Salesforce CPQ / Revenue Cloud- Tech Lead

Salesforce CPQ / Revenue Cloud- Tech Lead1

ROLE OVERVIEW

We are seeking a Salesforce CPQ / Revenue Cloud Developer (8-12 years of exp) with expertise across Salesforce CPQ, Billing, and Advanced Revenue Management (ARM) — combined with modern AI-augmented development practices. You will design and build intelligent quoting engines, AI-assisted pricing rules, automated renewal and amendment flows, and ASC 606-compliant revenue recognition systems. Your functional understanding of pricing models, deal desk governance, and revenue recognition principles — encoded intelligently using Agentforce, Einstein AI, Claude, and Cursor — is what transforms a CPQ implementation from a configuration exercise into a true revenue intelligence platform.

AI & MODERN TOOLING EXPERTISE

Candidates must demonstrate hands-on proficiency with next-generation AI tools, LLM platforms, and Salesforce AI capabilities:

SALESFORCE CLOUD EXPERTISE (ARM mandatory and ANY OF 2 CLOUDS AS MENTIONED BELOW)

Revenue Cloud (CPQ & Billing)

Expert-level configuration and development across the full CPQ stack: product catalogue, bundles, pricing strategies (list, block, cost-plus, percentage of total), discount schedules, product rules, price rules, constraint rules, quote templates, multi-tier approval chains, and order management. Deep Salesforce Billing knowledge: invoice generation, payment processing, usage summaries, credit memos, and revenue schedule management.

Advanced Revenue Management (ARM)

Hands-on experience with Salesforce ARM for ASC 606 / IFRS 15 revenue recognition: performance obligation definition, standalone selling price (SSP) configuration, transaction price allocation, and automated revenue schedule generation. Ensure ARM outputs withstand internal audit and external auditor review.

Sales Cloud

Deep CPQ-to-Sales Cloud integration expertise: Opportunity Products, Contract generation, Order management, Account hierarchy pricing, and partner pricing tiers. Build AI-assisted Deal Desk workflows and approval automations triggered by CPQ pricing and margin data.

Service Cloud

Connect Revenue Cloud to service operations: contract entitlements triggering service SLAs, usage-based billing alerts, automated renewal case creation, and Agentforce Service Agent deflection for billing enquiries and contract amendment requests.

Experience Cloud

Build CPQ-connected partner portals enabling partner quoting, deal registration, margin visibility, and self-service renewal and amendment flows for end customers — reducing revenue team operational overhead.

Data Cloud & Revenue Intelligence

Unify product usage, billing, contract, and CRM data in Data Cloud to power AI-driven upsell/cross-sell recommendations, renewal risk scoring, and Revenue Intelligence dashboards that give leadership real-time ARR visibility.

INDUSTRY DOMAIN KNOWLEDGE (ANY ONE OF FOLLOWING)

Hi-Tech & SaaS

• Subscription pricing models: per-seat, usage-based, tiered, hybrid, and consumption-based billing configurations in Salesforce CPQ

• SaaS ARR/MRR/NRR metrics and how Salesforce Billing data feeds into revenue reporting and board-level financial dashboards

• Co-terming, pro-ration, and mid-term amendment logic for SaaS contract changes, upgrades, downgrades, and expansions

• Channel sales CPQ: reseller pricing tiers, distributor margins, partner deal registration discount logic, and MDF allocation

• PLG (Product-Led Growth) integration: product telemetry triggering auto-generated upsell quotes in Salesforce via MCP / API events

Healthcare & Life Sciences

• Complex contracting in MedTech and Pharma: GPO contracts, IDN pricing agreements, government pricing, and formulary management

• Usage-based billing for medical devices and clinical SaaS platforms (per-scan, per-test, per-seat) with Salesforce Billing

• Compliance considerations affecting pricing configuration: Anti-Kickback Statute (AKS), Sunshine Act, and government contract requirements

• Multi-site, multi-entity contract structures common in health systems and hospital networks with parent-child account hierarchies

• RFP-driven pricing, government contract vehicles (GPO, VA, DoD), and public sector quoting configuration requirements

FUNCTIONAL KNOWLEDGE (FOUNDATION FOR AI SOLUTIONS)

Deep functional knowledge enables professionals to design AI-powered Salesforce solutions that reflect real business intent — not just technical requirements. This is what separates good implementations from transformative ones.

