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Delinea is seeking a Principal, Global CPQ & Deal Process Architect to own the end-to-end quoting and deal approval process globally. This is a strategic, individually-driven mandate where the successful candidate will be the single-threaded owner of Delinea's CPQ roadmap and execution.
The role centers on leading the implementation and optimization of Salesforce Agentic Revenue Management (ARM), which Delinea has selected as its future CPQ platform. The Principal will serve as the GTM/RevOps project lead for the ARM implementation while ensuring the current Steelbrick CPQ environment runs smoothly during an expected 9-month coexistence period. This requires deep, hands-on expertise with Salesforce ARM and working knowledge of Steelbrick CPQ.
Key responsibilities include:
- Owning the health, performance, and roadmap of the quoting/CPQ process from quote creation through deal approval and booking
- Defining and prioritizing the CPQ roadmap based on business impact, friction reduction, and AE experience
- Establishing and tracking process health metrics (quote turnaround time, deal approval cycle time, error rates, AE satisfaction)
- Serving as the voice of the AE and end user, systematically identifying and addressing friction points across the quoting and deal approval journey
- Conducting process discovery through interviews, journey mapping, and data analysis in partnership with the Field
- Designing and implementing AI-enhanced improvements including agentic automation, intelligent approval routing, and guided selling
- Leading the GTM/RevOps side of the ARM implementation alongside Salesforce and Business Systems teams
- Building a world-class SaaS CPQ process in close partnership with Pricing Strategy, Deal Desk, Business Systems, and the Field
The ideal candidate operates independently, sets the agenda for the global quoting/CPQ process, and is comfortable owning ambiguous, high-visibility outcomes with minimal oversight. This is both a strategic and highly technical role—the Principal must be equally fluent in deal approval logic, CPQ configuration, and emerging agentic revenue management capabilities, while translating AE pain points directly into system and process improvements.
