex, multi-team customer organizations
BS/BA or equivalent practical experience
Soft Skills / Personal Characteristics
Strategic thinker who can see the big picture while managing the details
Excellent written and verbal communication skills, with the ability to translate complex technical concepts for non-technical audiences
Entrepreneurial mindset — comfortable with ambiguity, able to build structure in a fast-moving environment
Strong customer empathy and a genuine commitment to customer outcomes
Highly organized, with the ability to manage multiple accounts and priorities simultaneously
Collaborative team player who actively contributes to team culture and development
Proactive problem-solver who doesn’t wait to be asked
Passion for automation and its power to transform how businesses operate
For California applicants, the base pay for this role may range between $100,000 - $130,000 plus variable, benefits, perks, and equity.