Overview

The Salesforce Business Analyst bridges business needs and Salesforce CPQ implementation. They elicit, analyze, and document business and functional requirements, ensuring that Product Catalog, Guided Sales, and Quote Management capabilities align with commercial goals, country-specific constraints, and operational processes. The role focuses on structuring complex CPQ logic (rules, eligibility, validations, approvals) into implementable requirements and supporting predictable delivery in a global, multi-country environment. Client: Our client is a global travel-tech company that provides various travel services. Project Overview: We are working with a global organization focused on delivering scalable B2B solutions that empower commercial and operational teams worldwide. The project is centered around Salesforce Revenue Cloud (CPQ) and aims to transform sales enablement by providing a guided, compliant, and intelligent quoting experience across multiple countries and service models. One of the key challenges addressed by the product is the ability to capture demand for products that are not yet available in specific regions. By allowing sales teams to quote such products as “Not Available” with an associated ETA, the business can track demand in real-time and automate future upsell and renewal opportunities when those offerings become available — without impacting current delivery or onboarding processes. Revenue Cloud serves as the system of record, sales decision engine, and operational handoff platform. Also, the product will evolve from rule-based guidance toward AI-augmented decisioning, enhancing guided sales flows with recommendations based on historical deals, customer profiles, and existing contract data.

Responsibilities:
  • Elicit, analyze, and document business requirements and gaps for Salesforce Revenue Cloud (CPQ).
  • Convert business requirements into functional requirements and user stories (personas, use cases, process flows, acceptance criteria).
  • Own requirement areas across CPQ domains (Product Catalog Objects, CPQ Bundles, Product Options, Attributes, Configuration; Constraint Rules, Eligibility Rules, Resolution Rules, Validation Rules; Guided Sales Wizard (OmniScript, guided questions, rule/option logic); Quote Management (Quote/Quote Line Items, approvals/exceptions, onboarding payload, contracts, assets, country/region availability).
  • Collaborate with stakeholders to define and validate country capabilities and product availability/ETA processes (including optional approval steps).
  • Propose Salesforce-native solutions aligned with an out-of-the-box-first strategy; highlight trade-offs where customization is required.
  • Configure prototypes/POCs (when appropriate) to validate requirements and demonstrate Salesforce capabilities.
  • Facilitate workshops, demos, and feedback cycles with stakeholders as part of an agile process.
  • Work closely with developers and architects to clarify requirements, validate implementation, and ensure end-to-end traceability.
  • Support UAT preparation (test scenarios, validation of acceptance criteria) and contribute to rollout readiness (documentation, enablement inputs).
Required Qualifications:
  • 3-5 years of experience as a Salesforce Business Analyst / Consultant in enterprise environments.
  • Hands-on experience with Salesforce CPQ / Revenue Cloud is mandatory.
  • Strong understanding of product catalogs, bundles/options, configuration logic, and approval workflows.
  • Experience with OmniScript / guided sales flows and rule-based decision logic is a strong advantage.
  • Proven ability to translate business needs into functional specs, user stories, and acceptance criteria.
  • Experience collaborating with Product Owners, stakeholders, and engineering teams; strong workshop facilitation skills.
  • Deep understanding of Agile principles.
  • Salesforce Administrator certification is required.
  • Excellent analytical, communication, and stakeholder management skills.
Nice To Have:
  • Salesforce BA / CPQ-related certification is a strong plus.
  • Experience with Salesforce integrations (3rd party platforms, APIs/API gateways) is a plus.
Note:

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