Sonar · 5 hours ago
Senior Deal Strategist
Austin, CO
Full-time
Hybrid
Senior Level
5+ years expSonar is a company that helps prevent code quality and security issues while improving developer productivity. As a Senior Deal Strategist, you will be the primary architect for complex transactions, ensuring compliance and accelerating sales velocity by collaborating with cross-functional teams.
Cyber SecurityDeveloper ToolsOpen SourceSoftware
No H1B
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
Qualification
Required
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
Benefits
Flexible comprehensive employee benefit package.
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.
Monthly catered events, and team events
Company
Sonar
Sonar provides open-source and commercial code analyzers to help developers manage code quality.
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$457MKey Investors
Insight Partners
2022-04-26Series B· $412M
2016-11-29Series Unknown· $45M
Leadership Team
Nathan Jones
VP, Public Sector
Lynne Doherty
President Field Operations
Recent News
DevOps.com
2026-01-16
2026-01-14
2026-01-07
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