CPQ & Revenue Operations Architect - Fractional Consultant

2 weeks, 5 days ago
Contract
Senior
Sales and Business Development
Town Web

Town Web

Town Web specializes in creating and hosting user-friendly websites tailored for small and medium-sized municipalities, enhancing the online presence and accessibility of local government information for residents across the United States.

IT Services
1-10
Founded 2007

Description

  • Assess and recommend the appropriate CPQ approach (Salesforce-native or third-party) and define a phased implementation roadmap.
  • Design the pricing engine logic, product configuration framework, and bundle discount structure to support variable inputs and promotional flexibility.
  • Design dynamic pricing that incorporates municipality characteristics (population, SNAP data, population velocity) and advise on data enrichment build vs. buy decisions.
  • Configure and integrate CPQ with Salesforce lifecycle stages, pipeline definitions, and forecasting to ensure quotes, contracts, renewals, and expansions support automation and reporting.
  • Implement proposal generation and workflow automation so sales reps can produce accurate, branded proposals that trigger structured handoffs to fulfillment and billing.
  • Structure bundled pricing and revenue strategies to incentivize multi-product adoption while maintaining margin discipline and supporting cross-sell/upsell scenarios.
  • Establish foundational RevOps processes, including standardized sales stages, reporting architecture, and scalable workflows aligned to current scale.
  • Document system architecture, pricing logic, and operational workflows, and train sales and leadership teams to ensure consistent usage and long-term maintainability.
  • Lead execution across phases (assessment, implementation, optimization), perform hands-on CPQ configuration, integration, automation deployment, and post-launch refinement.

Requirements

  • Significant experience implementing CPQ solutions within Salesforce environments.
  • Experience designing complex pricing engines with variable inputs and promotional logic.
  • Strong understanding of subscription SaaS revenue models and quote-to-revenue processes.
  • Experience integrating CPQ with CRM, marketing automation, and billing systems.
  • Demonstrated ability to balance system flexibility with operational simplicity and enable maintainable pricing calculations.
  • Experience advising growth-stage companies on commercial infrastructure and RevOps foundations.
  • Preferred: Salesforce certifications.
  • Preferred: experience in vertical SaaS or GovTech.
  • Preferred: experience supporting ARR growth from ~$2M toward $10M+.
  • Availability for a hands-on, fractional engagement targeting a ~3-month core implementation with possible extension for optimization.

Interested in this position?

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