Principal Deal Desk Analyst

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 Principal Deal Desk Analyst to join our team. This is a hybrid opportunity based out of Waltham, MA.
Job Summary
The Principal Deal Desk Analyst is responsible for supporting complex and strategic commercial deals across Imprivata's global GTM organization. This role partners closely with Sales, Renewals, Finance, Pricing, Legal and Product to drive effective deal structuring, pricing integrity, discount governance, and efficient execution throughout the deal lifecycle. As a trusted advisor to Sales and cross-functional stakeholders, this role requires deep expertise in deal operations, pricing strategy, and contract mechanics. The Principal Deal Desk Analyst plays a key role in improving deal velocity, ensuring compliance with financial and legal policies, and identifying and implementing scalable process improvements that enhance the overall customer and seller experience.
Duties and Responsibilities

• Own and support the end-to-end deal review process for complex and non-standard opportunities, including pricing, discounting, co-terming, and contract structure.
• Serve as a primary escalation point for strategic deals, pricing exceptions, and custom commercial terms, ensuring alignment with corporate policies and business objectives.
• Partner closely with Sales, Legal, and Finance to resolve deal issues efficiently while balancing risk, revenue, and customer value.
• Act as a subject matter expert on deal structuring and pricing models, provide guidance and recommendations to Sales and Renewals teams.
• Conduct contract, customer, and historical deal analysis to support co-terming strategies, renewals, and expansion motions.
• Support contract negotiations by developing pricing scenarios, deal construct alternatives, and business impact analyses.
• Analyze deal and pricing data to identify trends, risks, and opportunities; provide insights to inform go-forward pricing and policy decisions.
• Contribute to automation, system enhancements, and documentation to improve scalability and governance.
• Ensure adherence to contractual obligations and compliance with internal financial, legal, and audit requirements.
• Support training and enablement efforts for Sales and cross-functional partners as needed.
• Other duties as assigned and required.

Qualifications

• Bachelor's Degree or equivalent combination of education and experience.
• 7-10 years' experience in Deal Operations, Deal Desk, Legal or Finance roles.
• Proficient with Microsoft Excel and a CRM system like Salesforce.com. Knowledge of a deal forecasting tool like Clari is a plus.
• Experience with SaaS Software.
• A passion for problem-solving, with a focus on unstructured problems involving multiple stakeholders.
• Highly organized with exceptional attention to detail.
• Highly motivated with intellectual curiosity.
• Excellent oral, written and presentation skills.
• Ability to work autonomously and collaboratively in a team environment.

This position offers a total compensation range of $156,000.00 to $166,000.00 (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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