Deal Desk Manager

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

Responsibilities

We're looking for an experienced, highly autonomous Deal Desk professional to cover a maternity leave for our Deal Desk Manager (approximately 6-8 months). This is an individual contributor role - no direct reports - responsible for owning the deal desk function end-to-end while our manager is out: managing complex deal reviews, pricing and discounting exceptions, and cross-functional execution across Sales, Finance, Legal, and Business Technology.

You'll be stepping into an established function, so the priority is continuity: keep deals moving, hold the line on existing policy and governance, and know when to flag something rather than change it unilaterally. If you're the kind of person who can absorb context fast, run a function solo, and be the steady, senior voice Sales turns to under pressure, we'd love to hear from you.

 In this role, you will also be responsible to:

Deal Desk Ownership & Deal Structuring

•     Own the deal desk queue end-to-end and serve as the primary point of escalation for Sales, Finance, and Leadership on deal strategy and structuring

•     Review and approve complex, high-impact deals (non-standard terms, discounting, multi-year and ramp structures), ensuring compliance with existing pricing and contract policy

•     Evaluate and resolve pricing exceptions, escalating only where existing guidance doesn't clearly cover the situation

Process & Tooling Continuity

•     Maintain and enforce existing deal approval workflows and CPQ processes; flag inefficiencies or gaps discovered during the coverage period rather than overhauling process unilaterally

•     Keep approval and quoting tooling running smoothly, looping in Business Technology on any issues that arise

•     Support month-end and quarter-end close activities, ensuring deals are properly documented and approved on time

Cross-Functional Collaboration

•     Operate as the steady, go-to point of contact for Sales, Legal, Finance, Customer Success, and Business Technology on deal execution

•     Provide ongoing training and guidance to Sales teams on quoting, pricing, and contract negotiation best practices

•     Keep leadership informed on deal desk health, open risks, and outstanding items ahead of the manager's return

Requirements

Qualifications / Experience / Technical Skills

• Prior experience in a deal desk role - ideally in a SaaS or enterprise software environment

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

• Strong analytical skills to advise on deal structuring and booking

• Strong cross-functional communicator, comfortable working with stakeholders from Sales to Finance to Legal

Soft Skills / Personal Characteristics

• Fast Ramper: able to absorb existing process and context quickly and operate independently from day one, with minimal handholding

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

• Sound Judgment: knows when to hold the line on existing process versus when to escalate

• Highly Collaborative: comfortable being the face of the deal desk function across multiple departments

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

#LI-NJ1

(REQ ID: 2937)