Lead Global CPQ & Deal Process Owner

About Delinea:
Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure.

Position Summary

The Principal, Global CPQ & Deal Process Owner 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/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.

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: