Director of Deal Desk

Join Sonar, a fast-growing B2B SaaS company, as the Director of Deal Desk. In this role, you will oversee the global quoting-to-cash process, set and enforce commercial policy, and lead a team of Deal Desk managers and analysts. You will work closely with Finance, Revenue, Legal, and the field to ensure alignment and operational readiness for new offers. This is a leadership position that requires strong communication skills, commercial instinct, and experience in deal desk or revenue operations.

• Gérer et superviser l'ensemble du processus de devis à encaissement (QTC) de l'entreprise, en veillant à ce que les politiques commerciales soient respectées et appliquées.
• Collaborer avec les équipes financières, juridiques et commerciales pour traduire les décisions commerciales en règles opérationnelles claires et applicables.
• Diriger et développer une équipe mondiale de gestionnaires et d'analystes du Deal Desk, en établissant des normes et en maintenant la qualité pendant les périodes de forte activité.
• 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 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 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
• 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 experience with multi-year deal analysis, discount governance, and partner/channel deal management
• 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
• 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
• 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
• Familiarity with Salesforce, Salesforce CPQ, and CaptivateIQ
• Exposure to open-source or developer tooling sales models
• Experience working alongside FP&A and Accounting on booking recognition and ARR policy questions
• Prior experience building or formalising an operational readiness process for new offer launches