Senior Strategy and Pricing Analyst

About the role

Workato is seeking a professional to manage our pricing desk during a 6 to 8-month maternity leave coverage period. You will support our sales operations by overseeing deal approvals and ensuring pricing governance remains consistent as our product packaging evolves. In this capacity, you will serve as the operational backbone for our pricing initiatives, maintaining continuity and enforcing standards in the absence of the primary owner. Your role will require a high level of ownership over the end-to-end pricing workflow, ensuring that all exceptions and approvals are processed in a timely and accurate manner. You will be instrumental in safeguarding the integrity of our pricing models while enabling the sales team to execute effectively. This is a critical position that demands precision, adaptability, and a strong understanding of enterprise software pricing mechanics. Your contributions will directly impact revenue protection and the consistency of our go-to-market strategy.

Key facts

What you'll do

• Manage the end-to-end pricing desk process, including the evaluation and escalation of pricing exceptions.
• Assist the sales department with the navigation of complex deal structures.
• Act as a primary resource for pricing mechanics and identify potential risks or inconsistencies.
• Coordinate with Product, Deal Desk, Legal, and Business Technology teams to implement pricing updates across internal systems.
• Create and deliver training materials and communications regarding pricing to the sales organization.
• Monitor pricing trends and provide insights that support strategic adjustments to packaging and discounting policies.
• Serve as the central liaison between sales leadership and the pricing governance committee.
• Conduct regular audits of approved deals to ensure compliance with established pricing rules.
• Analyze historical deal data to forecast the financial impact of proposed pricing changes.
• Develop standardized documentation for pricing procedures to improve team efficiency and knowledge transfer.
• Support the rollout of new pricing configurations within CPQ systems as directed by cross-functional partners.
• Facilitate workshops with sales teams to clarify pricing policies and address recurring issues.

Requirements

• Previous professional experience in pricing, revenue operations, or deal desk functions.
• Background in a SaaS or enterprise software business environment.
• Ability to communicate effectively across diverse departments including Finance, Sales, and Legal.
• Strong attention to detail and the ability to determine when to resolve issues independently versus escalating them.
• Capacity to onboard quickly and perform tasks with minimal supervision in a high-speed setting.
• Demonstrated ability to manage multiple priorities and meet strict deadlines in a dynamic environment.
• Understanding of basic financial principles as they apply to discounting, margin, and revenue recognition.
• Willingness to adhere to established processes while seeking continuous improvement opportunities.

Nice to have

• Practical knowledge of CPQ software.
• Experience working with pricing governance frameworks.

Skills & tools

• Pricing governance
• Deal desk management
• Revenue operations
• Cross-functional stakeholder management
• CPQ tools

Practical notes

• This position is identified by REQ ID 2831.

This role is based in Palo Alto, California, and is structured as a contract position to cover a 6 to 8-month maternity leave. The selected candidate will be expected to work full-time hours during the coverage period, ensuring that all pricing operations continue to run smoothly. While the position is remote-capable in many aspects, the physical location requirement places the analyst within proximity to key stakeholders for collaboration when necessary. There are no specific travel requirements associated with this role, making it suitable for individuals who prefer to work primarily from the designated work location. Candidates must possess the right to work in the United States without sponsorship, as the company is unable to sponsor visas for this position at this time. The engagement is anticipated to begin as soon as the transition is completed, with a firm end date aligned with the conclusion of the leave period. Applicants are encouraged to apply early to ensure full consideration, as the window for this opportunity may close once an ideal candidate is identified. The successful candidate will be integrated into the existing pricing team and will participate in all relevant meetings, reviews, and strategic discussions. This is a temporary but highly impactful role that requires a candidate who can hit the ground running and maintain excellence under minimal direct oversight. The ability to quickly absorb organizational nuances and internal tools is essential for success.