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FP&A Manager

Palo Alto, California; San Francisco, California

About Workato

Workato transforms technology complexity into business opportunity. As the leader in enterprise orchestration, Workato helps businesses globally streamline operations by connecting data, processes, applications, and experiences. Its AI-powered platform enables teams to navigate complex workflows in real-time, driving efficiency and agility.

Trusted by a community of 400,000 global customers, Workato empowers organizations of every size to unlock new value and lead in today’s fast-changing world. Learn how Workato helps businesses of all sizes achieve more at workato.com.

Why join us?

Ultimately, 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. 

If this sounds right up your alley, please submit an application. We look forward to getting to know you!

Also, feel free to check out why:

  • Business Insider named us an “enterprise startup to bet your career on”

  • Forbes’ Cloud 100 recognized us as one of the top 100 private cloud companies in the world

  • Deloitte Tech Fast 500 ranked us as the 17th fastest growing tech company in the Bay Area, and 96th in North America

  • Quartz ranked us the #1 best company for remote workers

Responsibilities

We are looking for a sharp, commercially minded FP&A Manager 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:

Business Partnering & Strategic Support

  • Serve as the primary finance point of contact for Sales leadership, building strong relationships and providing proactive financial guidance

  • Translate complex financial data into clear, actionable insights for non-finance stakeholders

  • Attend key Sales leadership meetings to stay close to the business and surface financial risks and opportunities in real time

Expense Planning & Cost Management

  • Own the end-to-end budget for the Sales organization, covering headcount, sales commissions and incentive compensation, travel & entertainment, tools and software, and discretionary program spend

  • Partner with Sales leaders to build bottoms-up expense plans that align with revenue targets and overall company cost structure

  • Track and manage Sales OPEX throughout the year, holding budget owners accountable and flagging material variances early

  • Evaluate the ROI of Sales investments — including headcount additions, field events, enablement programs, and third-party vendors — and provide clear recommendations on resource allocation

  • Model the financial impact of organizational changes such as team expansions, restructurings, or territory realignments

  • Support month-end close by reviewing Sales expense accruals, ensuring accuracy and proper coding in partnership with Accounting

  • 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

Forecasting & Planning

  • Own the revenue forecast for the Sales organization, partnering closely with Sales Ops and RevOps to ensure accuracy and accountability

  • Lead the annual budgeting process and maintain rolling forecasts that reflect the latest business assumptions

  • Build scenario models to help Sales leadership understand the cost and revenue trade-offs of key decisions

Reporting & Analysis

  • Build and maintain dashboards tracking key Sales KPIs, including quota attainment, pipeline coverage, CAC, revenue by segment/region/product, and Sales efficiency ratios

  • Conduct variance analysis on revenue and Sales OPEX versus budget and prior periods, clearly communicating findings to leadership

  • Analyze sales productivity and capacity to inform hiring plans and cost-per-head benchmarks

Process Improvement

  • Drive improvements in expense forecasting accuracy, reporting cadence, and financial controls across the Sales organization

  • Partner with Sales Ops, RevOps, and Accounting to ensure clean data flows and consistent expense reporting

  • Support the implementation or optimization of financial planning and expense management tools

Requirements

Qualifications / Experience / Technical Skills

  • 5+ years of progressive finance experience, with at least 2 years in an FP&A or finance business partner role supporting a commercial/revenue function

  • Strong financial modeling skills and fluency in Excel or Google Sheets; experience with planning tools such as Anaplan is a plus

  • Proficiency in pulling and analyzing data from BI tools and CRM platforms (Salesforce preferred)

  • Solid understanding of SaaS or B2B revenue metrics and sales compensation mechanics (preferred)

Soft Skills / Personal Characteristics

  • Exceptional communication skills — able to tell a clear story with data and confidently engage with senior Sales leaders

  • A collaborative, low-ego style with a bias toward action and problem-solving

 

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. 

(REQ ID: 2617)

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