Principal, Global CPQ & Deal Process Architect

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

📋 Description

• Take ownership of the comprehensive health, performance, and strategy of Delinea’s global Quoting/CPQ process, spanning from quote generation to deal approval and booking.

• Define and prioritize the CPQ/deal approval strategy based on business impact, reduction of friction, and the experience of Account Executives (AEs).

• Manage the roadmap for quoting and deal approval tools, including evaluation of vendors and capabilities within Salesforce ARM.

• Establish and monitor process health metrics, providing performance reports.

• Identify friction points for AEs and end-users through interviews, journey mapping, usage analysis, and data examination.

• Design and deploy AI-enhanced improvements such as agentic automation, intelligent approval routing, and guided selling.

• Lead the go-to-market/Revenue Operations aspects of Delinea’s Salesforce ARM implementation, overseeing design, configuration, rollout, and adoption.

• Collaborate with Salesforce and Business Systems on the implementation scope, architecture, and migration from Steelbrick to ARM.

• Manage the anticipated nine-month coexistence period during which Steelbrick and ARM operate simultaneously.

• Define success criteria, oversee timelines and risks, and promote ARM adoption among Sales, Deal Desk, and Pricing teams.

• Ensure the smooth operation of Steelbrick CPQ to support deal flow until the complete rollout of ARM.

• Own and refine deal approval workflows for discounting, non-standard terms, and approvals from legal and finance.

• Collaborate with Deal Desk and Finance to align approval logic with pricing strategies, deal guardrails, and compliance requirements.

• Convert pricing and packaging modifications into CPQ configurations and rules in partnership with the Pricing Strategy team.

• Streamline exception handling and address non-standard deal structures in conjunction with the Deal Desk.

• Partner with Business Systems/IT on architecture, integrations, and the overall RevOps technical roadmap.

• Gather feedback from the field, drive adoption, and communicate any process changes effectively.

• Operate autonomously as the global subject matter expert and dedicated owner for Quoting/CPQ.

• Introduce external best practices and cutting-edge AI/CPQ innovations to modernize Delinea’s quoting procedures.

⛳️ Requirements

• A minimum of 8 years of experience in Revenue Operations, Sales Operations, or Business Systems, with extensive, hands-on knowledge of CPQ and deal approval processes.

• Strong hands-on experience with Salesforce Agentic Revenue Management (ARM) is highly preferred.

• Familiarity with Salesforce Steelbrick CPQ, including its configuration, pricing rules, and approval workflows, is an added advantage.

• Demonstrated experience as a project lead on a CPQ or major Revenue Operations systems implementation.

• Ideal candidates will have experience with Salesforce ARM or similar AI/agentic capabilities.

• A proven track record in vendor assessment and selection for Revenue Operations tools.

• Ability to translate the pain points of AEs into scalable process and system enhancements.

• Experience collaborating with Pricing, Deal Desk, Business Systems, Legal/Finance, and Sales leadership.

• A highly independent and self-directed operating style, comfortable managing ambiguous, high-visibility projects with minimal oversight.

• A Bachelor’s degree is required; an advanced degree is a plus.

• Successful completion of a comprehensive criminal background check is required upon a conditional offer.

• Verification of educational and employment history will occur upon a conditional offer.

• Publicly available social media accounts may be reviewed during the hiring process.

🏝️ Benefits

• Meaningful work

• Culture of innovation

• Great career progression

• Competitive salaries

• Meaningful bonus program

• Healthcare insurance

• Pension/retirement matching

• Comprehensive life insurance

• Employee assistance program

• Time off plans

• Paid company holidays