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Job Summary
The GTM Technology Manager is the single accountable, hands-on owner of the CPQ and Order-to-Cash product and process ecosystem. It’s a hands-on role — the person in this role configures, builds, and ships the CPQ solution; defines integration requirements, and designs OTC workflows end-to-end. Combines deep technical CPQ expertise with strong product management discipline, acting as the primary bridge between Sales, Finance, Legal, and GTM Engineering to ensure the company’s revenue processes are governed, efficient, and built to scale.
Key responsibilities
- Own the CPQ & OTC product domain end-to-end—personally defining the roadmap, managing the backlog, writing user stories and acceptance criteria, and driving hands-on delivery across sprints.
- Build and continuously refine processes for CPQ change intake, prioritization, delivery, and QA—establishing governance standards and release management procedures that enable rapid, reliable releases with high stakeholder trust.
- Act as the primary, hands-on systems owner for Salesforce CPQ and DealHub—personally maintaining configuration architecture that supports complex pricing models, subscription management, amendments, renewals, and co-term logic.
- Partner with Sales, Finance, Legal, and Customer Success to define and execute the roadmap for end-to-end CPQ and OTC processes—spanning opportunity management, quoting, contracting, order creation, fulfillment, billing, and cash application.
- Design and configure CPQ solutions, including product catalogs, pricing rules, discount schedules, approval workflows, guided selling flows, and quote output templates.
- Own the end-to-end Order-to-Cash process design—documenting current and future-state flows, identifying gaps that cause revenue leakage or billing errors, and driving improvements in coordination with Finance and billing operations.
- Champion user-centric CPQ design—ensuring quoting experiences are intuitive and error-free for Sales, and that process feedback loops with Deal Desk, Finance, and CS drive continuous improvement across the revenue cycle.
- Drive AI-first solutioning across CPQ and OTC functions — deploying AI agents for quote generation assistance, pricing recommendations, approval routing, order validation, and revenue recognition triggers.
What success looks like (12–18 months)
- Sales and Finance teams experience measurable improvements in speed and accuracy—shorter quote cycles, fewer pricing errors, faster order processing—directly attributable to CPQ and OTC changes you have led and delivered.
- A well-governed, fully documented CPQ configuration and OTC process landscape is in place—with clear ownership, active backlog management, and a prioritization cadence that stakeholders can consistently trust and engage with.
- You operate as the trusted, go-to partner for Sales, Finance, and Legal leadership on all CPQ and revenue process matters—proactively flagging risks, clearly communicating trade-offs, and consistently delivering high-impact projects on schedule.
- The CPQ and OTC systems landscape is cohesive and well-integrated—with clean data flows between Salesforce CPQ, ERP, and billing systems, a maintained integration architecture diagram, and no critical blind spots in the quote-to-cash pipeline.
- CPQ release cycle times have reduced materially, with a predictable, iterative delivery rhythm and measurable improvement in quote accuracy, OTC error rates, and integration uptime.
- Revenue leakage attributable to CPQ or OTC process gaps has declined measurably, and internal NPS from business stakeholders reflects a clear improvement in the quality and responsiveness of CPQ and OTC system ownership.
Qualifications
Experience
- 5+ years in Business Systems, Revenue Operations, or CPQ-focused roles in a high-growth SaaS environment, with a demonstrated track record of owning complex CPQ and OTC initiatives end-to-end.
- Significant hands-on configuration experience with Salesforce CPQ and/or DealHub—not as an overseer but as someone who has personally built product catalogs, pricing rules, discount schedules, approval workflows, subscription logic, and contract amendments from the ground up.
- Proven track record owning end-to-end CPQ and Order-to-Cash initiatives spanning Sales, Finance, and Legal—from requirements discovery and system configuration through UAT, go-live, and post-launch iteration.
- Experience defining integration requirements between CPQ platforms and downstream systems (ERP, billing, provisioning).
Skills and competencies
- Relentless ownership: Consistently takes responsibility for outcomes, drives through obstacles, and ensures nothing falls through the cracks across projects and team commitments.
- Obsession with greatness: Holds a high bar for craft in systems design, configuration, documentation, and user experience; constantly looks for ways to uplevel the team and the tech stack.
- Effectiveness and clarity: Proven ability to simplify complexity. You cut through noise to identify high-leverage points and avoid over-engineering solutions.
- CPQ & OTC domain expertise: Deep functional knowledge of CPQ platform configuration (pricing waterfalls, product bundles, approval logic, subscription amendments) and the full Order-to-Cash cycle from quote acceptance through billing and cash application.
- Integration fluency: Able to define and document integration data flows, transformation rules, and error-handling patterns between CPQ and downstream systems; comfortable engaging Engineering and architects at a functional level without needing to write code.
- Stakeholder management: Skilled at navigating executive and cross-functional dynamics, setting expectations, and aligning diverse stakeholders around a clear roadmap and impact narrative.
- Player-coach mindset: Defaults to doing, not directing—personally configures CPQ systems, writes requirements, maps integrations, and runs UAT rather than waiting for someone else to execute; scales processes and influences stakeholders from a position of demonstrated, hands-on expertise.
- **AI and automation: **Able to assess CPQ and OTC processes for AI/automation opportunities and configure agentic workflows; hands-on experience with AI-assisted quoting, contract intelligence, or order-processing automation is a strong plus.
- Certifications: Salesforce CPQ Specialist certification strongly preferred; Salesforce Administrator or DealHub certification a plus.
Unsure if you meet all the qualifications of this job description but are deeply excited about the role? We hire based on ambition, grit, and a passion for improving the way people work. If you think ClickUp is the company for you, we encourage you to apply!
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