AI & MODERN TOOLING EXPERTISE
Candidates must demonstrate hands-on proficiency with next-generation AI tools, LLM platforms, and Salesforce AI capabilities:
CORE AI PLATFORMS & LLMS
Claude (Anthropic)
GitHub Copilot / Codex
Cursor IDE
ChatGPT-4o
Gemini Code Assist
SALESFORCE AI & AGENTFORCE LAYER
Agentforce Sales & Deal Desk Agents
Einstein Deal Insights
Prompt Builder (Quote AI)
Revenue Intelligence AI
Einstein Opportunity Scoring
MCP (Model Context Protocol)
DEVELOPER PRODUCTIVITY & DEVOPS
Salesforce CPQ / Revenue Cloud
Salesforce Billing
Apex, LWC, SOQL
DocuSign / Conga CLM
Git, SFDX, Copado
Postman, MuleSoft REST APIs
SALESFORCE CLOUD EXPERTISE ( ARM mandatory and ANY OF 2 CLOUDS AS MENTIONED BELOW )
Revenue Cloud (CPQ & Billing)
Expert-level configuration and development across the full CPQ stack: product catalogue, bundles, pricing strategies (list, block, cost-plus, percentage of total), discount schedules, product rules, price rules, constraint rules, quote templates, multi-tier approval chains, and order management. Deep Salesforce Billing knowledge: invoice generation, payment processing, usage summaries, credit memos, and revenue schedule management.
Advanced Revenue Management (ARM)
Hands-on experience with Salesforce ARM for ASC 606 / IFRS 15 revenue recognition: performance obligation definition, standalone selling price (SSP) configuration, transaction price allocation, and automated revenue schedule generation. Ensure ARM outputs withstand internal audit and external auditor review.
Sales Cloud
Deep CPQ-to-Sales Cloud integration expertise: Opportunity Products, Contract generation, Order management, Account hierarchy pricing, and partner pricing tiers. Build AI-assisted Deal Desk workflows and approval automations triggered by CPQ pricing and margin data.
Service Cloud
Connect Revenue Cloud to service operations: contract entitlements triggering service SLAs, usage-based billing alerts, automated renewal case creation, and Agentforce Service Agent deflection for billing enquiries and contract amendment requests.
Experience Cloud
Build CPQ-connected partner portals enabling partner quoting, deal registration, margin visibility, and self-service renewal and amendment flows for end customers — reducing revenue team operational overhead.
Data Cloud & Revenue Intelligence
Unify product usage, billing, contract, and CRM data in Data Cloud to power AI-driven upsell/cross-sell recommendations, renewal risk scoring, and Revenue Intelligence dashboards that give leadership real-time ARR visibility.
INDUSTRY DOMAIN KNOWLEDGE ( ANY ONE OF FOLLOWING )
Hi-Tech & SaaS
Subscription pricing models: per-seat, usage-based, tiered, hybrid, and consumption-based billing configurations in Salesforce CPQ
SaaS ARR/MRR/NRR metrics and how Salesforce Billing data feeds into revenue reporting and board-level financial dashboards
Co-terming, pro-ration, and mid-term amendment logic for SaaS contract changes, upgrades, downgrades, and expansions
Channel sales CPQ: reseller pricing tiers, distributor margins, partner deal registration discount logic, and MDF allocation
PLG (Product-Led Growth) integration: product telemetry triggering auto-generated upsell quotes in Salesforce via MCP / API events
Healthcare & Life Sciences
Complex contracting in MedTech and Pharma: GPO contracts, IDN pricing agreements, government pricing, and formulary management
Usage-based billing for medical devices and clinical SaaS platforms (per-scan, per-test, per-seat) with Salesforce Billing
Compliance considerations affecting pricing configuration: Anti-Kickback Statute (AKS), Sunshine Act, and government contract requirements
Multi-site, multi-entity contract structures common in health systems and hospital networks with parent-child account hierarchies
RFP-driven pricing, government contract vehicles (GPO, VA, DoD), and public sector quoting configuration requirements
FUNCTIONAL KNOWLEDGE (FOUNDATION FOR AI SOLUTIONS)
Deep functional knowledge enables professionals to design AI-powered Salesforce solutions that reflect real business intent — not just technical requirements. This is what separates good implementations from transformative ones.
