Deal Desk Analyst at Workato

<div class="content-intro"><h1><span style="font-family: helvetica, arial, sans-serif;"><strong>About Workato</strong></span></h1> <p>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 <span><a href="http://www.workato.com" target="_blank">www.workato.com</a></span></p> <h1><strong>Why join us?</strong></h1> <p><span style="font-weight: 400;">Ultimately, Workato believes in fostering a </span><strong>flexible, trust-oriented culture that empowers everyone to take full ownership of their roles</strong><span style="font-weight: 400;">. We are driven by </span><strong>innovation </strong><span style="font-weight: 400;">and looking for</span><strong> team players </strong><span style="font-weight: 400;">who want to actively build our company.&nbsp;</span></p> <p><span style="font-weight: 400;">But, we also believe in </span><strong>balancing productivity with self-care</strong><span style="font-weight: 400;">. That’s why we offer all of our employees a vibrant and dynamic work environment </span><a href="http://www.workato.com/careers"><span style="font-weight: 400;">along with a multitude of benefits</span></a><span style="font-weight: 400;"> they can enjoy inside and outside of their work lives.&nbsp;</span></p> <p><span style="font-weight: 400;">If this sounds right up your alley, please submit an application. We look forward to getting to know you!</span></p> <p><span style="font-weight: 400;">Also, feel free to check out why:</span></p> <ul> <li style="font-weight: 400;"> <p><a href="https://www.businessinsider.com/47-enterprise-startups-to-bet-your-career-on-in-2020-2019-12"><span style="font-weight: 400;">Business Insider</span></a><span style="font-weight: 400;"> named us an “enterprise startup to bet your career on”</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www.forbes.com/cloud100/#a57477b5f941"><span style="font-weight: 400;">Forbes’ Cloud 100</span></a><span style="font-weight: 400;"> recognized us as one of the top 100 private cloud companies in the world</span></p> </li> <li style="font-weight: 400;"> <p><a href="https://www2.deloitte.com/us/en/pages/technology-media-and-telecommunications/articles/fast500-winners.html"><span style="font-weight: 400;">Deloitte Tech Fast 500</span></a><span style="font-weight: 400;"> ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America</span></p> </li> <li> <p><a href="https://qz.com/work/2053446/the-best-companies-for-working-from-home/"><span style="font-weight: 400;">Quartz</span></a><span style="font-weight: 400;"> ranked us the #1 best company for remote workers</span></p> </li> </ul></div><h1><strong>Responsibilities</strong></h1> <p>We are seeking a highly autonomous, strategic, proactive, and detail-oriented <strong>Deal Desk Analyst</strong> 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.<strong> </strong>The ideal candidate will have the analytical acumen and business insight to influence deal strategy while maintaining compliance and profitability.&nbsp;</p> <p>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!&nbsp;</p> <p><span style="font-weight: 400;">In this role, y</span><span style="font-weight: 400;">ou will also be responsible to:</span></p> <ul> <li> <p><strong>Strategic Deal Structuring &amp; Execution</strong></p> <ul> <li> <p>Serve as a key advisor to Sales, Finance, and Leadership on deal strategy and structuring.</p> </li> <li> <p>Independently assess and approve high-impact deals to drive revenue growth while ensuring compliance with business policies.</p> </li> <li> <p>Optimize pricing, discounting, and contract structures to align with corporate objectives.&nbsp;</p> </li> </ul> </li> <li> <p><strong>Sales &amp; Revenue Optimization</strong></p> <ul> <li> <p>Identify inefficiencies in the deal approval process and implement strategic improvements that enhance speed and accuracy.</p> </li> <li> <p>Spearhead automation initiatives to streamline approval workflows, minimizing bottlenecks and manual dependencies.</p> </li> </ul> </li> <li> <p><strong>Cross-Functional Collaboration</strong></p> <ul> <li> <p>Operate as a strategic partner to Sales, Legal, Finance, Customer Success, and Business Technology to ensure alignment across all deal execution processes.</p> </li> <li> <p>Provide training and guidance to Sales teams on best practices for quoting, pricing, and contract negotiations.</p> </li> <li> <p>Lead special projects related to pricing and process enhancements.</p> </li> </ul> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <ul> <li> <p>Bachelor’s degree or equivalent experience</p> </li> <li> <p>3+ years in Deal Desk, Order Management, or Revenue Operations within a high-growth SaaS company</p> </li> <li> <p>Expertise in Salesforce and Salesforce CPQ (or similar tools)</p> </li> <li> <p>Strong analytic skills to advise on deal structuring and booking&nbsp;</p> </li> </ul> <h3><strong>Soft Skills / Personal Characteristics</strong></h3> <ul> <li> <p><strong>Strategic Thinker</strong>: Ability to assess complex deals and recommend win-win solutions for both customers and internal teams.</p> </li> <li> <p><strong>Adaptable Problem-Solver</strong>: Comfortable navigating ambiguity and thriving in a fast-paced environment.</p> </li> <li> <p><strong>Influencer &amp; Negotiator</strong>: Capable of collaborating with Sales leadership while pushing back on non-compliant or unfavorable deal terms when necessary.</p> </li> <li> <p><strong>Highly Collaborative:</strong> A team player with a passion for driving impact across multiple departments.</p> </li> <li> <p><strong>Resilient &amp; Agile: </strong>Ability to work extended hours, particularly during quarter-end periods (Jan, Apr, July, Oct), to support critical deal closures.</p> </li> </ul> <p><strong>(REQ ID: 2709)</strong></p>