CPQ & Revenue Operations Architect – Fractional Consultant Salesforce | Dynamic Pricing | Commercial Systems About Town Web and HeyGov We are a portfolio of municipal technology companies serving 800+ local governments across the United States, with approximately $2M ARR and growing. Our sales team manages inbound, outbound, and cross-sell opportunities across a multi-product catalog that includes SaaS subscriptions, services, support packages, and implementation fees. Our pricing model includes population-based tiers, socioeconomic indicators, growth velocity factors, promotional discounts, and bundled incentives. We are seeking a senior consultant to design and implement a scalable CPQ and revenue systems architecture that standardizes pricing, improves speed to quote, and establishes disciplined commercial infrastructure as we scale. This is a hands-on fractional engagement focused on architecture and execution. Role Overview You will assess, design, and implement a CPQ solution integrated with Salesforce that supports dynamic pricing, bundle logic, structured workflows, and clean revenue reporting from quote generation through contract execution and downstream fulfillment. You will also advise on foundational Revenue Operations processes appropriate for a $2M ARR organization preparing for its next stage of growth. Key Responsibilities - CPQ Strategy and Architecture. Evaluate and recommend the appropriate CPQ approach, including Salesforce-native or third-party solutions. Design the pricing engine logic, product configuration framework, and bundle discount structure to support variable pricing inputs and promotional flexibility. - Dynamic Pricing and Data Enrichment. Design a system that incorporates municipality characteristics such as population, SNAP data, and population velocity into pricing logic. Advise on build versus buy for data enrichment and ensure pricing calculations are accurate, scalable, and maintainable. - Salesforce Integration and Commercial Infrastructure. Align CPQ configuration with Salesforce lifecycle stages, pipeline definitions, and forecasting structure. Ensure quotes, contracts, renewals, and expansions are structured to support automation, reporting, and future billing integration. - Proposal Generation and Workflow Automation. Implement streamlined proposal workflows that allow sales representatives to generate accurate, branded proposals efficiently. Accepted proposals should trigger structured automation and clean handoffs to fulfillment and billing processes. - Bundle Pricing and Revenue Strategy. Structure bundled pricing logic to incentivize multi-product adoption while maintaining margin discipline. Support differentiated pricing strategies for new customers and cross-sell or upsell scenarios. - RevOps Foundations. Establish foundational revenue operations processes, including standardized sales stages, reporting architecture, and scalable workflows aligned to current scale. - Documentation and Training. Document system architecture, pricing logic, and operational workflows. Train sales and leadership teams to ensure consistent usage and long-term maintainability. Engagement Structure We are targeting a 3-month implementation for core CPQ functionality, structured across the following phases. Additional optimization work may extend beyond this window depending on data integration complexity and architectural decisions. - Phase 1: Assessment and Architecture. Requirements validation, CPQ tool recommendation, pricing engine and bundle logic design, data enrichment strategy, and implementation roadmap. - Phase 2: Implementation. CPQ configuration, Salesforce integration, dynamic pricing setup, automation deployment, and workflow implementation. - Phase 3: Optimization. Refinement based on live usage, reporting enhancements, and establishment of scalable RevOps foundations. Qualifications - Significant experience implementing CPQ solutions within Salesforce environments - Experience designing complex pricing engines with variable inputs - Strong understanding of subscription SaaS revenue models - Experience integrating CPQ with CRM, marketing automation, and billing systems - Ability to balance system flexibility with operational simplicity - Experience advising growth-stage companies on commercial infrastructure Preferred - Salesforce certifications - Experience in vertical SaaS or GovTech - Experience supporting ARR growth from $2M to $10M+