Configure-Price-Quote Business Knowledge
Understanding WHY products are bundled, priced, and discounted the way they are — not just HOW to configure it — enables CPQ developers to build AI-assisted pricing recommendations that respect real margin guardrails, reflect actual commercial strategy, and survive Finance review.
Contract Lifecycle & Amendment Logic
Functional fluency in co-terming, upgrades, downgrades, and cancellations means developers can build amendment and renewal automations that handle real-world edge cases — not just happy-path scenarios that break on the first mid-term change request.
Revenue Recognition Principles
A working understanding of ASC 606 / IFRS 15 allows CPQ/ARM developers to correctly configure performance obligations, SSP hierarchies, and revenue schedule rules — producing ARM outputs that survive audit without manual correction.
Deal Desk & Approval Governance
Understanding the real-world deal desk process — who approves what, under which margin thresholds, with what exceptions — allows developers to encode intelligent approval routing logic and build Agentforce Deal Desk Agents that mirror actual commercial governance.
KEY RESPONSIBILITIES
Design, build, and configure end-to-end Salesforce CPQ implementations: product catalogue architecture, pricing models, bundle configurations, approval workflows, and order generation
Develop Salesforce Billing configurations: invoice runs, payment gateway integrations, usage summaries, credit memos, and tax integrations
Build and maintain Salesforce ARM (Advanced Revenue Management): performance obligation templates, SSP hierarchies, revenue recognition rules, and ASC 606 / IFRS 15 compliant schedules
Develop custom Apex CPQ plugins (pricing plugins, quote calculator plugins, custom action scripts) and LWC components for CPQ UI extensions
Use Cursor and Claude for AI-pair-programmed development of complex Apex plugins, pricing scripts, and ERP integration connectors
Integrate CPQ/Billing with ERP systems (SAP, NetSuite, Oracle) via MuleSoft or direct REST APIs for seamless order-to-cash automation
Build Agentforce-powered Deal Desk Agents: AI-assisted quote structuring, margin analysis, competitive positioning, and approval escalation
Implement DocuSign / Conga CLM integrations for automated quote-to-contract document generation and e-signature workflows
Design and execute CPQ data migration strategies for transitions from legacy quoting systems (Apttus, Zuora CPQ, custom-built tools)
AI & AGENTFORCE SPECIFIC RESPONSIBILITIES
Build Agentforce Deal Desk Agents with CPQ-aware skills: AI-assisted quote structuring, upsell identification, discount guardrails, and approval workflow initiation
Use Einstein Prompt Builder to generate AI-authored Executive Summary fields on quotes — surfacing key deal terms, risk flags, and competitive context to approvers
Expose CPQ pricing waterfall, quote configuration, and approval status via MCP servers for conversational deal intelligence in AI assistants
Use Claude or Codex to generate complex CPQ Apex pricing scripts, product rule logic, constraint rules, and comprehensive Apex test classes
Integrate Revenue Intelligence AI dashboards with CPQ data to identify renewal risk, churn patterns, and expansion opportunities from billing and usage signals
Build AI-assisted renewal flows: Agentforce proactively identifies contracts approaching renewal, generates renewal quotes, and triggers approval and outreach workflows
Implement Einstein Deal Insights integration to surface CPQ anomalies — unusual discounts, configuration errors, missing required fields — before quotes reach deal desk review
TECHNICAL SKILLS & QUALIFICATIONS
NICE TO HAVE
Salesforce Certified CPQ Specialist or Revenue Cloud Consultant credential
Salesforce Industries (Vlocity) Contract Lifecycle Management experience
Zuora or Chargebee migration experience to Salesforce Billing
Revenue Intelligence (formerly Clari) or Gong integration experience
MEDDICC / MEDDPICC sales methodology and its CPQ data model implications
Multi-currency, multi-entity, and multi-language CPQ configuration for global enterprises
SOFT SKILLS & MINDSET
