Manager, Deal Desk Operations

We are looking for a Manager of Deal Desk Operations to support our growing Revenue Effectiveness Team here at Spring Health! This individual will lead the Deal Desk function within the Revenue org, reporting directly to the Sr Director of Revenue Effectiveness. This role is responsible for providing direct support & guidance to the Sales and Customer Success Teams in all commercial aspects of deals with existing and prospective customers. This individual will need to be an expert in cross-functional leadership, able to partner with different teams within the business including Sales, Customer Success, Product, Finance, and Legal to deliver high impact deal solutions that drive value for our customers and protect margin and delivery requirements for Spring Health. 

What you’ll be doing:

• Lead Deal Desk Operations for both existing & prospective customers, with direct responsibility for ensuring all deals are structured within the parameters set in our Pricing & Packaging guidelines 
• Drive the Deal Desk workflow process, ensuring cross-functional stakeholders are included, informed, and empowered to make decisions - while removing roadblocks to ensure turnaround time KPIs can be met
• Build and maintain a deal calculator that effectively models various deal criteria, to include the gross margin impact of various concessions and across the span of a contract. Confirm deal calculations received from the field are correct, and support custom modeling as necessary
• Serve as a senior advisor to AEs and CSMs for deal economics, developing strategic plans for how to position pricing & packaging to prospects and customers that balance the need to win and retain business with gross margin protection
• Brief Sales and Finance executive leadership on deal structuring, gaining cross-functional alignment on strategy for strategic proposals
• Develop and maintain ‘self-serve’ deal planning tools (to include deal calculators, templates & exception request processes) that maximize efficiency and streamline deal desk operations
• Build a repository of deal best practices and serve as the senior advisor for deal negotiations and structuring as required for needs outside of our standard P&P guidelines
• Work with Data Science to manage performance guarantee packages, to include adjudicating fees at risk and the development of new performance guarantees
• Establish operational cadence with the Spring Health legal team to gain alignment in all decisions & negotiations related to contracts and to ensure seamless procurement process
• Work cross-functionally with finance, with responsibility for maintaining current pricing & packaging guidelines,, while also communicating deal economics and recommendations that support sustainability
• Provide analysis around trends in customer requests and pricing, & partner with Product Marketing to drive changes in Pricing & Packaging structure
• Train and advise Sales & CS on pricing, quoting, PGs, and best practices
• Define and project manage initiatives to deliver further operational efficiencies
• Maintain currency in industry-leading pricing & packaging models to best maximize value for our customers, while also maximizing deals structured to meet the goals of all cross-functional teams (Revenue, Legal, Member Growth, etc) 

KPIs:

• Average Deal Gross Margin: Maintain a gross margin target measured as the weighted average of all deal desk tickets approved on a quarterly basis
• Deal Desk Turnaround Time: Maintain an average deal desk ticket turnaround time of 3 days

The target base salary range for this position is $106,400 - $138,400, and is part of a competitive total rewards package including stock options and benefits. Individual pay may vary from the target range and is determined by a number of factors including experience, location, internal pay equity, and other relevant business considerations. We review all employee pay and compensation programs annually at minimum to ensure competitive and fair pay.

Don’t meet every requirement? Studies have shown that women, communities of color and historically underrepresented talent are less likely to apply to jobs unless they meet every single qualification. At Spring Health we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we strongly encourage you to apply. You may be just the right candidate for this or other roles!

Ready to do the most impactful work of your life? Learn more about our values, how we work, and how hypergrowth meets impact at Spring Health: Our Values

Hypergrowth meets impact

What to expect working here:

• You will be held accountable to an exceptionally high bar and impact
• This may be the fastest work environment you will ever experience in terms of growth, decision-making, and time to impact
• You will be empowered to set your own boundaries and asked to adapt them in critical moments when the company needs you
• You will create processes & products that have never existed before
• You will have very direct conversations and receive continuous feedback to push you to become the most thriving team member and performer you can be
• Change is a constant here: your role, team, responsibilities, and success metrics will shift as the company grows

And…

• You get to be surrounded by some of the brightest minds in the field  
• You get to learn and grow at an extremely accelerated pace
• You will experience transparency, integrity, &  humility from leadership 
• You will be empowered to constantly challenge the status quo
• You get the space to experiment & innovate
• You get to make a transformational impact for the company, mental health, and for real human lives — and you will see that impact quickly
• You will become more resourceful and resilient
• You get to be part of a winning team that opens doors in the future

Benefits provided by Spring Health:

Your Total Health:

• Health, Dental, Vision benefits start on your first day at Spring Health. You and your dependents also receive an individual One Medical account which is valued at $199/year per user. HSA and FSA plans available
• A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents
• 10 allocated sick days per year
• Flexible paid time off in addition to 12 paid holidays throughout the year
• Access to Gympass, an on-demand virtual benefit that provides wellbeing coaching, and budget management.
• Spring Renewal: When you hit your four-year Springaversary, you’ll be awarded a four week, fully paid, sabbatical leave to renew and recharge. 

You And Your family:

• 4-4.5 months of fully paid parental leave
• Spring Health provides team members and their families with sponsored access to Bright Horizons® child care, back-up care, and elder care.
• Access to fertility care support through Carrot, in addition to $4,000 reimbursement for related fertility expenses

Supporting you financially through:

• Our People team benchmarks all salaries using the Radford Global Compensation Database for technology and life sciences industries. Radford benchmarks salaries with 3,589 global firms, 6.5 million employees, and 98 countries across the globe. We do this to ensure all of our team members are paid equally and competitively.
• On top of competitive and benchmarked salary, Spring Health offers incentive pay (based on role), and equity that begins vesting as we celebrate your first year with the company!
• Employer sponsored 401(k) match of up to 2% after 90 days of employment

Creating a culture you can thrive in:

• Flexible work arrangements: 66% of Spring Health team members work fully remote while 33% work in a hybrid model from our New York City offices
• Focus Fridays: no meetings, no distractions, just time for you to get work done.
• Focus Weeks: In Spring 2023, we held our first ever Focus Week, we canceled all non-essential meetings, minimized distractions, and you, our team members, to dive into the key work that gets chopped up or deprioritized during the regular day-to-day. We saw a 36% jump in the average energized score after those five days of flow state work and are finalizing a plan for quarterly Focus Weeks for team members.
• Up to $1,000 Professional Development Reimbursement per calendar year.
• $200 per year donation matching to support your favorite causes

Our privacy policy: https://springhealth.com/privacy-policy/

Don’t meet every requirement? Studies have shown that women, communities of color and historically underrepresented talent are less likely to apply to jobs unless they meet every single qualification. At Spring Health we are dedicated to building a diverse, inclusive and authentic workplace

To ensure intentional and equitable hiring practices, we use a balanced candidate slate in our interviews. This approach guarantees that our pool of qualified candidates includes individuals who are underrepresented in our organization at all levels. This is a key performance indicator (KPI) for our recruiting and hiring teams, reported quarterly to maintain accountability.