Salesforce Business Systems Analyst- CPQ

Arkhya Tech Inc.; United States; On-site; USD 90,000 - 130,000; Full time

Job summary

Arkhya Tech Inc. is seeking a Salesforce CPQ Business Analyst to bridge sales operations strategy with technical execution. You will lead requirements gathering, process mapping, and functional design for a Salesforce Q2C ecosystem.

You will collaborate with Sales, Finance, Legal and Dev teams to optimize catalogs, pricing models, and quoting workflows, ensuring scalable platform growth and a seamless sales experience.

Qualifications

• 4+ years of Business Analyst experience with 2+ years in Salesforce CPQ implementations.
• Experience translating pricing policies into CPQ configurations and workflows.
• Proven ability to document requirements, create user stories, and define acceptance criteria.

Responsibilities

• Lead requirements gathering with Sales, Finance, Legal and Dev teams.
• Map current and target Quote-to-Cash processes and streamline pricing and approvals.
• Design functional CPQ specifications including Product Features, Price Books and Advanced Approvals.
• Configure pricing rules, tiered discounts and multi-currency setups in Salesforce CPQ.
• Support data migration and UAT, and enablement activities for CPQ rollouts.

Skills

Salesforce CPQ

Q2C concepts

Pricing & quotes

Stakeholder management

Education

BA/BS in related field

Salesforce CPQ Specialist (Cert)

Tools

Excel

Google Sheets

Data Loader

Job description

We are seeking a structured and analytical Salesforce CPQ Business Analyst to bridge the gap between our sales operations strategy and technical execution. In this role, you will lead the requirements gathering, business process mapping, and functional design for our Salesforce Quote-to-Cash (Q2C) ecosystem. You will collaborate closely with stakeholders across Sales, Finance, Legal, and Dev teams to optimise product catalogs, pricing models, and quoting workflows, ensuring a seamless sales experience and scalable platform growth.

Key Responsibilities

Requirements Gathering & Process Optimization

• Functional Discovery: Lead workshops with sales operations, pricing committees, and finance teams to capture complex commercial pricing policies, discounting rules, and bundling requirements.
• Process Mapping: Document "as-is" and "to-be" Quote-to-Cash process flows, identifying bottlenecks and areas to streamline quote generation and approval cycles.
• Agile Documentation: Translate business requirements into high-quality user stories, functional specification documents (FSDs), process maps, and acceptance criteria.
• Functional Design: Translate commercial strategies into Salesforce CPQ blueprints, configuring Product Features, Option Constraints, Summary Variables, and Advanced Approvals.
• Pricing & Logic Setup: Architect and maintain complex Price Rules, Product Rules, Block Pricing, Tiered Discounting structures, and multi-currency configurations.
• Lifecycle Management: Support amendments, renewals, and co-termination logic configurations for subscription-based businesses.

Testing, Enablement & Change Management

• UAT Ownership: Define test strategies, author User Acceptance Testing (UAT) scripts, coordinate execution with business testers, and triage functional defects.
• Sales Enablement: Create training documentation, release notes, and conduct enablement sessions to ensure smooth user adoption of new CPQ features.
• Data Migration Support: Assist in data mapping and validation activities for legacy product catalogs and pricing books migrating into Salesforce.

Required Skills & Experience

Technical & Domain Expertise

• Salesforce CPQ Depth: Hands-on experience configuring Salesforce CPQ (formerly SteelBrick) modules, including Product Catalog structures, Price Books, Guided Selling, and Advanced Approvals.
• Quote-to-Cash Mastery: Deep domain knowledge of core Q2C concepts, such as ARR/MRR calculations, proration, coterminous structures, billing schedules, and revenue recognition basics.
• Core CRM Platform: Strong understanding of standard Salesforce objects (Accounts, Opportunities, Quotes, Contracts, Orders) and out-of-the-box system constraints.

Soft Skills & Methodologies

• Stakeholder Management: Exceptional communication skills with the ability to negotiate contrasting priorities between aggressive sales goals and strict finance/compliance guardrails.
• Analytical Problem Solving: Mastery of data analysis tools (e.g., Excel/Google Sheets macros, VLOOKUPs, data loaders) to manipulate complex pricing matrix data.

Education & Certifications

• Experience: 4+ years of Business Analyst experience, with at least 2+ years dedicated exclusively to Salesforce CPQ implementations.
• Preferred Certifications:
• Salesforce Certified CPQ Specialist (Highly Preferred)