Principal, Global CPQ & Deal Process Architect

Delinea
Redwood City
Workplace: RemoteFull timeUSD 144,000 - 181,000 annuallyFunction: Revenue Operations (RevOps)Experience: 8+ yearsEducation: bachelorsSkills: ["Independent execution","Ownership","Self-directed","Process discovery","Cross-functional collaboration"]

Own Delinea’s global quoting and deal-approval process end to end, setting the roadmap, health metrics, and tooling evolution. Lead the GTM/RevOps implementation of Salesforce Agentic Revenue Management (ARM), driving adoption across Sales, Deal Desk, and Pricing while ensuring parallel coexistence with Steelbrick CPQ for ~9 months. Translate AE pain points into scalable CPQ configuration, AI-enhanced approval logic, and governance that reduces friction without sacrificing control.

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Delinea
Delinea
3 days ago

Principal, Global CPQ & Deal Process Architect

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Last checked: 5 hours agoStatus: Live

Job Summary

Own Delinea’s global quoting and deal-approval process end to end, setting the roadmap, health metrics, and tooling evolution. Lead the GTM/RevOps implementation of Salesforce Agentic Revenue Management (ARM), driving adoption across Sales, Deal Desk, and Pricing while ensuring parallel coexistence with Steelbrick CPQ for ~9 months. Translate AE pain points into scalable CPQ configuration, AI-enhanced approval logic, and governance that reduces friction without sacrificing control.
Location: Redwood City
Workplace: Remote
Employment Type: Full time
Job Function: Revenue Operations (RevOps)
Seniority: Mid level

Key Responsibilities

  • •Own the end-to-end health, performance, and global roadmap of the quoting/CPQ process from quote creation through deal approval and booking.
  • •Serve as voice of the AE/end user by identifying friction points, running process discovery, and implementing AI-enhanced improvements that reduce manual touchpoints and cycle time.
  • •Lead the GTM/RevOps project work for ARM from design and configuration through rollout and adoption, including the ~9-month coexistence with Steelbrick CPQ.
  • •Continuously evolve deal approval workflows (discounting, non-standard terms, legal/finance approvals) and align approval logic with pricing strategy, guardrails, and compliance.
  • •Partner cross-functionally with Pricing Strategy, Deal Desk, Business Systems/IT, and Field leadership to translate pricing and packaging changes into CPQ rules and drive adoption.

Pay and Benefits

Salary: USD 144,000 - 181,000 annually
Perks:Health InsurancePensionLife InsuranceEmployee AssistancePaid Leave

Key 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.
  • •Working knowledge of Salesforce Steelbrick CPQ (configuration, pricing rules, approval flows) as a nice-to-have.
  • •Proven experience leading a CPQ or major RevOps systems implementation, ideally with Salesforce ARM or comparable AI/agentic capabilities.
  • •Bachelor’s degree required; advanced degree a plus.
Experience:8+ yearsSaaSCPQRevOpsSales OperationsRevenue Operations
Education:Bachelor's
Skills:Independent executionOwnershipSelf-directedProcess discoveryCross-functional collaboration
Tech Stack:SalesforceSalesforce Agentic Revenue Management (ARM)Steelbrick CPQCPQAIAgentic automation

Company Brief

Delinea
Provides privileged access management and identity security solutions that centralize authorization for human and machine identities, securing hybrid-cloud infrastructure, applications, and data for enterprises worldwide.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Private Equity Backed
Headquarters: San Francisco, United States
Founded: 2004
Glassdoor
Glassdoor: 3.6
WebsiteLinkedInGlassdoor