Principal, Global CPQ & Deal Process Architect

Delinea; Northern (KY); On-site; USD 150,000 - 210,000; Full time

Job summary

Delinea is seeking a Principal, Global CPQ & Deal Process Architect to own the quote-to-cash lifecycle globally. You will steer the ARM implementation, manage migration from Steelbrick, and ensure a seamless AE experience across the quote-to-approval journey.

You will partner with Salesforce and Business Systems to drive adoption and enhance AI-driven automation. You will operate independently, set global agendas for Quoting/CPQ, and translate AE pain points into actionable system and process

Qualifications

• Expert in Salesforce ARM and CPQ with hands-on implementation experience.
• Proven ability to own global CPQ processes end-to-end.
• Strong collaboration with GTM, RevOps, and Field teams.

Responsibilities

• Own end-to-end health, performance, and roadmap of Quoting/CPQ globally.
• Lead ARM implementation, design scope, and migration from Steelbrick.
• Drive AE experience improvements with AI-driven enhancements.
• Govern deal approval flows and discounting across regions.
• Coordinate with Sales, Deal Desk, and Pricing for adoption.

Skills

Salesforce ARM

CPQ

Deal Desk

Pricing Strategy

AI-enabled automation

Project Leadership

Tools

Salesforce

Steelbrick CPQ

Job description

About Delinea:
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. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Position Summary

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. 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. Deep, hands-on expertise with Salesforce Agentic Revenue Management (ARM) is the top priority for this role, given Delinea's selection of ARM as its future CPQ platform; working knowledge of Steelbrick CPQ is a strong nice-to-have, since the team will need to operate and support Steelbrick alongside ARM for approximately nine months during the transition. The Principal is both the process's strategic owner and its most technical practitioner — equally fluent in deal approval logic, CPQ configuration, and the emerging landscape of agentic revenue management, and able to translate AE pain points directly into system and process change.

Key Responsibilities & Accountabilities

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 now that ARM has been selected as Delinea's future CPQ platform.
• 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