Join us as we work to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Senior Associate, Finance Pricing Deal Desk
Role Summary
The Senior Associate, Finance Pricing Deal Desk supports timely, accurate pricing decisions that protect margin, enable revenue capture, and ensure contract and pricing-policy compliance. You will evaluate pricing exceptions and non-standard deal terms, validate CPQ/booking inputs, and partner cross-functionally to structure deals that meet customer needs and internal requirements. You will also help reduce friction in pricing workflows through tools, playbooks, and process improvements.
This role is based in Boston, MA (hybrid/RemoteUS) and reports to the Senior Manager, Finance Pricing Deal Desk.
Team Summary
Pricing Deal Desk supports deals end-to-end: pricing evaluation, financial analysis, term validation, stakeholder negotiation, and bookings accuracy. The team maintains pricing governance and approval workflows, develops tools and reporting, and escalates complex deals with decision-ready recommendations.
Essential Job Responsibilities
Deal evaluation & pricing exceptions
Review pricing requests and proposed terms (discounts, concessions, non-standard structures); assess impact to margin, profitability, and bookings.
Apply pricing governance and approval requirements; escalate exceptions with clear options and recommendations.
Provide guidance to Sales and Customer Success/Account Management on pricing policy, required documentation, and decision rationale.
Financial analysis & scenario modeling
Build and maintain deal models (sensitivity/scenario analysis) to support approvals and negotiations.
Monitor deal outcomes and pricing performance; surface trends and recommend improvements.
Support analysis across the client lifecycle (e.g., ramp, bookings/valuation) and, as needed, existing-client rate change preparation.
CPQ validation & bookings accuracy
Validate CPQ configuration and contract pricing to ensure accurate bookings and compliance.
Support CPQ testing/troubleshooting and rollout activities to reduce errors and rework.
Cross-functional deal structuring & process improvement
Partner with Sales, Customer Success, Legal, and Finance to structure compliant deals that meet customer needs.
Improve tools, templates, playbooks, and documentation to increase consistency, throughput, and transparency.
Identify workflow friction/waste and propose changes that improve cycle time and stakeholder self-service.
Leadership-ready communication
Prepare concise deal summaries and decision-ready materials for escalations and leadership review.
Additional Job Responsibilities
Contribute to cross-training and documentation for team coverage.
Support ad-hoc projects to streamline approvals and reporting cadence.
Represent the team in cross-functional meetings as needed.
Expected Education & Experience
Bachelor’s degree in Finance, Economics, Business, or related field (or equivalent experience).
3+ years in deal desk, pricing, finance, commercial operations, or similar analytical role.
Understanding of the client lifecycle (sales through account management) and healthcare reimbursement dynamics.
Strong financial modeling and analytical skills (Excel required; SQL preferred; familiarity with BI tools a plus).
Strong written/verbal communication and stakeholder management skills.
Independent judgment with openness to new information.
Organized, proactive, and comfortable with ambiguity.
Collaborative, customer-focused, and improvement-oriented.
Expected Compensation
$80,000 - $136,000The base salary range shown reflects the full range for this role from minimum to maximum. At athenahealth, base pay depends on multiple factors, including job-related experience, relevant knowledge and skills, how your qualifications compare to others in similar roles, and geographical market rates. Base pay is only one part of our competitive Total Rewards package - depending on role eligibility, we offer both short and long-term incentives by way of an annual discretionary bonus plan, variable compensation plan, and equity plans.
About athenahealth
Our vision: In an industry that becomes more complex by the day, we stand for simplicity. We offer IT solutions and expert services that eliminate the daily hurdles preventing healthcare providers from focusing entirely on their patients — powered by our vision to create a thriving ecosystem that delivers accessible, high-quality, and sustainable healthcare for all.
Our company culture: Our talented employees — or athenistas, as we call ourselves — spark the innovation and passion needed to accomplish our vision. We are a diverse group of dreamers and do-ers with unique knowledge, expertise, backgrounds, and perspectives. We unite as mission-driven problem-solvers with a deep desire to achieve our vision and make our time here count. Our award-winning culture is built around shared values of inclusiveness, accountability, and support.
Our DEI commitment: Our vision of accessible, high-quality, and sustainable healthcare for all requires addressing the inequities that stand in the way. That's one reason we prioritize diversity, equity, and inclusion in every aspect of our business, from attracting and sustaining a diverse workforce to maintaining an inclusive environment for athenistas, our partners, customers and the communities where we work and serve.
What we can do for you:
Along with health and financial benefits, athenistas enjoy perks specific to each location, including commuter support, employee assistance programs, tuition assistance, employee resource groups, and collaborative workspaces — some offices even welcome dogs.
We also encourage a better work-life balance for athenistas with our flexibility. While we know in-office collaboration is critical to our vision, we recognize that not all work needs to be done within an office environment, full-time. With consistent communication and digital collaboration tools, athenahealth enables employees to find a balance that feels fulfilling and productive for each individual situation.
In addition to our traditional benefits and perks, we sponsor events throughout the year, including book clubs, external speakers, and hackathons. We provide athenistas with a company culture based on learning, the support of an engaged team, and an inclusive environment where all employees are valued.
Learn more about our culture and benefits here: athenahealth.com/careers
athenahealth