Director, Deal Desk

Bamboo Health is the leader in Real-Time Care Intelligence™ solutions aimed at improving lives for everyone experiencing physical and behavioral health challenges. We are driven by our mission to empower clients to deliver seamless, high-quality and cost-effective care during pivotal moments to improve health outcomes. From coast to coast, Bamboo Health partners with all major retail pharmacy chains, 52 states and territories, 100% of the top 10 best hospitals and more than half of the country’s largest health plans to improve more than 1 billion patient encounters annually. Join us in improving lives during pivotal care moments!

Summary:

As Deal Desk Director, you'll own how every order form and commercial term at Bamboo Health gets structured, from self-serve templates reps complete on their own to customer-paper deals. You'll implement AI tooling that drafts and routes routine work, while owning the decisions it can't make, including risk, negotiation, and process design that keep deals moving without creating exposure.

This is a builder's role: you'll move the deal desk from a person-dependent process to a scalable operating model with clear intake, templates, approval paths, and reporting. You'll also lead our Proposal Management function, driving greater consistency, efficiency, and accountability in the enterprise-wide RFP process. The expectation is not simply to use AI tooling, but to implement it thoughtfully, identifying opportunities to automate routine work while ensuring appropriate oversight and continuous process improvement.

What You’ll Do:

• Refine the current ad hoc, Word-doc order form process with clearer intake, ownership, and decision paths, so order forms are created quickly, consistently, and correctly.
• Close deal desk requests within SLA — turning unmanaged ad hoc requests into a function reps trust to move fast.
• Assist reps in drafting and negotiating business terms for negotiated order form or customer-paper deals, protecting Bamboo Health's must-haves while keeping deals on schedule.
• Build the guardrails AI drafts and routes inside of — the clause library, approval thresholds, and templates that let routine work run itself — and review non-standard AI-drafted output before it goes out.
• Guide reps through Bamboo Health's pricing and discounting guardrails, using margin analysis where needed and bringing the right Sales, Finance, and cross-functional leaders into approval decisions before exceptions move forward.
• Lead and continuously improve the Deal Desk function, establishing scalable processes, clear ownership, approval workflows, and escalation paths while ensuring the team delivers timely, high-quality commercial support.
• Run Salesforce as the system of record for deal desk — keeping opportunity records accurate against every order form that goes out, AI-drafted or otherwise, and building the reporting this function runs on so cycle time, exception volume, and where deals stall are visible without anyone pulling numbers by hand.
• Partner with Legal, Finance, and Sales to resolve exceptions and escalations, becoming the person both sides trust to make the call.
• Lead and develop the Proposal Manager, providing direction, coaching, and accountability while ensuring the RFP process effectively supports commercial priorities across all Bamboo Health business lines.
• Evaluate and optimize the enterprise-wide RFP process, establishing standardized intake, response workflows, content management, cross-functional ownership, and performance metrics to improve efficiency, quality, and turnaround times.

What Success Looks Like…

In 3 months…

• Every order form — self-serve and custom — runs through one system with split SLAs by type. All requests are logged in a single queue with a published SLA.
• A first version of the deal desk is established and rolled out, documented well enough to run without you in the room, and built on the expectation that there will be further refinement.
• Identify at least one opportunity in your role to pilot or apply AI or automation (e.g., streamlining a task, summarizing data, generating content).
• Assess the existing RFP process, identify operational gaps, and develop a prioritized improvement plan in partnership with the Proposal Manager and key stakeholders.

In 6 months…

• SLA holds at 90%+ for two consecutive months.
• AI-assisted drafting and routing handle most routine order-form and CRM-hygiene work, and your time has visibly shifted from producing documents to reviewing and approving them.
• The clause library and approval matrix are mature enough to onboard new reps or deal types without a rebuild.
• Rollout continues and the model is refined against real volume — templates, thresholds, and routing rules tuned on what the first months actually surfaced.
• Implement standardized RFP intake, workflows, and performance tracking, with measurable improvements in process consistency and turnaround times.

In 12 months…

• You shape commercial terms practice across deal types — not just the execution of them — and you're a go-to voice in deal structuring conversations, not a processor of them.
• Deal desk reporting informs decisions elsewhere in the business — pricing, contracting policy, go-to-market structure.
• The function is running at full speed, and you've demonstrated the judgment, not just the process management, that makes you a credible next step for broader commercial
• Ownership.
• Establish a scalable, enterprise-wide RFP management process with clear accountability, strong cross-functional coordination, and continuous improvement practices.

What You Need:

• 12+ years of related experience with a bachelor's degree; or 8 years with a master's; or equivalent experience.
• Deep experience reviewing, drafting, and negotiating complex commercial terms, including customer-paper deals, with the independent judgment to set precedent and make final calls on exceptions.
• A track record of building process or policy from scratch in an unstructured environment and getting adoption without a mandate to force it.
• Experience overseeing or partnering closely with proposal management, RFP operations, or similar cross-functional commercial processes, with a focus on standardization, efficiency, and continuous improvement.
• Fluency working alongside AI-assisted drafting and routing tools as a baseline expectation — you'll spend more time reviewing and directing AI output than producing documents by hand.
• Cross-functional influence: a record of aligning Legal, Finance, and Sales on a deal without formal authority over any of them.
• Understanding of how deal structure affects revenue recognition — you know why payment timing, multi-year terms, or non-standard deliverables matter beyond just closing the deal.
• Working familiarity with Salesforce (or a comparable CRM) — enough to process orders, build reports, and read how deal desk work shows up in pipeline data.
• Experience with or strong aptitude for CPQ and contract lifecycle management (CLM) tooling — you'll be configuring the systems that let routine deals move without you, not just using them.
• Comfort operating in a regulated, healthcare-data business; direct healthcare experience is a plus, not a requirement, if you bring the intellectual curiosity to come up the curve fast.
• Demonstrated people leadership experience, with the ability to coach, develop, and manage team members while building scalable, high-performing commercial operations functions.
• Comfort using or learning AI-supported tools (e.g., ChatGPT, CoPilot, or role-specific tools) to improve daily workflows.
• A forward-thinking, curious mindset with an openness to experimenting with new technologies.
• Strong analytical and problem-solving skills, with sound judgment and creativity in designing solutions.
• Proven ability to thrive in fast-paced, high-growth, and rapidly evolving environments.
• Ability to work effectively in a remote-first environment, ensuring high-quality virtual interactions with minimal distractions.
• The ability to travel periodically for work.

What You Get:

• Join one of the most innovative healthcare technology companies in the country.
• Have the autonomy to build something with an enthusiastically supportive team.
• Learn from working at the highest levels and on the most strategic priorities of the company, including from world class investors and advisors.
• Receive competitive compensation including health, dental, vision and other benefits.

Belonging at Bamboo

We Care. #BambooHealthValuesCare

Every human being has the right to the best possible healthcare. Our Real-Time Care Intelligence™ solutions enable healthcare professionals to see and treat every individual as a whole person by providing the right information, at the right time – regardless of physical, behavioral or social barriers.

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