Principal, Global CPQ & Deal Process Architect

Role Description

The Principal, Global CPQ & Deal Process Architect is the single-threaded owner of Delinea's quoting and deal approval process end-to-end, globally. This role owns the health, roadmap, and continuous evolution of the CPQ process — including AI-driven enhancements that remove friction — while being personally accountable for the AE/end-user experience across the quote-to-approval journey.

• Lead the GTM/RevOps side of the ARM implementation, working alongside Salesforce and Business Systems.
• Ensure the current Steelbrick CPQ environment continues to run smoothly during an expected ~9-month coexistence period.
• Build a world-class SaaS CPQ process in close partnership with Pricing Strategy, Deal Desk, Business Systems, and the Field.
• Operate independently, set the agenda for the Quoting/CPQ process globally, and own ambiguous, high-visibility outcomes with minimal oversight.
• Deep, hands-on expertise with Salesforce Agentic Revenue Management (ARM) is the top priority for this role.

Key Responsibilities & Accountabilities

• Process Ownership & Roadmap:
  • Own the end-to-end health, performance, and roadmap of the Quoting/CPQ process globally.
  • Define and prioritize the CPQ/deal approval roadmap based on business impact, friction reduction, and AE experience.
  • Own the ongoing tooling roadmap for quoting and deal approval.
  • Establish and track process health metrics and report on process performance.
• AE / End-User Experience & Friction Reduction:
  • Serve as the voice of the AE and broader end user, systematically identifying friction points.
  • Conduct ongoing process discovery in partnership with the Field to surface and prioritize pain points.
  • Design and implement AI-enhanced improvements that reduce manual touchpoints and cycle time.
• Agentic Revenue Management (ARM) Implementation Leadership:
  • Act as the GTM/RevOps project lead for Delinea's Salesforce ARM implementation.
  • Partner with Salesforce and internal Business Systems teams to define implementation scope and migration plan.
  • Define success criteria, manage timeline and risk, and drive adoption of ARM capabilities.
  • Ensure the existing Steelbrick CPQ process continues to run smoothly throughout the transition.
• Deal Approval Flow & Governance:
  • Own and continuously evolve deal approval workflows.
  • Partner with Deal Desk and Finance to ensure approval logic reflects current pricing strategy.
  • Ensure approval flows scale gracefully with deal complexity.
• Cross-Functional Partnership:
  • Partner with Pricing Strategy to translate pricing and packaging changes into CPQ configuration.
  • Partner with Deal Desk to streamline exception handling and non-standard deal structures.
  • Partner with Business Systems/IT on system architecture and integrations.
  • Partner with Field leadership to gather feedback and communicate process changes.
• Independent Execution & Thought Leadership:
  • Operate independently as the subject-matter expert for the Quoting/CPQ process.
  • Bring external best practices and emerging AI/CPQ innovations to modernize Delinea's quoting process.

Qualifications

• 8+ years of experience in Revenue Operations, Sales Operations, or Business Systems.
• Deep, hands-on expertise with Salesforce Agentic Revenue Management (ARM) strongly preferred.
• Working knowledge of Salesforce Steelbrick CPQ is a nice-to-have.
• Proven experience serving as project lead on a CPQ or major RevOps systems implementation.
• Strong track record of vendor evaluation and selection for RevOps tooling.
• Demonstrated ability to translate end-user (AE) pain points into scalable improvements.
• Experience partnering cross-functionally with Pricing, Deal Desk, Business Systems, Legal/Finance, and Sales leadership.
• Highly independent, self-directed operator, comfortable owning ambiguous mandates.
• Bachelor's degree required; advanced degree a plus.

Benefits

• Competitive salaries.
• Meaningful bonus program.
• Excellent benefits, including healthcare insurance.
• Pension/retirement matching.
• Comprehensive life insurance.
• Employee assistance program.
• Time off plans and paid company holidays.