Who are we?
Smarsh empowers its customers to manage risk and unleash intelligence in their digital communications. Our growing community of over 6500 organizations in regulated industries counts on Smarsh every day to help them spot compliance, legal or reputational risks in 80+ communication channels before those risks become regulatory fines or headlines. Relentless innovation has fueled our journey to consistent leadership recognition from analysts like Gartner and Forrester, and our sustained, aggressive growth has landed Smarsh in the annual Inc. 5000 list of fastest-growing American companies since 2008.
Summary
We're looking for a Salesforce CPQ specialist who can design and implement a CPQ solution that handles two very different quoting motions at once: High-volume, low-touch SaaS deals that need to be fast, automated, and highly reliable and Complex Enterprise deals with heavy optionality, bespoke pricing, approvals, amendments, and non-standard commercial terms.
You’ll partner closely with a Salesforce functional expert who excels in Flows, automation, and business process design. Your role is to own the CPQ architecture, pricing logic, and scalability of the solution - making sure it works not just today, but as the business grows and deal complexity increases.
How will you contribute?
- CPQ Architecture & Design:
- Own the end-to-end CPQ solution design, from product catalog structure to quote, contract, and billing handoff
- Design CPQ to support: High SKU volumes and rapid quoting for self-serve / sales-assisted SaaS deals and complex Enterprise quotes with nested bundles, options, dependencies, and exceptions.
- Balance standard CPQ features vs. customization, keeping the system maintainable and performant.
- Drive continuous improvement by gathering user feedback and monitoring system performance.
- Product & Pricing Strategy
- Model complex product hierarchies, bundles, features, and entitlements.
- Design and maintain: Price rules, product rules, discount schedules, and special pricing logic and Support for non-standard pricing (one-off SKUs, bespoke discounts, ramp deals, usage-based elements, etc.)
- Ensure pricing logic is explainable, auditable, and scalable.
- Enterprise Deal Support
- Enable sales teams to handle: High optionality and configurability without breaking CPQ and custom terms, non-standard quote lines, and exceptions.
- Design approval processes that are robust but not obstructive.
- Partner on contract and billing considerations to avoid downstream surprises.
- Collaboration & Delivery
- Work hand-in-hand with other Salesforce specialists to:
- Integrate CPQ cleanly with Salesforce automation and business processes
- Decide when logic belongs in CPQ vs. Flow/Apex vs. downstream systems
- Serve as the critical link between business stakeholders and technical teams, driving the delivery of scalable, efficient and user-friendly solutions
- Translate sales, finance, and legal requirements into CPQ-friendly designs
- Provide clear documentation and guidance for admins and future CPQ enhancements
- Be a trusted partner to Sales, Sales Operations, and Product Operations; addressing business challenges as a cohesive team of experts
- Why This Role Is Interesting
- You won’t be cleaning up a broken CPQ - you’ll help re-design it right.
- You’ll have a strong functional partner who owns automation and process design.
- You’ll work on genuinely complex quoting challenges, not cookie-cutter CPQ.
- You’ll have influence over how sales, finance, and ops actually run the business.
What will you bring?
- Deep, hands-on experience with Salesforce CPQ (implementation, not just administration)
- Proven track record implementing CPQ for: SaaS or subscription-based businesses and Complex Enterprise sales with high optionality.
- Strong understanding of: Product rules, price rules, discounting, amendments, renewals, and upgrades and quote lifecycle impacts on contracts, billing, and revenue recognition (at a practical level)
- Experience with Salesforce Billing or integration with external billing systems.
- Soft skills commensurate with a project leader, influencer and trusted advisor to VP-and-above positions.
- Salesforce CPQ and/or RevCloud certification(s)
- We value diversity of experience: a breadth of non-Salesforce ERP/quoting tool experience (SAP, Oracle, etc.) is advantageous.
- Exposure to usage-based or hybrid pricing models.
- Comfort working alongside heavily automated Salesforce orgs (Flow-first environments)
- Salesforce CPQ Specialist or Architect certifications
- How You Think
- You’re opinionated - but pragmatic
- You care about long-term maintainability, not just getting a quote out the door.
- You can say “no” to over-engineering and “yes” to smart abstractions.
- You understand that CPQ is as much about business judgment as technical setup.