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description This role offers the opportunity to drive operational excellence across global revenue and demand planning processes. The Senior Analyst will leverage AI-driven tools to optimize forecasting, inventory management, and reporting while collaborating across multiple teams and regions. You will analyze complex data sets, identify risks and opportunities, and provide actionable insights to support decision-making and operational KPIs. The role requires a detail-oriented, analytical professional capable of managing multiple projects and driving process improvements across global teams. Success is measured by enhanced efficiency, accurate reporting, and the ability to influence strategic revenue operations initiatives. This position offers remote flexibility, cross-functional collaboration, and the ability to shape global operational strategies. - Optimize and document end-to-end revenue operations processes, ensuring efficiency and accuracy across the global organization. - Lead change management initiatives to drive adoption of new tools, operating models, and AI-enabled workflows. - Develop executive-ready dashboards, metrics, and reports to support forecasting, backlog, shipment, and operational KPIs. - Analyze large, complex data sets to identify risks and opportunities, particularly in excess inventory depletion and end-of-life product planning. - Collaborate with cross-functional teams, including PLM, Route-To-Market, and Supply Chain, to orchestrate demand shaping and product transitions. - Provide actionable insights to Sales, Account Management, and senior leadership to enhance revenue planning and operational effectiveness. - Support quarterly metrics reporting, AI-driven analytics initiatives, and continuous process improvement efforts. Qualifications - Bachelor’s degree in Economics, Finance, Mathematics, Business Management, or related quantitative field, or equivalent experience. - Extensive experience in Revenue Operations, Business Operations, Account Management, Finance, or a similar analytical role. - Advanced Excel skills (Pivot Tables, V-Lookups, IF statements, complex modeling, automation, data transformation). - Experience with AI-enabled tools and analytics solutions. - Strong process development, change management, and project execution skills. - Ability to synthesize disparate data into actionable insights and communicate findings effectively. - Strong organizational skills and the ability to manage multiple tasks across regions and time zones. - Experience with SAP, Power BI, and Co-Pilot, and familiarity with revenue forecasting and planning models is a plus. - Project Management or Agile certification (PMP, Scrum, SAFe) is desirable. Benefits - Competitive base salary: $81,500 - $116,500, depending on experience and location. - Comprehensive healthcare coverage, including medical, dental, vision, life insurance, and disability plans. - 401(k) with employer match and stock purchase plan. - Paid time off, including 12 holidays, flexible time off, a minimum of 48 hours sick leave, and 16 weeks paid parental leave. - Health Savings Account (HSA) and Flexible Spending Account (FSA) contributions. - Remote work flexibility across eligible U.S. states. - Opportunities for professional development and cross-functional collaboration in a global organization.

• Architect and implement a scalable, best-in-class Revenue Operations strategy • Conduct structured discovery into GTM inefficiencies, design solutions, and implement processes • Establish a trusted “single source of truth” for revenue data • Own the administration, integration, and continuous improvement of our GTM technology stack • Partner closely with GTM leadership to identify enablement needs • Drive meaningful improvements in our sales forecasting methodology

• Define and communicate the product vision and strategy, ensuring alignment with broader business objectives and company goals. • Develop and manage the product roadmap, prioritizing features and initiatives based on user needs, business value, and strategic priorities. • Partner with stakeholders across business, IT, and leadership to understand operational objectives, key results, and complex business problems. • Own and manage product backlogs, guiding the team in feature prioritization with a clear connection to the overall strategy. • Conduct quantitative and qualitative analysis to frame feature value, define success signals, and gain insights for adoption. • Lead the team in conducting discovery through structured user research, interviews, and journey mapping to identify pain points and behavioral drivers. • Oversee the development of detailed documentation, including business requirements, process flows, use cases, and user stories that outline problems and opportunities. • Perform and guide complex analyses related to systems, such as assessing the ROI of a change, and synthesize takeaways that connect to broader business objectives. • Support the framing, development, and testing of assumptions related to user value, feasibility, and business viability. • Lead working sessions and facilitate interactions between business teams, product, and IT to ensure smooth delivery and alignment. • Serve as an expert in the Software Development Life Cycle (SDLC), guiding business teams and directing next steps to progress projects. • Proactively manage stakeholder communications, keeping partners informed of progress, risks, and changes to the roadmap. • Function as the business lead for IT communication, facilitate User Acceptance Testing (UAT), and validate production deployments. • Track thematic product metrics (e.g., user happiness, adoption, ROI) and report insights for iteration and continuous improvement. • Lead, mentor, and develop a team of system analysts, providing direction, coaching, and support for their work. • Foster a collaborative and high-performing team culture centered on innovation and continuous improvement. • Manage teammate performance, including goal setting, evaluations, and professional development.