Deal Desk / RevOps Specialist

Overview

You're the internal operations support for TigerConnect's sales team, primarily focused on deal desk—reviewing deal structures, managing pricing approvals, handling quote configuration, and ensuring contracts get through legal and finance without blowing up timelines. You work with AEs selling into hospitals and health systems, where deals involve multiple stakeholders, strict compliance requirements, and procurement processes that can add weeks to close dates. Most of your day is in Salesforce, Slack, and spreadsheets, troubleshooting why a deal is stuck or why a discount request needs more justification.

Role Snapshot

Company Context

Stage: Growth stage (347 employees, established product)

Size: Mid-market company with mature sales operations

Growth: Stable healthcare tech player, likely expanding into new healthcare verticals or features

Market Position: Competing in clinical communication/workflow space against both legacy systems and newer point solutions

GTM Reality

Who You Support:

• Enterprise AEs selling into hospital systems, health networks, ambulatory centers
• Some mid-market/commercial deals to smaller healthcare facilities
• Occasional partner/channel deals

Deal Desk vs Strategic RevOps: This role leans Deal Desk—you're the person who makes sure deals get structured correctly and move through approvals. Less time on strategy/planning, more time on execution and firefighting.

Cross-Functional Work:

• Legal: BAAs (Business Associate Agreements), MSAs, security/compliance addendums
• Finance: Revenue recognition review, payment terms, multi-year deal structures
• Sales Leadership: Discount approvals, non-standard terms escalations
• Product/Pricing: Questions about SKU configurations, bundles, custom pricing

Competitive Landscape

Market: Clinical communication and workflow automation for healthcare—competing against incumbent systems (pagers, phone trees, basic messaging apps) and other healthcare-specific platforms

Deal Complexity Drivers:

• Healthcare IT involves security reviews, HIPAA compliance, EHR integrations
• Procurement processes at hospitals are slow—multiple committees, budget cycles
• Contracts often require custom BAAs, liability caps, indemnification language

Common Deal Blockers:

• Security/compliance reviews taking 2-3 months
• Budget freezes or delays in healthcare org fiscal cycles
• IT integration concerns with existing EHR/clinical systems
• Procurement pushing back on pricing or payment terms

What You'll Actually Do

Time Breakdown

Deal Review/Approvals (40%) | Quote Config/CPQ (25%) | Cross-functional Coordination (20%) | Process/Documentation (15%)

Key Activities

• Deal Structure Review: AEs submit opportunities for approval—you check pricing, discounts, payment terms, contract length. Flag anything non-standard and route to sales leadership or finance. You're asking: "Why does this deal need 40% discount?" or "Can we support net-90 payment terms for this customer?"

• Quote Configuration: Build quotes in CPQ system (likely Salesforce CPQ or similar), making sure SKUs, bundles, and pricing match what was approved. Healthcare deals often have multiple facilities or user tiers—you're ensuring the quote reflects the actual scope without errors that could delay legal review.

• Approval Management: Chase down stakeholders to get deals approved. This means Slack messages to finance about revenue recognition questions, emails to legal about contract redlines, pings to VP Sales about discount exceptions. Deals sit in your queue until all sign-offs are done.

• Contract Support: Work with legal to answer AE questions about contract terms. Hospitals often have their own paper (MSAs) with strict terms—you help AEs understand what's acceptable vs. what needs escalation. You're not negotiating contracts yourself, but you're triaging what can be quickly approved vs. what needs legal review.

• Process Documentation: Maintain playbooks on deal approval thresholds, discount policies, standard contract terms. Update Salesforce fields and workflows when processes change. Train new AEs on how to submit deals correctly so they don't get bounced back.

The Honest Reality

What's Hard

• You're a bottleneck: AEs are frustrated when deals sit waiting for approvals. You're constantly managing expectations about how long legal review takes or why finance needs more info. You can't control external timelines (hospital procurement), but AEs often blame Deal Desk when deals slow down.

• Healthcare bureaucracy: Hospitals have slow, risk-averse procurement. Deals that should close in Q3 slip to Q4 because of security reviews, budget committee meetings, or fiscal year timing. You're managing deal data and timelines, but you can't speed up the customer's internal process.

• Non-standard requests: Every large healthcare deal has some custom ask—special payment terms, unique liability language, integration commitments. You're the person who has to figure out if it's doable, get approvals, and document exceptions. It's repetitive problem-solving with slight variations.

• Reactive work: Your day is driven by what deals AEs submit. You can plan to work on process improvements, but if 5 urgent deals land in your queue, that's your day. You're constantly context-switching between different deals at different stages.

What Success Looks Like

• Deal velocity: Average time from deal submission to approval is under 48 hours for standard deals, under 5 days for complex/non-standard deals
• Clean quotes: Few errors in quotes that require rework—AEs trust that what you build is accurate
• Process adherence: Sales team follows deal submission process, fewer deals getting rejected/sent back for missing info
• Cross-functional relationships: Legal, finance, and sales leadership see you as reliable—you escalate the right things and don't waste their time

Who You're Supporting (Internal Stakeholders)

Primary Stakeholders:

• Enterprise AEs selling $100K-500K+ deals to hospital systems
• Sales leadership needing visibility into deal pipeline and approval status
• Finance team ensuring revenue recognition and payment terms are sound
• Legal team managing contract risk and compliance

What They Care About:

• AEs: Speed—they want deals approved fast so they can get contracts signed and close before quarter-end
• Sales Leadership: Consistency—they want deals structured within policy so they're not approving endless exceptions
• Finance: Accuracy—they need revenue recognized correctly and payment terms that match company cash flow expectations
• Legal: Risk Management—they need contracts that protect TigerConnect without creating compliance or liability issues

Requirements

• 2-4 years in Deal Desk, Sales Operations, Revenue Operations, or similar commercial operations role
• Strong Salesforce experience—comfortable building reports, managing opportunity data, ideally some CPQ experience
• Experience supporting complex B2B sales (enterprise deals, multi-stakeholder buying processes)
• Comfortable with ambiguity—you'll need to figure out answers when policies don't cover every scenario
• Detail-oriented—errors in quotes or approvals can delay deals by weeks in healthcare sales
• Healthcare or regulated industry experience is a plus (understanding BAAs, compliance requirements, procurement dynamics)
• Ability to manage competing priorities—multiple urgent deals, limited time, lots of stakeholders