Deal Desk Manager

Workato; United States; On-site; USD 110,000 - 160,000; Full time

Benefits offered by this job

Flexible working arrangements

Employee benefits

Professional development opportunities

Wellness & recreation time

Team engagement events

Job summary

Workato seeks an experienced, autonomous Deal Desk professional to cover a maternity leave for 6–8 months. The role is an individual contributor, owning the desk end-to-end and serving as the senior voice for deal strategy under pressure.

You will manage complex reviews, pricing exceptions, and cross-functional execution with Sales, Finance, Legal, and Tech, ensuring policy compliance and smooth approvals.

Qualifications

• Prior experience in a deal desk role with SaaS or enterprise software.
• Ability to assess complex deals and advise on structuring and booking.
• Strong cross-functional communication across Sales, Finance and Legal.

Responsibilities

• Own the deal desk end-to-end and act as primary escalation for deal strategy and structuring.
• Review and approve complex, high-impact deals with non-standard terms and multi-year structures.
• Maintain deal approval workflows and CPQ processes; flag gaps or inefficiencies.
• Support month-end and quarter-end close activities related to deals.
• Provide training to Sales on quoting, pricing, and contract negotiation best practices.
• Coordinate with Sales, Finance, Legal, Customer Success, and Business Technology.
• Keep leadership informed on deal desk health and open risks ahead of the manager’s return.

Skills

Analytical skills

Cross-functional communication

Independent work

Strategic thinking

Negotiation skills

Tools

Salesforce

Salesforce CPQ

Job description

• 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
• 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

Benefits

• Flexible Working Arrangements: We want to empower our employees to give us their 110%, and still be able to fully live their personal lives beyond what they do at Workato.
• Great Employee Benefits: Our employee benefits are designed not just to help everyone at Workato fulfill their basic and tangible needs, but also feel appreciated for their contributions to the company.
• Professional Development Opportunities: We are invested in the long-term professional development of our people, beyond what they bring to the table on their first day at work.

We support individual career ambitions, and set aside training programs and budgets they can tap on to upgrade both soft and hard skills.

• Dedicated Wellness & Recreation Time: We make it a point to dedicate time to pause, recharge and get to know each other better.

From virtual game nights to fitness sessions, there’s always time for a little fun on the calendars.

• Expertise in Salesforce and Salesforce CPQ (or similar tools)
• Prior experience in a deal desk role - ideally in a SaaS or enterprise software environment
• Strong analytical skills to advise on deal structuring and booking
• Strong cross-functional communicator, comfortable working with stakeholders from Sales to Finance to Legal
• Resilient & Agile: able to work extended hours during quarter-end periods (Jan, Apr, Jul, Oct) to support critical deal closures
• Highly Collaborative: comfortable being the face of the deal desk function across multiple departments
• Sound Judgment: knows when to hold the line on existing process versus when to escalte
• 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