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About the Role

Sonar is seeking a Director, Deal Desk to own the global function that governs the quoting-to-cash process, sets commercial policy, and leads a team supporting a fast-growing sales organization. This role requires a blend of rigorous process building, executive communication, and commercial credibility to partner effectively with Finance and Revenue leadership.

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.
• 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.
• 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; surface insight to Revenue and Finance leadership.
• 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.
• Act as an ELT-facing commercial operator: present deal risk, bookings trends, and policy recommendations directly to Revenue and Finance leadership.

Requirements

• 7+ years of Deal Desk, Revenue Operations, or Sales Operations experience in a high-growth B2B SaaS environment.
• At least 3 years in a leadership role managing a team.
• Operated a Deal Desk in a multi-product, multi-region business with meaningful channel complexity.
• Mastery of QTC process and CPQ tooling (Salesforce CPQ or equivalent).
• Strong commercial instinct — understanding ARR, bookings, GRR, and how deal structure decisions flow through to financial reporting.
• Ability to operate Deal Desk across high-volume transactional and complex enterprise motions.
• Precise, confident communicator — written and verbal — across audiences from junior analysts to ELT.
• Experience leading through ambiguity — operationalized novel deal structures and promotional offers under time pressure.
• Experience with multi-year deal analysis, discount governance, and partner/channel deal management.

Skills

• Salesforce
• Salesforce CPQ
• CaptivateIQ
• FP&A
• Accounting
• Open-source sales models
• Developer tooling sales models

Location

• Austin

Work Type

• In-office
• Hybrid

Experience Level

• Director
• 7+ years experience
• 3+ years leadership experience

About the Company

• Sonar is driving the future of agent-centric software development as the leader in AI code review and verification.
• We solve the critical problem of ensuring AI-generated software is reliable, secure, and maintainable.
• We integrate with AI coding tools like Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin.
• Over 75% of the Fortune 100 use Sonar to build trusted, reliable, compliant software.
• Customers using Sonar are 44% less likely to report an outage due to AI-generated code.
• We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC).
• Industry giants like Nvidia, ServiceNow, Booking.com, Goldman Sachs, AstraZeneca, and Ford Motor Company count on us.
• Our products include SonarQube, SonarQube Foundation Agent, SonarSweep & Sonar Context Augmentation.
• Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C.
• Our mindset is CODE: Committed to our customers and community, Obsessed with quality, Deliberate in our decisions, Effective as one team.
• With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution.

Equal Opportunity

• At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures.
• We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best.
• We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
• If you need any accommodation, please reach out to us at hiring@sonarsource.com.
• All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
• We do not currently support visa candidates in the US.
• Applications that are submitted through agencies or third party recruiters will not be considered.