Lead Global CPQ & Deal Process Owner

Delinea•Redwood City, CA

2d•$144,000 - $181,000

About The Position

The Principal, Global CPQ & Deal Process Owner is Delinea’s global owner of the quoting and deal approval process, from quote creation through approval and booking. This Principal-level, individually driven role sets the roadmap and is accountable for process health, continuous improvement, and the AE and end-user experience. It combines strategic process ownership with hands-on technical work in CPQ configuration, deal approval logic, and agentic revenue management. Delinea has selected Salesforce Agentic Revenue Management (ARM) as its future CPQ platform. The role leads the GTM/RevOps side of the ARM implementation in partnership with Salesforce and internal Business Systems, defining scope, architecture, migration, success criteria, timelines, and adoption. It also ensures the existing Steelbrick CPQ environment supports deal flow during an expected approximately nine-month period when both platforms operate in parallel. The role works closely with Pricing Strategy, Deal Desk, Business Systems, Finance, Legal, and Field leadership to translate business needs and user feedback into scalable process and system improvements. It owns approval workflows and process metrics, identifies friction across the quote-to-approval journey, and evaluates AI-enabled improvements such as automation, intelligent approval routing, and guided selling. The successful candidate operates independently, brings external best practices to the process, and drives outcomes with minimal oversight.

Requirements

At least 8 years of experience in Revenue Operations, Sales Operations, or Business Systems, with deep hands-on expertise in CPQ and deal approval processes.
Deep, hands-on expertise with Salesforce Agentic Revenue Management (ARM) is strongly preferred and is identified as the most critical technical qualification.
Proven experience serving as project lead on a CPQ or major RevOps systems implementation; experience with Salesforce ARM or comparable AI/agentic capabilities is ideal.
Strong track record of evaluating and selecting RevOps tools.
Demonstrated ability to turn AE and other end-user pain points into scalable, high-leverage process and system improvements.
Experience partnering cross-functionally with Pricing, Deal Desk, Business Systems, Legal/Finance, and Sales leadership.
Highly independent and self-directed, with the ability to own ambiguous, high-visibility mandates with minimal oversight.
Bachelor’s degree required.

Nice To Haves

Working knowledge of Salesforce Steelbrick CPQ, including configuration, pricing rules, and approval flows.
Experience with Salesforce Agentic Revenue Management (ARM) or comparable AI/agentic capabilities in a CPQ implementation.
Advanced degree.

Responsibilities

Own the global health, performance, and roadmap of the quoting and CPQ process from quote creation through deal approval and booking.
Define and prioritize CPQ and deal approval improvements according to business impact, friction reduction, and AE experience.
Own the tooling roadmap for quoting and deal approval, including evaluation of future capabilities in the Salesforce ARM ecosystem.
Establish and track process health metrics, including quote turnaround time, deal approval cycle time, error and rework rates, and AE satisfaction; report on performance.
Represent AEs and other end users by identifying friction points and time sinks across quoting and deal approval.
Conduct process discovery through interviews, journey mapping, and usage and data analysis in partnership with the Field.
Design and implement AI-enhanced improvements, such as agentic automation, intelligent approval routing, and guided selling, to reduce manual work and cycle time.
Lead the GTM/RevOps work for the Salesforce ARM implementation from design and configuration through rollout and adoption.
Partner with Salesforce and internal Business Systems teams to define implementation scope, architecture, and migration from Steelbrick CPQ to ARM.
Manage the expected approximately nine-month coexistence period and keep both systems running reliably in parallel.
Define implementation success criteria, manage timelines and risks, and drive ARM adoption across Sales, Deal Desk, and Pricing.
Maintain the existing Steelbrick CPQ process and support deal flow until ARM is fully rolled out and Steelbrick is retired.
Own and continuously improve deal approval workflows for discounting, non-standard terms, and Legal and Finance approvals.
Partner with Deal Desk and Finance to align approval logic with pricing strategy, deal guardrails, and compliance requirements.
Ensure approval flows accommodate deal complexity without creating unnecessary friction for the Field.
Translate pricing and packaging changes into CPQ configuration and rules in partnership with Pricing Strategy.
Work with Deal Desk to streamline exception handling and non-standard deal structures.
Partner with Business Systems and IT on system architecture, integrations, and the broader RevOps technical roadmap.
Work with Field leadership to gather feedback, encourage adoption, and communicate process changes.
Operate as the independent subject-matter expert and single-threaded owner of the global Quoting/CPQ process.
Apply external best practices and emerging AI/CPQ innovations to modernize Delinea’s quoting process.