Deal Desk Manager

Workato•Denver, CO

1d•Remote

About The Position

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. 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.

Requirements

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

Responsibilities

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
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
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