FP&A Manager

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.

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:

• 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

• 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

• 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

• 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

• 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

• 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)

• 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.