CPQ Specialist

POSITION SUMMARY 

Follett is seeking a skilled and strategic CPQ & CLM Expert to own and manage the full lifecycle of our Salesforce CPQ (Configure, Price, Quote) and CLM (Contract Lifecycle Management) platforms. The CPQ Specialist will play a critical role in optimizing our sales processes across new business, renewals, and contract changes (amendments), ensuring efficient quote generation and seamless contract workflows. You will partner closely with Sales, Customer Success, Legal, IT, and Finance teams to ensure the system is aligned to business processes and goals. 

POSITION SCOPE 

CPQ Management 

• Excellent understanding of Quote-to-Cash and Revenue Lifecycle Management processes, including CPQ, product catalog, order management, billing, contracts, and revenue recognition. 
• Serve as subject matter expert in Quote-to-Cash products, staying current with new releases, roadmap plans, and best practices. 
• Own the end-to-end administration of Salesforce CPQ. 
• Build and manage CPQ elements including product bundles, pricing and product rules, quote templates, discount schedules, approval workflows, and new business / renewal workflows. 
• Evaluate and Continuously optimize CPQ processes to measurably reduce quote generation time and accuracy. 
• Collaborate with Sales, Services and Product teams to ensure product catalog accuracy and pricing integrity.
• Work with the broader Salesforce, Sales Operations and Renewal Operations team teams to maintain CPQ documentation, training guides, and change control procedures. 
• Troubleshoot and resolve CPQ/CLM platform issues to ensure accurate quoting, contracting, and system performance. 

CLM Management 

• Manage and enhance the CLM system, supporting efficient contract creation, negotiation, approvals, and renewals. 
• Align with Legal and Sales Operations to streamline approval workflows and ensure compliance. 
• Maintain all quote and contract templates for all new, renewal and amendment orders across all product lines in collaboration with Legal, Sales Operations and Renewal Operations 

Cross-Functional Collaboration 

• Collaborate with Sales, Customer Success, Legal, Finance, and IT to align technical capabilities with business goals, and ensure we are providing scalable, user-friendly solutions. 
• Contribute to training and onboarding for new users on CPQ/CLM functionalities; collaborate with Sales Enablement and other functional business owners to promote adoption and best practices. 
• Monitor system performance, proactively address issues, and ensure continuous improvement of the CPQ/CLM environment. 
• Evaluate and prioritize feature requests from the various business owners within the framework of the Follett prioritization process.
• Serve as SME for system upgrades, testing, and rollouts involving CPQ and CLM tools. 
• Work with Enablement teams to ensure all Sales and Customer Success team members are confident and successfully using CPQ – proactivity identifying and raising where further enablement is required.

Data Integrity & Reporting 

• Ensure data hygiene across CPQ/CLM records and proactively manage exceptions. 
• Provide analytics on quoting performance, bottlenecks, and contract cycle times. 
• Develop and maintain dashboards and reports to track key metrics and support data-driven decision-making. 
• Support audits and compliance checks with accurate CPQ/CLM data records. 

Other duties and tasks as assigned. 

QUALIFICATIONS 

• Bachelor's degree in Information Technology, Computer Science, or a related field is preferred. 
• 3-5+ years of experience with Salesforce CPQ and CLM implementations (e.g., Conga, Docusign CLM, or equivalent). 
• Strong proficiency in Salesforce CRM, with hands-on experience owning and evolving Salesforce CPQ and CLM tools. 
• Deep understanding of CPQ/CLM configurations, including product and pricing rules, quote templates, contract templates, and approval workflows. 
• Salesforce CPQ Specialist and Salesforce Certified Administrator certification required.
• Salesforce Certified Advanced Administrator, Salesforce Certified Platform App Builder, Revenue Cloud Consultant and/or CLM certifications strongly preferred. 
• Demonstrated ability to analyze, optimize, and automate sales and contracting business processes. 
• Excellent verbal and written communication skills with a strong attention to detail and the ability to manage competing priorities. 
• Collaborative mindset with the ability to partner effectively across Sales, Legal, and Operations teams. 
• Comfortable working in a fast-paced, dynamic environment with strong organizational and time management skills. 
• Proficient in Salesforce Sales Cloud, Apex, Microsoft Office Suite (particularly Excel and Outlook), data analysis, workflow automation, and building reports and dashboards. 
• Experience providing end-user training and ongoing support for CPQ/CLM systems. 

WORK ENVIRONMENT 

• This role is remote and only open to candidates currently located in the United States and able to work without sponsorship.   
• It requires a suitable space that provides a private and quiet workplace.   
• Work hours and schedules are set to accommodate the requirements of the position and the needs of the organization and may be adjusted as needed.  

PHYSICAL REQUIREMENTS 

• Perform tasks in a home office environment with frequent virtual meetings, communications, and interruptions, requiring effective time management and prioritization.  
• Prolonged sitting with sustained visual focus on digital screens, requiring the ability to interact at a typical working distance.  
• Frequent use of keyboard and mouse, involving repetitive hand movements and fine motor skills for typing, navigating, and handling materials.  
• Occasionally adjust position or move within the workspace to reach, retrieve, or access items, involving bending, twisting, or reaching, and occasionally lifting or carrying items weighing up to 10 pounds. 
• Travel requirements: Minimal (less than 10%)  

This job description is intended to convey information essential to understanding the scope of the job and the general nature and level of work performed by job holders within this job. However, this job description is not intended to be an exhaustive list of qualifications, skills, efforts, duties, responsibilities or working conditions associated with the position. Duties, responsibilities, and activities may change at any time with or without notice. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of the job.