FP&A Manager 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><span style="font-weight: 400;">We are looking for a sharp, commercially minded <strong>FP&amp;A Manager</strong> to serve as the dedicated finance business partner to our Sales organization. In this high-visibility role, you will sit at the intersection of finance and revenue, helping Sales leaders understand their business performance, make data-driven decisions, and hit their targets. This is not a back-office role. You'll be a trusted advisor embedded in the commercial side of the business.You will also be responsible for:</span></p> <p><strong>Business Partnering &amp; Strategic Support</strong></p> <ul> <li> <p>Serve as the primary finance point of contact for Sales leadership, building strong relationships and providing proactive financial guidance</p> </li> <li> <p>Translate complex financial data into clear, actionable insights for non-finance stakeholders</p> </li> <li> <p>Attend key Sales leadership meetings to stay close to the business and surface financial risks and opportunities in real time</p> </li> </ul> <p><strong>Expense Planning &amp; Cost Management</strong></p> <ul> <li> <p>Own the end-to-end budget for the Sales organization, covering headcount, sales commissions and incentive compensation, travel &amp; entertainment, tools and software, and discretionary program spend</p> </li> <li> <p>Partner with Sales leaders to build bottoms-up expense plans that align with revenue targets and overall company cost structure</p> </li> <li> <p>Track and manage Sales OPEX throughout the year, holding budget owners accountable and flagging material variances early</p> </li> <li> <p>Evaluate the ROI of Sales investments — including headcount additions, field events, enablement programs, and third-party vendors — and provide clear recommendations on resource allocation</p> </li> <li> <p>Model the financial impact of organizational changes such as team expansions, restructurings, or territory realignments</p> </li> <li> <p>Support month-end close by reviewing Sales expense accruals, ensuring accuracy and proper coding in partnership with Accounting</p> </li> <li> <p>Drive headcount planning in coordination with HR and Talent Acquisition, maintaining an up-to-date view of open roles, hiring timelines, and their cost impact</p> </li> </ul> <p><strong>Forecasting &amp; Planning</strong></p> <ul> <li> <p>Own the revenue forecast for the Sales organization, partnering closely with Sales Ops and RevOps to ensure accuracy and accountability</p> </li> <li> <p>Lead the annual budgeting process and maintain rolling forecasts that reflect the latest business assumptions</p> </li> <li> <p>Build scenario models to help Sales leadership understand the cost and revenue trade-offs of key decisions</p> </li> </ul> <p><strong>Reporting &amp; Analysis</strong></p> <ul> <li> <p>Build and maintain dashboards tracking key Sales KPIs, including quota attainment, pipeline coverage, CAC, revenue by segment/region/product, and Sales efficiency ratios</p> </li> <li> <p>Conduct variance analysis on revenue and Sales OPEX versus budget and prior periods, clearly communicating findings to leadership</p> </li> <li> <p>Analyze sales productivity and capacity to inform hiring plans and cost-per-head benchmarks</p> </li> </ul> <p><strong>Process Improvement</strong></p> <ul> <li> <p>Drive improvements in expense forecasting accuracy, reporting cadence, and financial controls across the Sales organization</p> </li> <li> <p>Partner with Sales Ops, RevOps, and Accounting to ensure clean data flows and consistent expense reporting</p> </li> <li> <p>Support the implementation or optimization of financial planning and expense management tools</p> </li> </ul> <h1><strong>Requirements</strong></h1> <h3><strong>Qualifications / Experience / Technical Skills</strong></h3> <ul> <li> <p>5+ years of progressive finance experience, with at least 2 years in an FP&amp;A or finance business partner role supporting a commercial/revenue function</p> </li> <li> <p>Strong financial modeling skills and fluency in Excel or Google Sheets; experience with planning tools such as Anaplan is a plus</p> </li> <li> <p>Proficiency in pulling and analyzing data from BI tools and CRM platforms (Salesforce preferred)</p> </li> <li> <p>Solid understanding of SaaS or B2B revenue metrics and sales compensation mechanics (preferred)</p> </li> </ul> <h3><strong>Soft Skills / Personal Characteristics</strong></h3> <ul> <li> <p>Exceptional communication skills — able to tell a clear story with data and confidently engage with senior Sales leaders</p> </li> <li> <p>A collaborative, low-ego style with a bias toward action and problem-solving</p> </li> </ul> <p>&nbsp;</p> <p>For candidates based in California, the expected salary range for this role is $130,000–$180,000. Actual compensation will be determined based on experience, skills, and other job-related factors.&nbsp;</p> <h4><strong>(REQ ID: 2617)</strong></h4>