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+