CPQ Lead Job at Vanta

Job Description

As a CPQ Lead at Vanta, you will own the vision, strategy, and execution of our Configure, Price, Quote (CPQ) ecosystem—ensuring our quoting, pricing, and contracting workflows scale with the business while remaining accurate, efficient, and user-friendly. You will play a critical role in shaping how Vanta sells, expands, and renews customer relationships by building a modern, automated CPQ experience tightly integrated with Salesforce and downstream systems.

Job Responsibility

Build and optimize automated quoting, approval, and contracting workflows that reduce manual effort, cycle time, and error rates
Own and maintain deal approval logic, including discounting, non-standard terms, and exception handling, leveraging Salesforce and Approvals Pro
Define and maintain CPQ and deal analytics, including reporting on quote volume, approval cycle times, discounting, deal exceptions, and funnel conversion metrics to inform decision-making and roadmap prioritization
Partner with Deal Desk, Finance, and Legal to operationalize pricing rules, discounting guardrails, approval thresholds, and contracting standards
Continuously improve renewal, upsell, and amendment workflows to support efficient expansion and retention
Contribute to the end-to-end CPQ strategy, vision, and multi-quarter roadmap aligned with Vanta’s GTM and product growth goals
Evaluate and prioritize CPQ enhancements to support new products, pricing models, packaging, and go-to-market motions
Establish best practices and long-term architecture for CPQ scalability and maintainability
Serve as the primary owner and expert for Nue CPQ, ensuring accurate configuration of products, pricing, quoting, amendments, renewals, and approval workflows
Design and build Salesforce solutions (Flows, validations, custom objects, automation) to support CPQ processes
Ensure tight alignment between CPQ, core Salesforce data models, and downstream systems such as billing and revenue recognition
Own the vendor relationship with CPQ Vendor, proactively partnering with them on enhancements, roadmap input, issue resolution, and adoption of new capabilities
Act as a trusted partner to Revenue Operations, Sales, Finance, Legal, and Product by translating business requirements into scalable CPQ solutions
Lead discovery sessions, ask thoughtful clarifying questions, and communicate technical trade-offs and recommendations clearly
Support change management, enablement, and documentation to ensure strong adoption across GTM teams
Establish CPQ governance, testing standards, and release management processes to ensure system reliability and data integrity
Troubleshoot and resolve complex CPQ and Salesforce issues, minimizing business disruption
Maintain clear documentation of CPQ architecture, processes, and decision logic

Requirements

6+ years of experience building and supporting CPQ and Salesforce solutions in a high-growth SaaS environment
Hands-on experience with Salesforce and a CPQ solution (e.g., Nue CPQ, Salesforce CPQ, DealHub), including complex product catalogs, pricing models, and approval workflows. Deep expertise with Nue CPQ is preferred
Strong understanding of end-to-end GTM processes, including quoting, renewals, amendments, discounting, and contracting
Proven ability to create and execute a CPQ roadmap aligned with business strategy and operational needs
Experience building scalable automations using Salesforce Flows and other declarative tools
Excellent analytical and problem-solving skills, with a strong attention to detail
Exceptional stakeholder communication skills—able to translate complex technical concepts into clear business outcomes
Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a willingness to learn, and sound judgment in applying AI responsibly to improve efficiency and impact

Nice to have

Experience integrating CPQ with contract lifecycle management tools such as Ironclad
Experience owning or designing deal approval workflows using tools like Approvals Pro or similar approval automation platforms
Familiarity with billing, invoicing, and revenue recognition systems and processes
Salesforce certifications (Administrator, Advanced Administrator, Platform App Builder, or CPQ-related certifications)

What we offer

Offers Equity
medical benefits
401(k) plan
other company perk programs
Comprehensive medical, dental, and vision coverage, with 100% of employee-only benefit premiums covered for most medical plans
16 weeks fully-paid Parental Leave for all new parents
Health & wellness stipend
Remote workspace, internet, and cellphone stipend
Commuter benefits for team members who report to the SF and NYC office
Family planning benefits
Matching 401(k) contribution with immediate vesting
Flexible PTO policy, plus 80 hours of Sick Time
11 company-paid holidays
Virtual team building activities, lunch and learns, and other company-wide events

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