Configure-Price-Quote Business Knowledge

Understanding WHY products are bundled, priced, and discounted the way they are — not just HOW to configure it — enables CPQ developers to build AI-assisted pricing recommendations that respect real margin guardrails, reflect actual commercial strategy, and survive Finance review.

Contract Lifecycle & Amendment Logic

Functional fluency in co-terming, upgrades, downgrades, and cancellations means developers can build amendment and renewal automations that handle real-world edge cases — not just happy-path scenarios that break on the first mid-term change request.

Revenue Recognition Principles

A working understanding of ASC 606 / IFRS 15 allows CPQ/ARM developers to correctly configure performance obligations, SSP hierarchies, and revenue schedule rules — producing ARM outputs that survive audit without manual correction.

Deal Desk & Approval Governance

Understanding the real-world deal desk process — who approves what, under which margin thresholds, with what exceptions — allows developers to encode intelligent approval routing logic and build Agentforce Deal Desk Agents that mirror actual commercial governance.

KEY RESPONSIBILITIES

• Design, build, and configure end-to-end Salesforce CPQ implementations: product catalogue architecture, pricing models, bundle configurations, approval workflows, and order generation

• Develop Salesforce Billing configurations: invoice runs, payment gateway integrations, usage summaries, credit memos, and tax integrations

• Build and maintain Salesforce ARM (Advanced Revenue Management): performance obligation templates, SSP hierarchies, revenue recognition rules, and ASC 606 / IFRS 15 compliant schedules

• Develop custom Apex CPQ plugins (pricing plugins, quote calculator plugins, custom action scripts) and LWC components for CPQ UI extensions

• Use Cursor and Claude for AI-pair-programmed development of complex Apex plugins, pricing scripts, and ERP integration connectors

• Integrate CPQ/Billing with ERP systems (SAP, NetSuite, Oracle) via MuleSoft or direct REST APIs for seamless order-to-cash automation

• Build Agentforce-powered Deal Desk Agents: AI-assisted quote structuring, margin analysis, competitive positioning, and approval escalation

• Implement DocuSign / Conga CLM integrations for automated quote-to-contract document generation and e-signature workflows

• Design and execute CPQ data migration strategies for transitions from legacy quoting systems (Apttus, Zuora CPQ, custom-built tools)

AI & AGENTFORCE SPECIFIC RESPONSIBILITIES

• Build Agentforce Deal Desk Agents with CPQ-aware skills: AI-assisted quote structuring, upsell identification, discount guardrails, and approval workflow initiation

• Use Einstein Prompt Builder to generate AI-authored Executive Summary fields on quotes — surfacing key deal terms, risk flags, and competitive context to approvers

• Expose CPQ pricing waterfall, quote configuration, and approval status via MCP servers for conversational deal intelligence in AI assistants

• Use Claude or Codex to generate complex CPQ Apex pricing scripts, product rule logic, constraint rules, and comprehensive Apex test classes

• Integrate Revenue Intelligence AI dashboards with CPQ data to identify renewal risk, churn patterns, and expansion opportunities from billing and usage signals

• Build AI-assisted renewal flows: Agentforce proactively identifies contracts approaching renewal, generates renewal quotes, and triggers approval and outreach workflows

• Implement Einstein Deal Insights integration to surface CPQ anomalies — unusual discounts, configuration errors, missing required fields — before quotes reach deal desk review

TECHNICAL SKILLS & QUALIFICATIONS

NICE TO HAVE

• Salesforce Certified CPQ Specialist or Revenue Cloud Consultant credential

• Salesforce Industries (Vlocity) Contract Lifecycle Management experience

• Zuora or Chargebee migration experience to Salesforce Billing

• Revenue Intelligence (formerly Clari) or Gong integration experience

• MEDDICC / MEDDPICC sales methodology and its CPQ data model implications

• Multi-currency, multi-entity, and multi-language CPQ configuration for global enterprises

SOFT SKILLS & MINDSET