Director Business Applications - Salesforce Sales Cloud & CPQ

About the Role

We are seeking an experienced and hands-on Director, Salesforce CRM to own the strategy, roadmap, and delivery of our Salesforce platform across the Lead-to-Opportunity, Partner Relationship Management (PRM), and Quote-to-Cash domains. This is a senior leadership role with deep functional expertise in Salesforce Sales Cloud and CPQ, accountable for both the long-range platform vision and the quarter-over-quarter execution that delivers it.
You will lead a team of product managers, business systems analysts, and administrators, and direct an IT offshore delivery organization, while remaining close enough to the platform to design solutions, resolve escalations, and challenge technical trade-offs. This is a unique opportunity to modernize the end-to-end revenue technology stack, including the implementation of new CPQ solution such as Salesforce Revenue Cloud (RCA), and to drive measurable growth in pipeline velocity, quote accuracy, and partner-led revenue.

You will operate as the primary technology partner to executives across Sales, Channel/Partner, Sales Operations, Marketing, and Finance, translating go-to-market strategy into a CRM platform that scales with the business.

Key Responsibilities

Salesforce Sales Cloud & CPQ Ownership

• Own the Salesforce Sales Cloud and CPQ platform end to end, architecture direction, functional design, roadmap, enhancements, and continuous improvement
• Serve as the executive-level subject matter expert for Sales Cloud (accounts, contacts, leads, opportunities, forecasting, territory and quota management) and CPQ (product configuration, price rules, discounting and approval workflows, quote templates, amendments and renewals, order generation)
• Establish and enforce platform standards for data model design, automation, security model, and technical debt reduction across a heavily customized Salesforce org
• Drive quoting accuracy and cycle-time improvements in partnership with Sales Operations, Deal Desk, and Finance, removing friction from complex, multi-product and channel deals'
• Own platform capacity, licensing, and vendor relationships across the Salesforce ecosystem and connected solutions
• Own the top-of-funnel to opportunity process: lead capture, enrichment, scoring, routing, qualification, conversion, and account/contact hygiene
• Own the PRM platform such as Imparnter or Salesforce Partner Commities, and partner-facing experience, including partner onboarding, tiering, deal registration, co-sell and co-marketing workflows
• Lead the transformation of the Quote-to-Cash process and the implementation of a modern revenue platform such as Salesforce Revenue Cloud (RCA)
• Define the target-state architecture and migration path from existing CPQ (Salesforce CPQ / Steelbrick, Apttus/Conga) to the future revenue platform, including phasing, risk, and cutover strategy

Strategy, Roadmap & Governance

• Own and execute a minimum four-quarter rolling roadmap of CRM business capabilities, sequenced and prioritized with functional leadership
• Build and run the intake, prioritization, and governance model for CRM demand, with transparent criteria, business cases, and measurable outcomes
• Define and report on platform KPIs: quote cycle time, quote accuracy, lead conversion, partner-sourced pipeline, adoption, and delivery predictability
• Establish release management, environment, and change-control practices that keep delivery fast without compromising stability

Team Leadership & Delivery

• Lead, coach, and grow a team of product managers, product owners, and Salesforce developers, including hiring, performance management, and career development
• Manage and Direct an IT offshore Salesforce development team across sprint delivery cycles, ensuring quality, throughput, and clear specifications
• Review functional and high-level technical designs, personally lead design for the most complex or highest-risk initiatives
• Manage delivery across concurrent programs and enhancement streams, setting clear expectations on scope, timelines, and dependencies
• Interact with cross-functional IT and enterprise architecture teams to align requirements and assess downstream system impacts

Stakeholder Engagement & Enablement

• Act as the trusted advisor to Sales, Channel, Sales Operations, Marketing, and Finance leadership on process design and technology footprint
• Facilitate structured discovery and design sessions to frame problem statements, quantify business impact, and capture detailed requirements
• Drive User Acceptance Testing with business users and ensure timely, low-defect delivery of enhancements
• Own adoption and enablement documentation, process flows, training, and change management for new CRM and CPQ capabilities

Required Experience

• 12+ years of IT or business systems experience across the full software development lifecycle: analysis, design, development, testing, implementation, and documentation
• 8+ years of hands-on experience with Salesforce Sales Cloud, including configuration, administration, data model, and process design in a complex enterprise org
• 5+ years of hands-on experience with CPQ platforms, specifically Salesforce CPQ (Steelbrick), Salesforce Revenue Cloud (RCA), and/or Apttus/Conga CPQ
• 4+ years of people leadership experience, including managing product managers, analysts, or administrators and directing offshore delivery teams
• Demonstrated experience delivering Quote-to-Cash solutions in complex, multi-product, subscription, or channel-heavy environments
• Proven experience leading at least one large-scale CRM or CPQ transformation or platform migration end to end
• Strong working knowledge of Lead-to-Opportunity and Partner Relationship Management processes, including lead management, account management, and partner/channel operations

Leadership & Technical Skills

• Deep command of CPQ concepts, product and configuration rules, pricing models, approval workflows, quote templates, contracting, amendments, renewals, and order generation
• Ability to set platform strategy and architecture direction while staying credible and hands-on in solution design and escalations
• Executive presence and exceptional communication, able to influence C-level stakeholders and engage technical teams with equal effectiveness
• Strong program and portfolio delivery skills in agile environments, with a track record of predictable, high-quality releases
• Financial and commercial acumen, able to build business cases, own a budget, and tie platform investment to revenue outcomes
• Comfortable prioritizing and executing in a fast-paced, high-pressure environment while maintaining attention to detail
• Flexible and adaptable in learning new technologies, including Salesforce AI/Agentforce, Data Cloud, and evolving revenue platform capabilities
• Highly self-motivated, self-directed, and a collaborative team player who builds strong cross-functional partnerships

Education & Certifications

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

What Makes This Role Unique

This is a rare combination of platform ownership, transformation mandate, and executive visibility. You will own the CRM platform that the entire go-to-market motion runs on, from the first touch of a lead, through partner-led and direct selling, to a booked and billable order. You will have direct influence over architecture, process design, roadmap prioritization, and investment, working shoulder to shoulder with executive sponsors across Sales, Channel, and Finance. If you thrive at the intersection of business strategy, Salesforce platform depth, and team leadership, this role offers an unusual degree of ownership, impact, and growth.

The salary range for this position is in the range of $200K – $250K, depending on experience and qualifications