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
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
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
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)
Skills Required
- 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 for deal structuring and booking
- Strong cross-functional communication skills with Sales, Finance, and Legal stakeholders
- Ability to absorb existing processes and context quickly and operate independently
- Ability to assess complex deals and recommend win-win solutions
- Sound judgment regarding process adherence and escalation
- Ability to collaborate across multiple departments
- Ability to work extended hours during quarter-end periods
What We Do
The leader in enterprise automation, Workato helps organizations work faster and smarter without compromising security and governance. Built for Business and IT users, Workato is trusted by over 7,000 of the world's top brands like Gitlab, Toast, Broadcom, Intuit, Autodesk, and HubSpot. Leaders use Workato to automate key processes like Order to Cash, Speed to Lead, HR Onboarding and Offboarding and more.
Why Work With Us
Here at Workato, we are a team moved by innovation — a passion to create the best possible way and the drive to continue to make it better. We also believe in the power of our team, knowing that we only succeed if we all succeed together. Our team uses seven operating principles to help us make better decisions, work as a team, and have fun.
Gallery
