CPQ Lead

Vanta

4d•Remote

About The Position

At Vanta, our mission is to help businesses earn and prove trust. We believe that security should be monitored and verified continuously, and we empower companies to practice better security and prove it with ease. Vanta has a kind and talented team, and while some have prior security experience, many have been successful at Vanta without it. As a CPQ Lead at Vanta, you will own the vision, strategy, and execution of our Configure, Price, Quote (CPQ) ecosystem—ensuring our quoting, pricing, and contracting workflows scale with the business while remaining accurate, efficient, and user-friendly. You will play a critical role in shaping how Vanta sells, expands, and renews customer relationships by building a modern, automated CPQ experience tightly integrated with Salesforce and downstream systems. Our team leverages technology to streamline business processes, improve cross-functional collaboration, and provide insights that power smarter operations. We aim to build a robust, scalable, and user-friendly environment that supports Vanta’s continued growth through thoughtful and effective use of Salesforce and connected GTM tools. As the CPQ Lead, you will define and execute the CPQ roadmap, partner closely with Revenue Operations, Sales, Finance, Deal Desk, Product, Engineering and Legal, and serve as the subject-matter expert for Nue CPQ and Salesforce. You will design and build scalable automations and processes that support pricing, packaging, approvals, renewals, and contract generation, while ensuring strong governance and an excellent end-user experience. You will also own the end-to-end deal approval experience, ensuring approval workflows are clear, auditable, and aligned with business policy.

Requirements

6+ years of experience building and supporting CPQ and Salesforce solutions in a high-growth SaaS environment.
Hands-on experience with Salesforce and a CPQ solution (e.g., Nue CPQ, Salesforce CPQ, DealHub), including complex product catalogs, pricing models, and approval workflows. Deep expertise with Nue CPQ is preferred.
Strong understanding of end-to-end GTM processes, including quoting, renewals, amendments, discounting, and contracting.
Proven ability to create and execute a CPQ roadmap aligned with business strategy and operational needs.
Experience building scalable automations using Salesforce Flows and other declarative tools.
Excellent analytical and problem-solving skills, with a strong attention to detail.
Exceptional stakeholder communication skills—able to translate complex technical concepts into clear business outcomes.

Nice To Haves

Experience integrating CPQ with contract lifecycle management tools such as Ironclad.
Experience owning or designing deal approval workflows using tools like Approvals Pro or similar approval automation platforms.
Familiarity with billing, invoicing, and revenue recognition systems and processes.
Salesforce certifications (Administrator, Advanced Administrator, Platform App Builder, or CPQ-related certifications).

Responsibilities

Contribute to the end-to-end CPQ strategy, vision, and multi-quarter roadmap aligned with Vanta’s GTM and product growth goals.
Evaluate and prioritize CPQ enhancements to support new products, pricing models, packaging, and go-to-market motions.
Establish best practices and long-term architecture for CPQ scalability and maintainability.
Serve as the primary owner and expert for Nue CPQ, ensuring accurate configuration of products, pricing, quoting, amendments, renewals, and approval workflows.
Design and build Salesforce solutions (Flows, validations, custom objects, automation) to support CPQ processes.
Ensure tight alignment between CPQ, core Salesforce data models, and downstream systems such as billing and revenue recognition.
Own the vendor relationship with CPQ Vendor, proactively partnering with them on enhancements, roadmap input, issue resolution, and adoption of new capabilities.
Build and optimize automated quoting, approval, and contracting workflows that reduce manual effort, cycle time, and error rates.
Own and maintain deal approval logic, including discounting, non-standard terms, and exception handling, leveraging Salesforce and Approvals Pro.
Define and maintain CPQ and deal analytics, including reporting on quote volume, approval cycle times, discounting, deal exceptions, and funnel conversion metrics to inform decision-making and roadmap prioritization.
Partner with Deal Desk, Finance, and Legal to operationalize pricing rules, discounting guardrails, approval thresholds, and contracting standards.
Continuously improve renewal, upsell, and amendment workflows to support efficient expansion and retention.
Act as a trusted partner to Revenue Operations, Sales, Finance, Legal, and Product by translating business requirements into scalable CPQ solutions.
Lead discovery sessions, ask thoughtful clarifying questions, and communicate technical trade-offs and recommendations clearly.
Support change management, enablement, and documentation to ensure strong adoption across GTM teams.
Establish CPQ governance, testing standards, and release management processes to ensure system reliability and data integrity.
Troubleshoot and resolve complex CPQ and Salesforce issues, minimizing business disruption.
Maintain clear documentation of CPQ architecture, processes, and decision logic.