Director, Business Applications – Salesforce Sales Cloud, CPQ

This is a fully remote position, open to applicants in California.

📋 Description

• Take ownership of the Salesforce Sales Cloud and CPQ platform from start to finish, encompassing architectural guidance, functional design, strategic roadmap, enhancements, and ongoing improvements.

• Act as the executive-level subject matter expert for Sales Cloud and CPQ.

• Set platform standards for data models, automation, security, and the reduction of technical debt.

• Enhance quoting accuracy and cycle time in collaboration with Sales Operations, Deal Desk, and Finance.

• Oversee platform capacity, licensing, and vendor partnerships.

• Manage lead capture, enrichment, scoring, routing, qualification, conversion, and account/contact hygiene.

• Take ownership of the PRM platform and partner-focused experience, including onboarding, tiering, deal registration, co-selling, and co-marketing workflows.

• Spearhead Quote-to-Cash transformation and the implementation of a modern revenue platform like Salesforce Revenue Cloud.

• Define target-state architecture and the migration pathway from existing CPQ platforms.

• Own and execute a rolling CRM capability roadmap spanning at least four quarters.

• Develop and manage CRM demand intake, prioritization, and governance.

• Define and report on platform KPIs.

• Establish practices for release management, environment control, and change management.

• Lead, coach, recruit, and cultivate product managers, product owners, and Salesforce developers.

• Direct offshore Salesforce development teams through sprint delivery cycles.

• Review designs and personally oversee complex or high-risk initiatives.

• Manage multiple concurrent programs and enhancement streams.

• Collaborate with cross-functional IT and enterprise architecture teams.

• Provide advisory support to Sales, Channel, Sales Operations, Marketing, and Finance leadership.

• Facilitate discovery and design sessions while capturing requirements.

• Drive User Acceptance Testing to ensure low-defect delivery.

• Manage adoption documentation, process flows, training, and change management.

⛳️ Requirements

• Over 12 years of experience in IT or business systems across the entire software development lifecycle: analysis, design, development, testing, implementation, and documentation.

• More than 8 years of hands-on experience with Salesforce Sales Cloud, including configuration, administration, data modeling, and process design in a complex enterprise organization.

• At least 5 years of hands-on experience with CPQ platforms, particularly Salesforce CPQ (Steelbrick), Salesforce Revenue Cloud (RCA), and/or Apttus/Conga CPQ.

• A minimum of 4 years of leadership experience, including managing product managers, analysts, or administrators, and directing offshore delivery teams.

• Proven track record in delivering Quote-to-Cash solutions within complex, multi-product, subscription, or channel-intensive environments.

• Demonstrated experience leading at least one comprehensive CRM or CPQ transformation or platform migration from start to finish.

• Strong knowledge of Lead-to-Opportunity and Partner Relationship Management processes, including lead management, account management, and partner/channel operations.

• In-depth understanding of CPQ concepts, product and configuration rules, pricing models, approval workflows, quote templates, contracting, amendments, renewals, and order generation.

• Capability to define platform strategy and architecture direction while remaining actively involved in solution design and escalations.

• Executive presence with exceptional communication skills, capable of influencing C-level stakeholders and engaging technical teams.

• Strong program and portfolio delivery capabilities in agile environments.

• Financial and commercial acumen, including experience with business cases, budgets, and revenue outcomes.

• A Bachelor's degree (4-year) in a technical or business discipline is required.

• Salesforce certifications are highly preferred: Sales Cloud Consultant, CPQ Specialist, Revenue Cloud, Platform App Builder, and/or Administrator.

🏝️ Benefits

• Comprehensive health and wellness programs.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to promote work-life balance.

• Competitive salary and performance-based incentives.

• Engaging and inclusive company culture.