Senior Product Owner, Salesforce CPQ/RCA

We are seeking a seasoned Senior Product Owner, CPQ to own both the roadmap and the backlog for our Configure-Price-Quote platform within the IT Business Applications team. This is a senior individual contributor role for someone who can set direction for a product area, not just execute against a backlog of requirements, and who brings enough CPQ depth to be the person the business and the development team both turn to for the answer.
You will own the CPQ capability roadmap in partnership with the Senior Product Manager, lead discovery and solution design across product configuration, pricing, discounting, approvals, and renewals, and drive an offshore Salesforce development team through sprint delivery to release. You will also mentor more junior product owners and analysts, and raise the bar on how the team writes requirements, designs solutions, and measures outcomes.

This is a high-impact seat on a platform undergoing active modernization, including the transition toward Salesforce Revenue Cloud. You will engage directly with leaders across Sales, Deal Desk, Sales Operations, Channel, and Finance, with meaningful influence over how the company quotes and closes business.

Key Responsibilities

• Product Area Ownership & Roadmap
  • Own the CPQ capability roadmap in partnership with the Senior Product Manager, maintaining a multi-quarter view of planned business capability
  • Define the vision and success measures for your product area, and make prioritization calls that balance business value, risk, technical debt, and platform health
  • Build and defend business cases for significant CPQ investments, including effort, impact, and trade-off analysis
  • Contribute to the evaluation, design, and phased rollout of Salesforce Revenue Cloud (RCA) capabilities and the migration path from current-state CPQ
  • Define and track product KPIs, quote cycle time, quote accuracy, approval turnaround, adoption, and defect rates, and use them to steer the roadmap
• Backlog Ownership & Agile Delivery
  • Own, prioritize, and groom the CPQ product backlog across enhancements, defects, technical debt, and roadmap initiatives
  • Write clear, testable user stories with well-defined acceptance criteria, functional detail, and edge-case handling
  • Lead sprint meetings with the offshore Salesforce development team: grooming, sprint planning, stand-ups, reviews, and retrospectives
  • Act as the decision-maker for the scrum team, clarifying requirements, resolving ambiguity, and accepting or rejecting completed work
  • Own release scope and readiness, including regression coverage, deployment planning, and post-release validation
  • Manage delivery risk proactively and communicate progress, blockers, and changes to stakeholders and IT leadership
  • Help establish and improve team standards for story writing, design review, and release management
• CPQ Process & Solution Design
  • Serve as the senior functional subject matter expert for Salesforce CPQ: product and bundle configuration, price rules, discount schedules, approval workflows, quote templates, contracting, amendments, and renewals
  • Lead the design of complex CPQ solutions end to end, including data model implications, automation strategy, and integration touchpoints
  • Document, analyze, and redesign Quote-to-Cash business processes, eliminating friction in the quoting cycle and reducing manual intervention
  • Favor configuration and scalable platform capability over one-off customization, and actively drive down accumulated technical debt in the CPQ org
  • Partner with Deal Desk, Sales Operations, and Finance to strengthen pricing governance, approval hierarchies, and quote accuracy
  • Assess and coordinate downstream impacts to order management, provisioning, billing, and ERP with adjacent IT teams
• Stakeholder Leadership & Requirements
  • Lead structured discovery and design sessions with business leaders and process owners to frame problem statements and quantify business impact
  • Translate business needs into functional designs and high-level technical specifications the offshore delivery team can build from without rework
  • Negotiate scope, sequencing, and timelines with stakeholders, communicating trade-offs and the rationale behind prioritization decisions
  • Operate as the trusted CPQ point of contact across Sales, Channel, Sales Operations, Marketing, and Finance
  • Represent the CPQ product area in cross-functional planning, architecture, and governance forums

Required Experience

• 8-12 years of experience in IT business systems, business analysis, or product ownership supporting enterprise applications
• 5+ years of hands-on experience with Salesforce CPQ (Steelbrick), Salesforce Revenue Cloud (RCA), and/or Apttus/Conga CPQ
• 4+ years of working knowledge of Salesforce Sales Cloud, including the core data model, opportunity management, and declarative configuration
• 4+ years as a Product Owner or equivalent in an agile/scrum environment, with full backlog and roadmap ownership for a product area
• Demonstrated experience delivering complex Quote-to-Cash or CPQ solutions in a multi-product, subscription, or channel-heavy environment
• Experience leading offshore or distributed development teams through sustained sprint delivery
• Experience mentoring or informally leading other product owners, analysts, or administrators
• Exposure to a CPQ platform implementation, migration, or major re-architecture preferred

Skills & Competencies

• Deep command of CPQ concepts: product rules, pricing models, discounting, approval matrices, quote document generation, contracting, amendments, renewals, and order creation
• Ability to own a product area independently, setting direction, making prioritization calls, and being accountable for outcomes rather than tasks
• Exceptional requirements and documentation skills, with a track record of specifications that hold up through build, test, and release
• Strong analytical judgment, able to trace a quoting problem through configuration, data, automation, and process to its root cause
• Excellent communication and influence skills across senior business stakeholders and technical teams
• Comfortable prioritizing and executing across competing demands in a fast-paced, high-visibility environment
• Collaborative and self-directed, with the credibility to push back constructively when a request is not the right solution
• Curious and adaptable, with active interest in evolving Salesforce capabilities including Revenue Cloud and AI-assisted selling

Education & Certifications

• Bachelor's degree (4-year) in a technical or business field required
• Salesforce certifications strongly preferred: CPQ Specialist, Administrator, Sales Cloud Consultant, and/or Revenue Cloud

What Makes This Role Unique

CPQ is where go-to-market strategy meets operational reality, and this role owns that intersection with real autonomy. You will have genuine roadmap and backlog ownership rather than order-taking, direct access to the leaders whose revenue processes you are improving, and a central part in a platform modernization already underway. For a senior product owner who wants the depth of a specialist and the influence of a product leader, with a clear path toward product management, this is an unusually strong seat.

The salary range for this position is in the range of $100K – $120K, depending on experience and qualifications