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As a Senior Deal Strategist, you will architect complex deals, manage commercial governance, optimize quote-to-cash processes, and empower sales teams by providing mentorship and training.
Who is Sonar?
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.
What You Will Do Daily:
- 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.
The Experience You Will Need:
- 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.
- CPQ & Salesforce Mastery: 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.
- Advanced Financial Literacy: A deep understanding of SaaS metrics (ARR, ACV, Churn) and a working knowledge of revenue recognition principles (ASC 606).
- Strategic Negotiation Skills: The ability to influence senior stakeholders and find creative "win-win" solutions that protect the business without stalling deal momentum.
- Analytical Precision: A forensic eye for detail to ensure data integrity across the Opportunity and Asset levels, particularly regarding complex multi-year ramps.
- Communication Excellence: The ability to translate complex legal and financial concepts into clear, actionable advice for Sales teams.
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.
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.
All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.
We do not currently support visa candidates in the US.
Applications that are submitted through agencies or third party recruiters will not be considered.
Top Skills
Asc 606
Cpq
SaaS
Salesforce
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