Principal, Global CPQ & Deal Process Architect

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI.

About the role

The Principal, Global CPQ & Deal Process Architect is the single-threaded owner of Delinea's quoting and deal approval process end-to-end, globally. 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. 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

• Process Ownership & Roadmap
  • Own the end-to-end health, performance, and roadmap of the Quoting/CPQ process globally, from quote creation through deal approval and booking.
  • 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, including future vendor/capability evaluation within the Salesforce Agentic Revenue Management (ARM) ecosystem.
  • Establish and track process health metrics (quote turnaround time, deal approval cycle time, error/rework rates, AE satisfaction) 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, pain points, and time sinks across the quoting and deal approval journey.
  • Conduct ongoing process discovery — interviews, journey mapping, and usage/data analysis — in partnership with the Field to surface and prioritize pain points.
  • Design and implement AI-enhanced improvements (agentic automation, intelligent approval routing, guided selling) that reduce manual touchpoints and cycle time.
• Agentic Revenue Management (ARM) Implementation Leadership
  • Act as the GTM/RevOps project lead for Delinea's Salesforce Agentic Revenue Management (ARM) implementation — the company's selected future CPQ platform — from design and configuration through rollout and adoption.
  • Partner with Salesforce and internal Business Systems teams to define implementation scope, architecture, and the migration plan from Steelbrick CPQ to ARM, including managing an expected ~9-month coexistence period in which both systems must run reliably in parallel.
  • Define success criteria, manage timeline and risk, and drive adoption of ARM capabilities across Sales, Deal Desk, and Pricing.
  • Ensure the existing Steelbrick CPQ process continues to run smoothly and support deal flow throughout the transition, until ARM is fully rolled out and Steelbrick is retired.
• Deal Approval Flow & Governance
  • Own and continuously evolve deal approval workflows — discounting, non-standard terms, legal/finance approvals — balancing speed with appropriate control.
  • Partner with Deal Desk and Finance to ensure approval logic reflects current pricing strategy, deal guardrails, and compliance requirements.
  • Ensure approval flows scale gracefully with deal complexity without introducing unnecessary friction for the Field.
• Cross-Functional Partnership
  • Partner with Pricing Strategy to translate pricing and packaging changes into CPQ configuration and rules.
  • Partner with Deal Desk to streamline exception handling and non-standard deal structures.
  • Partner with Business Systems/IT on system architecture, integrations, and the broader RevOps technical roadmap.
  • Partner with Field leadership to gather feedback, drive adoption, and communicate process changes.
• Independent Execution & Thought Leadership
  • Operate independently as the subject-matter expert and single-threaded owner for the Quoting/CPQ process, requiring minimal oversight to drive outcomes.
  • Bring external best practices and emerging AI/CPQ innovations to continuously modernize Delinea's quoting process.

Qualifications

• 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 — this is the most critical technical qualification for the role given Delinea's selection of ARM as its future CPQ platform.
• Working knowledge of Salesforce Steelbrick CPQ (configuration, pricing rules, approval flows) is a nice-to-have, given the need to support Steelbrick alongside ARM for roughly nine months during the transition.
• 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; advanced degree a plus.

Benefits

• Competitive salaries and a meaningful bonus program.
• Excellent healthcare insurance, pension/retirement matching, and comprehensive life insurance.
• Employee assistance program and time off plans.
• Paid company holidays.

Delinea’s core values are STRONG and guide behaviors and success: Spirited, Trust, Respect, Ownership, Nimble, Global.