About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at 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 seeking a highly autonomous, strategic, proactive, and detail-oriented Deal Desk Analyst to support our growing team. This role is critical in driving pricing strategy, structuring complex deals, and ensuring seamless collaboration across Sales, Finance, Legal, and Operations. The ideal candidate will have the analytical acumen and business insight to influence deal strategy while maintaining compliance and profitability. 

If you thrive in a fast-paced, high-growth environment and enjoy making strategic recommendations that impact the business, we’d love to hear from you! 

In this role, you will also be responsible for the following:

• Strategic Deal Structuring & Execution

  • Serve as a key advisor to Sales, Finance, and Leadership on deal strategy and structuring.

  • Independently assess and approve high-impact deals to drive revenue growth while ensuring compliance with business policies.

  • Optimize pricing, discounting, and contract structures to align with corporate objectives. 

• Sales & Revenue Optimization

  • Identify inefficiencies in the deal approval process and implement strategic improvements that enhance speed and accuracy.

  • Spearhead automation initiatives to streamline approval workflows, minimizing bottlenecks and manual dependencies.

• Cross-Functional Collaboration

  • Operate as a strategic partner to Sales, Legal, Finance, Customer Success, and Business Technology to ensure alignment across all deal execution processes.

  • Provide training and guidance to Sales teams on best practices for quoting, pricing, and contract negotiations.

  • Lead special projects related to pricing and process enhancements.

Requirements

Qualifications / Experience / Technical Skills

• Bachelor’s degree or equivalent experience

• 4+ years in Deal Desk, Order Management, or Revenue Operations within a high-growth SaaS company

• Expertise in Salesforce and Salesforce CPQ (or similar tools)

• Strong analytic skills to advise on deal structuring and booking 

Soft Skills / Personal Characteristics

• Strategic Thinker: Ability to assess complex deals and recommend win-win solutions for both customers and internal teams.

• Adaptable Problem-Solver: Comfortable navigating ambiguity and thriving in a fast-paced environment.

• Influencer & Negotiator: Capable of collaborating with Sales leadership while pushing back on non-compliant or unfavorable deal terms when necessary.

• Highly Collaborative: A team player with a passion for driving impact across multiple departments.

• Resilient & Agile: Ability to work extended hours, particularly during quarter-end periods (Jan, Apr, July, Oct), to support critical deal closures.

(REQ ID: 1998)