Manager, Deal Desk Operations

Our mission: to eliminate every barrier to mental health. 

Spring Health is a comprehensive mental health solution for employers and health plans. Unlike any other solution, we use clinically validated technology called Precision Mental Healthcare to pinpoint and deliver exactly what will work for each person  — whether that’s meditation, coaching, therapy, medication, and beyond. 

Today, Spring Health equips over 800 companies, from start-ups to multinational Fortune 500 corporations, as a leading and preferred mental health service. Companies like J.P. Morgan Chase & Co., Microsoft, J.B. Hunt, Bumble, and Instacart use the Spring Health platform to provide mental health services to thousands of their team members globally. We have raised over $370 million from prominent investors including Kinnevik, Tiger Global, Northzone, RRE Ventures, and many more. Thanks to their partnership, our current valuation has reached $2.5 billion.

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