Deal Desk Analyst

Summary

Join Spring Health as a Deal Desk Analyst and play a pivotal role in supporting the growing Deal Desk team. You will provide direct support and guidance to Sales and Customer Success teams on all commercial aspects of deals. Collaborate with cross-functional teams, including Sales, Customer Success, Product, Finance, Data Science, and Legal, to deliver high-impact deal solutions. Responsibilities include supporting deal structuring and pricing, managing deal workflow, validating deal calculations, maintaining deal desk tools, ensuring data accuracy, tracking KPIs, monitoring pricing trends, assisting with performance guarantee packages, collaborating with other departments, enabling Sales and CS teams, and contributing to special projects. The ideal candidate possesses financial acumen, servant-minded leadership, subject matter expertise, relationship management skills, project management experience, and adaptability. Spring Health offers a competitive total rewards package, including stock options and benefits.

Requirements

• Financial Acumen : Highly skilled in modeling the economics of Spring Health deals across new business, renewals, partnerships, and payers. Able to own the creation and maintenance of a deal calculator that effectively forecasts deal gross margin and revenue based on various deal criteria. Bachelor's degree in finance preferred
• Servant Minded Leadership: A belief that our success as a Revenue Effectiveness team is directly tied to the success of the larger Rev organization. Act in service of the Rev Org’s goals and best interest of our customers - operate as a force multiplier and enabler of mutual success
• Subject Matter Expertise : A working knowledge of our internal Pricing & Packaging guidelines as well as industry best practices, as well as typical deal structuring in the benefits and Healthcare space
• Relationship / Stakeholder Management Experience : The capacity to develop strong relationships with leaders across the Revenue organization, understand their desired outcomes and needs, and process them into solutions that drive measurable value and foster our stakeholders’ trust in the Revenue Effectiveness team. Able to not just serve the Revenue Org, but to earn a “seat at the table” and serve as a resource and advisor to executive leadership
• Project / Program Management Experience : The ability to turn desired outcomes into a tangible solution, complete with clear deliverables, action steps, item ownership, and timeline management
• Adaptability / Agility : As a new team within the Revenue Organization, the scope of what we own and the procedures we follow are still being defined. No two days will look the same, and there will be a need for this function to grow as it iterates. This competency captures the ability to stay open-minded, and prioritize initiatives, while contributing to the development of enduring operating procedures that keep the team efficient
• 3-4 years of Deal Desk Operations functional experience (Deal Desk, Deal Strategy / Analysis, or a related field) OR
• A combination of at least 2 years of quota-carrying sales or customer success experience along with 2 years of Deal Operations Operations functional experience
• 2-3 years experience with Sales Enablement tools and systems to include Salesforce, Guru, Gong, Looker, LMS, etc

Responsibilities

• Support deal structuring and pricing reviews for both new and existing customers, ensuring alignment with Spring Health’s Pricing & Packaging guidelines
• Manage day-to-day deal desk workflow , tracking deal status and collaborating with Sales, CS, Finance, Legal, and other cross-functional teams to ensure smooth approvals and timely turnaround in line with SLA targets
• Validate deal calculations and terms , including pricing, discounts, contract lengths, and performance guarantees. Support custom pricing scenarios and modeling when needed
• Maintain and improve deal desk tools such as pricing calculators, quote templates, and approval workflows to support Sales and CS in building accurate, scalable proposals
• Ensure data accuracy and documentation in deal records by reviewing submissions for completeness and compliance, flagging exceptions or errors for correction
• Track and report on deal desk KPIs (e.g., turnaround time, exception volume, discounting trends) and provide insights to inform ongoing process improvement
• Monitor trends in customer pricing and concession requests , surfacing insights to Deal Desk leadership and cross-functional partners to support potential updates to policies or pricing structures
• Assist in the operational support of performance guarantee packages , including documentation, tracking, and coordination with internal stakeholders for accurate adjudication
• Collaborate with Legal, Finance, and RevOps to ensure alignment across deal terms, policy updates, and pricing strategy execution
• Enable Sales and CS teams on quoting processes , pricing policies, and use of Deal Desk tools through documentation and enablement sessions
• Contribute to special projects and process improvement initiatives that enhance the efficiency and scalability of deal desk operations
• Maintain a gross margin target measured as the weighted average of all deal desk tickets approved on a quarterly basis
• Maintain an average deal desk ticket turnaround time of 3 days

Benefits

• Health, Dental, Vision benefits start on your first day at Spring
• You and your dependents also receive access to One Medical accounts HSA and FSA plans are also available, with Spring contributing up to $1K for HSAs, depending on your plan type
• Employer sponsored 401(k) match of up to 2% for retirement planning
• A yearly allotment of no cost visits to the Spring Health network of therapists, coaches, and medication management providers for you and your dependents
• We offer competitive paid time off policies including vacation, sick leave and company holidays
• At 6 months tenure with Spring, we offer parental leave of 18 weeks for birthing parents and 16 weeks for non-birthing parents
• Access to Noom , a weight management program—based in psychology, that’s tailored to your unique needs and goals
• Access to fertility care support through Carrot , in addition to $4,000 reimbursement for related fertility expenses
• Access to Wellhub ,  which connects employees to the best options for fitness, mindfulness, nutrition, and sleep in one subscription
• Access to BrightHorizons , which provides sponsored child care, back-up care, and elder care
• Up to $1,000 Professional Development Reimbursement a year
• $200 per year donation matching to support your favorite causes