Sonar
Director, Deal Desk
Austin, Texas · Director · Contract
Sponsorship not specifiedDetected 30 days ago
Code ReviewGitData EngineeringSalesforceSalesFinancial AnalysisAccountingFP&ALeadershipCommunicationCollaborationFinancial Reporting
About the role
- Sonar is driving the future of agent-centric software development.
- As the leader in AI code verification and governance, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable.
- We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC).
Responsibilities
- Own QTC governance: design, document, and enforce Sonar's end-to-end quoting-to-cash process, including discount policy, approval workflows, non-standard deal structures, and escalation paths.
- Set and evolve commercial policy: partner with Finance, Legal, and Revenue leadership to translate business decisions into clear, operationalised booking and ARR treatment rules that the field can execute without ambiguity.
- Lead the global Deal Desk team: manage and develop a distributed team of Deal Desk managers and analysts across time zones
- set standards, build capability, and maintain quality through periods of high deal volume.
- Drive cross-functional alignment on new offer structures: act as the operational readiness owner for any new pricing, packaging, or promotional offer before it goes live
- Own discount and multi-year deal analysis: track discounting patterns, partner discount stacking, multi-year deal economics, and conversion rates
- Manage channel and partner deal complexity: oversee partner-assisted deal structuring, ensure correct bookings treatment for channel-influenced and channel-fulfilled transactions, and maintain audit-ready records.
- Support CPQ and systems evolution: partner with RevOps and BizTech to continuously improve CPQ configuration, booking rules, and field-facing workflows
- escalate system gaps before they create bookings errors.
- own the narrative with confidence and precision.
Requirements
- The ideal candidate will:
- Demonstrate mastery of QTC process and CPQ tooling (Salesforce CPQ or equivalent) - you can identify where the system and the policy diverge, and you know how to fix both.
- Have strong commercial instinct - you understand ARR, bookings, GRR, and how deal structure decisions flow through to financial reporting, and you can explain that clearly to a CFO and to a rep in the same day.
- Have experience with multi-year deal analysis, discount governance, and partner/channel deal management.
- Familiarity with Salesforce, Salesforce CPQ, and CaptivateIQ.
- Experience working alongside FP&A and Accounting on booking recognition and ARR policy questions.
- Candidates must be genuinely based in Austin.
- Have operated a Deal Desk in a multi-product, multi-region business with meaningful channel complexity - you know what it means when a partner discount stacks against an exceptional discount on a 3-year deal with a non-standard term structure.
- Can operate Deal Desk across two distinct motions - a high-volume, high-velocity transactional motion (the core revenue engine of the business) and a complex enterprise motion (large, multi-stakeholder, multi-year deals) - keeping the volume motion fast and clean at scale while giving enterprise deals the rigour they require.
- Be a precise, confident communicator - written and verbal - across audiences from junior analysts to ELT. You do not hedge on policy questions
- you give a clear answer and explain the rationale.
- Have led through ambiguity - you have operationalised novel deal structures and promotional offers under time pressure, and you know that the cost of launching before the bookings treatment is agreed is always higher than the cost of a one-day delay.
- Exposure to open-source or developer tooling sales models.
Nice to have
- Bring 7+ years of Deal Desk, Revenue Operations, or Sales Operations experience in a high-growth B2B SaaS environment, with at least 3 years in a leadership role managing a team.
- Preferred Skills
Company info
- Customers who use Sonar are 44% less likely to report an outage due to AI-generated code.
- Committed to our customers and community.
This listing is sourced directly from Sonar's careers page and normalized into a canonical job model.