Principal, Global CPQ & Deal Process Architect

Delinea has selected Salesforce Agentic Revenue Management (ARM) as its future CPQ platform, and 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. The Principal will lead the GTM/RevOps side of the ARM implementation, working alongside Salesforce and Business Systems, while also ensuring the current Steelbrick CPQ environment continues to run smoothly during an expected ~9-month coexistence period as the business transitions to ARM. This role builds a world-class SaaS CPQ process in close partnership with Pricing Strategy, Deal Desk, Business Systems, and the Field. This is a Principal-level, individually-driven mandate: the ideal candidate operates independently, sets the agenda for the Quoting/CPQ process globally, and is comfortable owning ambiguous, high-visibility outcomes with minimal oversight.

Responsibilities

Own end-to-end health, performance, and roadmap of Quoting/CPQ process globally; Define and prioritize CPQ/deal approval roadmap based on business impact, friction reduction, and AE experience; Own ongoing tooling roadmap for quoting and deal approval; Establish and track process health metrics; Serve as voice of AE and end user, identifying friction points; Conduct ongoing process discovery with Field; Design and implement AI-enhanced improvements that reduce manual touchpoints and cycle time; Act as GTM/RevOps project lead for Salesforce Agentic Revenue Management (ARM) implementation; Partner with Salesforce and Business Systems to define scope, architecture, and migration plan from Steelbrick CPQ to ARM; Ensure existing Steelbrick CPQ process runs smoothly during transition; Own and evolve deal approval workflows; Partner with Pricing Strategy, Deal Desk, Business Systems, and Field leadership; Operate independently as subject-matter expert and single-threaded owner

Requirements

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) strongly preferred; Proven experience serving as project lead on a CPQ or major RevOps systems implementation, ideally with Salesforce Agentic Revenue Management (ARM) or comparable AI/agentic capabilities; Strong track record of vendor evaluation and selection for RevOps tooling; Demonstrated ability to translate end-user (AE) 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, self-directed operator, comfortable owning ambiguous, high-visibility mandates with minimal oversight; Bachelor's degree required

Nice to have

Working knowledge of Salesforce Steelbrick CPQ (configuration, pricing rules, approval flows); Advanced degree; Experience with comparable AI/agentic capabilities

Benefits

Competitive salaries; Meaningful bonus program; Healthcare insurance; Pension/retirement matching; Comprehensive life insurance; Employee assistance program; Time off plans; Paid company holidays; Meaningful work; Culture of innovation; Career progression