Director, Deal Desk
Job Overview
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.
Key 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; ensure Finance, Deal Desk, and FieldOps reach documented agreement on bookings treatment and system handling prior to field launch.
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 on a regular cadence.
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.
Act as an ELT-facing commercial operator: present deal risk, bookings trends, and policy recommendations directly to Revenue and Finance leadership; own the narrative with confidence and precision.
Qualifications
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.
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.
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.
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.
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.
Exposure to open-source or developer tooling sales models.
Prior experience building or formalising an operational readiness process for new offer launches.
The ideal candidate will:
Preferred Skills