Senior Deal Strategist

Sonar • Austin, TX

7d • Hybrid

About The Position

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.

We believe in developing great products that are supported by great internal teams and a strong culture. We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily.

We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly.

And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations.

Why You Should Apply:

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

The Impact You Will Have:
As a Senior Deal Strategist, you will serve as the primary commercial architect for our most significant and complex transactions. You won't just be managing a queue; you will be a strategic partner to the Sales leadership team, bridging the gap between aggressive growth targets and sound commercial governance. By resolving friction in the Quote-to-Cash ecosystem and aligning cross-functional stakeholders—including Legal, Finance, and Product—you will directly accelerate sales velocity while ensuring our revenue streams are high-quality, compliant, and scalable. Your work will "remove the sand from the gears" of our operational processes, turning the Deal Desk into a center of excellence that builds trust with sellers and protects the long-term financial health of the organization.

Requirements

• Bachelor’s degree in Business, Finance, Economics, or a related field (MBA is a plus).
• At least 5+ years of experience in a Deal Desk, Sales Operations, or Commercial Finance role within a high-growth Enterprise Software environment.
• Advanced, hands-on proficiency with SFDC and Salesforce CPQ is mandatory; you should understand the "under the hood" logic of pricing engines and asset creation.
• A deep understanding of SaaS metrics (ARR, ACV, Churn) and a working knowledge of revenue recognition principles (ASC 606).
• The ability to influence senior stakeholders and find creative "win-win" solutions that protect the business without stalling deal momentum.
• A forensic eye for detail to ensure data integrity across the Opportunity and Asset levels, particularly regarding complex multi-year ramps.
• The ability to translate complex legal and financial concepts into clear, actionable advice for Sales teams.

Responsibilities

• Architect Complex Deals: Partner directly with Account Executives to structure multi-year, multi-product agreements involving non-standard terms such as price ramps, flexible payment schedules, and custom service bundles.
• Manage Commercial Governance: Lead the end-to-end approval workflow for non-standard transactions, ensuring every deal complies with global commercial policies and ASC 606 revenue recognition standards.
• Orchestrate Cross-Functional Approvals: Act as the central point of contact between Sales, Legal, and Finance to resolve bottlenecks, clarify contract language, and secure executive sign-off for "mega-deals."
• Consult on Pricing Strategy: Advise sales teams on discounting boundaries, margin protection, and competitive pricing models to maximize the Total Contract Value (TCV).
• Optimize QTC Processes: Identify and fix inefficiencies in the CPQ workflow, helping to unwind technical debt and streamline how we consume and report on deal data.
• Empower the Sales Team: Provide ongoing mentorship and training to sellers on deal configuration best practices, ensuring high-quality submissions and reducing the need for iterative corrections.
• Prepare Executive Briefings: Develop clear business cases and risk assessments for the CFO and CRO to facilitate rapid decision-making on strategic accounts.

Benefits

• Flexible comprehensive employee benefit package.
• We encourage usage of our robust time-off allocations. You will receive 23 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

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees