Director, Global Process Owner - Order to Cash
The Impact You Will Have:
This is a rare opportunity to build something from the ground up. Sonar is a SaaS company at a pivotal stage of growth, and our Order-to-Cash (OTC) cycle is the financial backbone of that growth. As our first-ever Director, Global Process Owner - Order to Cash, you won't inherit a playbook - you'll write it. You will own the end-to-end design, optimization, and governance of the entire OTC lifecycle - from quoting and deal execution through invoicing, revenue recognition, cash application, and collections. This is a high-visibility, cross-functional role that will directly shape how the company scales its financial operations, strengthens internal controls, and prepares for what comes next.
You will serve as the single point of accountability for the OTC process, partnering deeply with Deal Desk, Revenue Operations, Billing, Accounting, Treasury, and Business Technology to eliminate process fragmentation, drive automation, and build a best-in-class operating model. If you're the type of person who gets fired up about transforming complex, messy processes into something elegant and scalable - and you want to do it from one of the most vibrant cities in the country - this is your role.
What You Will Do Daily:
You'll be the architect. Own the entire Order-to-Cash process from quote to cash collection and design the operating model that carries Sonar through its next phase of growth. No one has done this here before - you're building the blueprint.
Diagnose where things break today, trace issues to their root cause, and design a future-state model with crystal-clear roles, handoffs, and SLAs that the entire organization can rally around.
Create the OTC process narrative, SOPs, and process maps that become the institutional standard - your fingerprints will be on how this company operates for years to come.
Lead the charge on eliminating manual work. Partner with Business Technology to unlock automation across the OTC cycle - turning spreadsheets and workarounds into scalable, system-driven workflows.
Be the Finance voice in how NetSuite, Salesforce CPQ, Aptitude RevStream, and Stripe work together. You'll shape how these platforms are configured and integrated to move faster and with fewer errors.
Champion the transition to automated cash application, invoice generation, and reconciliation - replacing firefighting with engineering.
Be the person the business calls before they launch. Design OTC processes for new products, sales channels, and go-to-market motions so Finance is an accelerator, not a bottleneck.
Build scalable billing, invoicing, and settlement workflows for emerging revenue streams - partner referral payments, marketplace transactions, channel reseller programs - before they become urgent.
Partner with Product, Sales, and Partnerships teams early in the lifecycle to assess financial process implications, define system requirements, and make sure new offerings are operationally buttoned up from day one.
Design and implement a SOX-ready internal control framework over the OTC process that doesn't just check boxes - it builds confidence with auditors, leadership, and future investors.
Define the KPIs that matter (DSO, billing error rates, invoice cycle time, cash application match rates) and build the dashboards and reporting cadence to hold the process accountable.
Be the person external auditors want in the room for OTC walkthroughs and testing - because you built the controls and you know them cold.
Sit at the intersection of Sales Ops, Deal Desk, Billing Ops, Revenue Accounting, Treasury, and BizTech. You'll be the connective tissue that turns six separate teams into one cohesive revenue machine.
Stand up and lead an OTC steering committee - set the priorities, manage the dependencies, and drive real accountability across functions.
Work hand-in-hand with Deal Desk and Revenue Ops to make sure deal structures, quoting workflows, and HERO approval processes translate cleanly into downstream billing and revenue recognition - no surprises at month-end.
Own a structured continuous improvement engine. Build and maintain an issue log, run root-cause analysis, deploy fixes, and track results - think Pareto charts, not finger-pointing.
Get upstream of problems. Proactively identify quote and deal-related issues before they cascade into revenue, ARR, or collections impacts at month-end.
Stay curious about what's next. Evaluate emerging technologies, tools, and best practices to keep Sonar's OTC process at the leading edge of what a high-growth SaaS company should look like.
Build the Blueprint - End-to-End Process Ownership
Modernize the Stack - Automation & Systems
Stay Ahead of the Business - New Products, Sales Channels & Revenue Streams
Raise the Bar - Controls & Public-Company Readiness
Connect the Dots - Cross-Functional Governance
Make It Better Every Day - Operational Excellence
The Experience You Will Need:
10+ years of progressive experience in finance operations, accounting, or business process management - with at least 5 of those years directly owning or leading Order-to-Cash process design, optimization, or transformation.
You've worked in SaaS or subscription software. You understand how subscription billing models, revenue recognition under ASC 606, and recurring revenue metrics (ARR, net retention, churn) actually flow through the OTC cycle - not just conceptually, but operationally.
You've led at least one full-cycle OTC transformation - from current-state assessment and stakeholder alignment through future-state design, systems implementation, and post-go-live stabilization. You can speak to what worked, what didn't, and what you'd do differently.
You've been hands-on in an ERP environment (NetSuite strongly preferred) and have working experience with Salesforce (CPQ preferred), plus at least one revenue automation or billing platform (e.g., Aptitude RevStream, Zuora, Stripe).
You've designed or materially improved internal controls within the OTC cycle in a SOX or SOX-readiness environment. You understand control objectives, not just control descriptions.
You've operated cross-functionally - partnering with Sales, Deal Desk, Legal, and Technology - in a global environment with multiple entities, currencies, and billing models. You know how to influence without direct authority and drive accountability across teams that don't report to you.
You communicate with precision. Whether it's a process narrative for auditors, a steering committee deck for leadership, or a root-cause analysis for the billing team - you tailor the message and land it clearly.
CPA, MBA, or other relevant professional certification.
Experience preparing a company for IPO or operating within a public-company reporting environment.
Lean/Six Sigma or other formal process improvement certification.
Experience with Stripe billing and payment platforms.
Familiarity with marketplace billing dynamics (e.g., AWS, GCP, Azure marketplaces).
Big 4 public accounting or management consulting background - particularly in finance transformation or operational advisory.
This is not a learning opportunity - it's a deployment opportunity. We need someone who has already done the hard work of transforming OTC processes and is ready to bring that playbook to a company where it will matter. If the following describes your career, we want to talk.
Required
Preferred
Why You Will Love It Here:
Our culture and mission set us apart. We have a dynamic work culture that values respect and kindness and embraces the right to fail (and get right back up again!).
Great people make a great company. We value people skills as much as technical skills and strive to keep things friendly while still being passionate leaders in our domains.
We have a flexible work policy that includes 3 days in-office and 2 days work-from-home each week for those located near our office locations; some locations such as Dubai, India, Japan and Australia operate fully remotely.
We have a growth mindset. We love learning and believe continuous education is critical to our success. In an ever-changing industry, new skills are necessary, and we're happy to help our team acquire them.
As the leader in our field, our products and services are as strong as our internal team members.
We embrace transparency with regular meetings, cascading messages and updates on the growth and success of our organization.
Benefits of Working with Sonar:
Flexible comprehensive employee benefit package.
We encourage usage of our robust time-off allocations. You will receive 25 days of PTO per calendar year (on a pro-rated basis depending on your employment start date), with additional time provided for sickness, life events and holidays.
We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.
Fully paid parking in the heart of downtown Austin, Texas.
Global workforce with employees in 20+ countries representing 35+ unique nationalities.
We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.
Monthly catered events, and team events