Deal Desk Advisory Director

Description
Ready to join a team that's all in? At Imprivata, we deliver unified access and security management programs that eliminate friction, empowering healthcare and mission-critical organizations to work smarter, faster, and more securely.
We believe work can be more than a job or task-it's a collective spirit; the type that emboldens creativity, embraces challenge, and fosters excitement. We are constantly raising the bar on what's possible, owning the outcome of our triumphs and trials, staying nimble amidst change, and cultivating an environment where we win together. Here, your ideas matter, your differences are celebrated, and your work drives real results-for your career, your teammates, and our customers.
When you join Imprivata, you embark on a shared journey of ambition and growth. We're committed to building an inclusive workplace where everyone feels valued and supported. If you're looking for a place to match your passion with purpose-and where every day you can make an impact-you'll find it here.
We are seeking a Deal Desk Advisory Director to join our team. This is a hybrid opportunity based out of our Waltham, MA office.
Job Summary
The Deal Desk Advisory Director will lead and advise on deal desk operations, driving strategies and processes that improve deal structuring, pricing, and execution. This role will be responsible for accelerating deal velocity, ensuring compliance across the Quote-to-Cash (QTC) lifecycle, and elevating the Deal Desk function into a best-in-class strategic partner to Sales, Renewals, Finance, and Legal. This Director will build scalable frameworks to enhance efficiency and decision-making.
Duties and Responsibilities

• Advise on and structure complex software agreements, including enterprise, multi-year, and non-standard terms.
• Partner with Sales, Finance, Legal, and Renewals to deliver creative, compliant, and profitable deal solutions.
• Represent the deal desk in strategic deal reviews and provide executive-level visibility into deal health, risks, and forecasts.
• Provide leadership in forecasting and predictability, ensuring deal-level insights improve pipeline accuracy and revenue confidence.
• Develop and enforce pricing frameworks, approval matrices, and commercial policies to balance velocity with risk management.
• Build reporting and analysis to highlight trends, risks, and opportunities, improving forecast accuracy and sales effectiveness.
• Own and optimize QTC/CPQ workflows, systems, and tools to enhance scalability, efficiency, and data accuracy.
• Establish best practices, playbooks, and operating rhythms to standardize processes and reduce deal friction.
• Other duties as assigned and required.

Required Qualifications

• Bachelor's degree in Business, Finance, Economics, or a related field; MBA or advanced degree preferred.
• 10+ years of progressive experience in deal desk, revenue operations, or sales operations.
• Proven expertise in complex deal structuring, SaaS subscription models, ARR measurement, and non-standard commercial terms.
• Sound knowledge of revenue recognition and pricing strategy.
• Hands-on experience with Salesforce CPQ, Clari, and Quote-to-Cash systems.
• Track record of improving forecast accuracy and enforcing rigor in pipeline management.
• Exceptional leadership and stakeholder management skills, with the ability to coach and influence executives.
• Experience leading change initiatives in a high-growth or dynamic environment preferred.

This position offers a total compensation range of $231,600.00 to $243,600.00 (inclusive of base salary and variable compensation, such as bonuses and incentives). In addition, more information about Imprivata's benefit offerings can be found here. This range represents the high and low end of Imprivata's compensation range for this position. Actual compensation will vary and may be above or below the range based on various factors, such as a candidate's location, skills, experience, and qualifications.
At Imprivata, we have a top-notch work environment, developmental opportunities, a competitive total rewards package, and the desire to have fun. If you have the skills and qualifications as we have described above, we want to hear from you!
Imprivata provides equal employment opportunities, regardless of race, religion, age, sex, national origin, disability status, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
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