Principal Product Manager, CPQ & Quote-to-Cash

F5•Seattle, WA

5d•Hybrid

About The Position

We are seeking a strategic, hands-on Principal Product Manager to lead the product vision, strategy, and execution for our Configure-Price-Quote (CPQ) platform within the broader Quote-to-Cash (Q2C) ecosystem. In this role, you will serve as the primary business-facing leader and trusted advisor for CPQ capabilities. You will act as the face of the platform to Sales, Sales Operations, Finance, Supply Chain, and Customer Success stakeholders—translating commercial strategy into scalable system capabilities while ensuring alignment between business requirements and technical delivery. This role requires deep functional and system-level expertise in Oracle CPQ and its integrations across CRM, Order Management, ERP, PIM/PDH, Subscription, and Asset systems. You must be comfortable operating at both strategic and execution levels—owning roadmap direction while also defining detailed use cases, test scenarios, and validation frameworks. The ideal candidate is a fast learner who can quickly absorb complex product models, pricing logic, and integration flows. You must be highly collaborative, working seamlessly with development and implementation teams as well as business stakeholders to drive clarity, speed, and quality across initiatives. You will play a critical role in supporting complex hardware, software, and bundled selling motions, ensuring that solutions are not only designed correctly but validated thoroughly before release.

Requirements

10+ years of experience in Product Management, Business Systems, or Strategy roles supporting Quote-to-Cash processes.
Proven experience owning enterprise CPQ platforms (Oracle CPQ preferred) in complex hardware and software business environments.
Demonstrated ability to quickly learn complex system configurations, pricing models, and integration flows.
Strong experience defining detailed use cases, test scenarios, and acceptance criteria aligned to business requirements.
Hands-on experience validating and testing delivered functionality to ensure alignment with documented requirements and expected outcomes.
Strong collaborative mindset with the ability to work effectively across engineering, architecture, implementation partners, and business stakeholders.
Deep understanding of hybrid hardware and software selling models, subscription monetization, bundled pricing, entitlement management, and revenue allocation principles.
Experience working across Salesforce CRM, ERP systems (Oracle EBS/Fusion), Order Management, PIM/PDH, and Subscription systems.
Strong analytical skills with attention to detail and execution rigor.
Excellent communication skills with the ability to bridge business and technical audiences effectively.
Bachelor’s degree in Business, Technology, Engineering, or related field (MBA preferred).

Responsibilities

Own and drive the multi-year product vision and roadmap for CPQ and related Q2C capabilities.
Serve as the primary interface and face of CPQ to business stakeholders, building trust and ensuring transparency across initiatives.
Develop a deep understanding of the CPQ system architecture, configuration models, pricing logic, approvals, and integration touchpoints.
Translate business requirements into clearly defined user stories, use cases, and functional specifications aligned to commercial objectives.
Partner directly with business stakeholders to create comprehensive test scenarios and acceptance criteria that reflect real-world selling motions.
Collaborate closely with development and implementation teams to ensure requirements are fully understood, technically feasible, and delivered accurately.
Actively participate in sprint reviews, functional validation, and user acceptance cycles to validate delivered functionality against documented requirements.
Validate and test development output to ensure pricing accuracy, workflow alignment, entitlement mapping, and system integrity before production release.
Define and support complex selling models including hardware, software subscriptions, and software-for-hardware bundled offerings.
Drive pricing, discounting, approvals, renewals, and entitlement strategy across the CPQ ecosystem.
Prioritize initiatives that improve sales productivity, deal cycle time, quoting accuracy, revenue predictability, and margin protection.
Define and monitor KPIs including adoption, defect leakage, deal velocity, quote accuracy, and revenue impact.
Lead cross-functional alignment across GTM, Finance, Operations, and IT to ensure cohesive and high-quality product evolution.