Director, Deal Desk

Deal Desk is where commercial policy executes — and where the exceptions, the edge cases, and the evolution of customer buying patterns surface first. As Director, Deal Desk you will own the global function that sits at the intersection of Finance, Revenue, Legal, and the field. You will govern Sonar's quoting-to-cash (QTC) process, set and enforce commercial policy, and lead a team of Deal Desk managers and analysts who support a fast-growing, technically complex sales organisation across AMER, EMEA, and APJ. This is a role for someone who is equally comfortable building rigorous process and walking into a room with an ELT member to explain why a deal cannot book the way the field wants to book it. The right candidate combines deep operational instinct with clear executive communication and the commercial credibility to be a genuine partner to 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; 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; 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, with at least 3 years in a leadership role managing a team; Have operated a Deal Desk in a multi-product, multi-region business with meaningful channel complexity; Demonstrate mastery of QTC process and CPQ tooling (Salesforce CPQ or equivalent); Have strong commercial instinct — you understand ARR, bookings, GRR, and how deal structure decisions flow through to financial reporting; Can operate Deal Desk across two distinct motions — a high-volume, high-velocity transactional motion and a complex enterprise motion; Be a precise, confident communicator across audiences from junior analysts to ELT; Have led through ambiguity; Have experience with multi-year deal analysis, discount governance, and partner/channel deal management; Candidates must be genuinely based in Austin

Nice to have

Familiarity with Salesforce, Salesforce CPQ, and CaptivateIQ; Experience working alongside FP&A and Accounting on booking recognition and ARR policy questions; Exposure to open-source or developer tooling sales models; Prior experience building or formalising an operational readiness process for new offer launches

Benefits

Relocation support for the right person