Director, Deal Desk

About the role

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.

What they're looking for

• 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
• 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

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