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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.
Integrating seamlessly with Claude Code Codex Cursor GitHub Copilot Gemini and Devin we help over 75% of the Fortune 100 build trusted reliable compliant software. Customers who use 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 to provide independent explainable consistent review and governance of their AI-generated code via products like:
- SonarQube: The world’s leading AI code review and verification platform.
- SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair.
- SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective.
Our team operates across global hubs in Austin Bochum Dubai Geneva London Singapore Tokyo and Washington D.C. We move with a mindset we call 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. If you’re hungry to have an impact want to build at a fast pace and ready to work at the forefront of AI we want to hear from you.
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
In-office culture
We are intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays Tuesdays and Thursdays — create the collaboration rhythm that makes a hub office worth having. Candidates must be genuinely based in Austin. We are happy to support relocation for the right person.
We're intentional about this. We believe the best teams are built in the room together. Three anchor days — Mondays Tuesdays and Thursdays — create the collaboration rhythm that makes a hub office worth having.
Candidates need to be genuinely based in the location the role is posted — if that's not where you are today we're happy to support relocation for the right person.
We value diversity equity and inclusion
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 [email protected].
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
Applications that are submitted through agencies or third party recruiters will not be considered.
Skills Required
- 7+ years Deal Desk Revenue Operations or Sales Operations experience in high-growth B2B SaaS with at least 3 years in a leadership role
- Experience operating a Deal Desk in a multi-product multi-region business with channel/partner discount complexity
- Mastery of quoting-to-cash (QTC) processes and CPQ tooling (Salesforce CPQ or equivalent)
- Strong commercial understanding of ARR bookings GRR and financial reporting impacts
- Ability to manage both high-volume transactional and complex enterprise deal motions
- Proven cross-functional partnership with Finance Legal RevOps and Field leadership
- Excellent written and verbal communication for audiences from analysts to ELT
- Experience with multi-year deal analysis discount governance and partner/channel deal management
- Demonstrated ability to operationalize novel deal structures and launch offers under time pressure
- Genuinely based in Austin Texas (in-office anchor days Mon Tue Thu); relocation support available
- Familiarity with Salesforce Salesforce CPQ and CaptivateIQ
- Experience working with FP&A and Accounting on booking recognition and ARR policy
- Exposure to open-source or developer tooling sales models
- Experience building or formalizing operational readiness for new offer launches
What the Team is Saying
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Sonar Compensation & Benefits Highlights
- Healthcare Strength—Health coverage is broad and company‑subsidized for employees with life and disability fully covered and telemedicine included. Additional options like an EAP and HSA/FSA expand the package.
- Leave & Time Off Breadth—PTO is generous with a substantial baseline and additional days based on seniority alongside sick leave and holidays where outlined. Company‑wide time off is also included.
- Parental & Family Support—Paid parental leave covers primary and secondary caregivers with a return‑to‑work program and onsite mother’s room. Company‑sponsored family events add further support for families.
Sonar Insights
What We Do
Sonar provides the essential verification layer for the AI-driven development era ensuring all code—whether human-written or AI-generated—is code you can trust.Today AI coding tools are generating explosive volumes of code. This has created an "engineering productivity paradox" : faster code writing doesn't automatically lead to faster safer software delivery. The new bottleneck is verification.Sonar solves this. Integrating code quality and code security into a single platform (SonarQube) Sonar is the foundation for high performance software engineering analyzing over 750 billion lines of code daily to ensure applications are secure reliable and maintainable. As an independent verification platform Sonar enables organizations to securely develop at the speed of AI. We are driven by a deep belief in our people a commitment to excellence and an unwavering dedication to delivery. We operate as a united group where our collective success is the sum of each individual's contributions. Our company culture is driven by the values of CODE: Committed Obsessed Deliberate & Effective. This mindset reflects our culture of creativity collaboration and pride in the work we do. Rooted in the open source community Sonar’s solutions support over 35 programming languages frameworks and infrastructure technologies. Today Sonar is used by 7M+ developers worldwide including ServiceNow Booking.com Deutsche Bank AstraZeneca and Ford Motor Company.Sonar is headquartered in Geneva Switzerland with additional offices in Austin Texas; Bochum Germany; London Singapore and Tokyo. The company is rapidly growing with over 800 employees!Join us in our mission to solve the trillion-dollar challenge of bad code!
Why Work With Us
We are a product-first company with a people-first culture. Every employee has the opportunity to grow and learn. We promote from within provide regular feedback and professional development opportunities value the right to fail along with respect and kindness and work with team members to achieve their full potential.
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Sonar Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
At Sonar we require employees to come into the office 3 days/week.
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