Quote-to-Cash Architect

Quote-to-Cash Architect
What You'll Do
Quote-to-Cash (Q2C) Architect
Role Summary - The Why Now
Avalara's Quote-to-Cash systems are foundational to revenue accuracy, subscription scalability, customer retention, and cash flow performance. As Avalara expands our product portfolio and modernizes monetization models, it is increasing automation across multiple areas. These areas include quoting, billing, entitlements, provisioning, and revenue operations. To ensure these systems operate as a cohesive revenue platform, we need a dedicated Q2C Architect with deep SaaS domain experience.
The Q2C Architect translates monetization strategy into scalable, compliant solution designs across Salesforce CPQ, Billing, subscription lifecycle, usage models, entitlements, provisioning, ERP integrations, and financial controls. You will ensure that Avalara designs its revenue systems for accuracy, durability, auditability, and responsible AI-enabled automation.
This role is critical to reducing order exceptions, billing defects, manual reconciliation, provisioning friction, and downstream revenue leakage while improving the speed and predictability of Avalara's Q2C transformation.
How This Role Elevates Avalara
For the Business
You will strengthen Avalara's revenue engine by improving quote accuracy, billing integrity, expansion readiness, and operational scalability across SaaS monetization workflows.
For the Customer
You will improve the customer experience by reducing billing confusion, provisioning delays, entitlement gaps, and avoidable support escalations tied to Q2C process failures.
For the Enterprise
You will create reusable Q2C architecture patterns that reduce delivery rework, improve SOX-aware system design, and promote scalable growth across Avalara's products, markets, and customer segments.
What Your Responsibilities Will Be
Key Responsibilities
Q2C Solution Architecture
- Design scalable Q2C solutions across Salesforce CPQ, Billing, subscription lifecycle, entitlements, provisioning, usage models, ERP integrations, and revenue operations.
- Translate business and monetization requirements into clear solution designs, integration patterns, and implementation-ready architecture guidance.
- Define solution patterns for pricing, discounting, amendments, renewals, expansions, usage-based billing, and customer hierarchy impacts.
- Ensure Q2C designs align with enterprise architecture runway, Salesforce platform standards, finance requirements, and operational controls.
- Partner with delivery teams to ensure architectural intent is implemented.
SaaS Monetization & Revenue Integrity
- Apply deep SaaS Q2C expertise to improve quote accuracy, billing accuracy, usage capture, entitlement enforcement, and provisioning reliability.
- Identify and reduce sources of revenue leakage, manual reconciliation, billing disputes, order exceptions, and operational workarounds.
- Ensure Q2C workflows support subscription, usage, overage, renewal, amendment, and multi-product expansion models.
- Support scalable monetization patterns that ensure cross-sell, upsell, and product expansion.
Integration, Data, and Controls
- Define integration requirements and data handoffs across CRM, CPQ, billing, ERP, provisioning, usage, entitlement, and reporting systems.
- Ensure system designs include traceability, auditability, error handling, reconciliation points, and clear system-of-record ownership.
- Partner with Finance, RevOps, Legal, Security, and Compliance teams to ensure Q2C solutions support SOX-aware processes and financial control requirements.
- Document architecture decisions, risks, assumptions, and tradeoffs through approved architecture governance practices.
AI-Enabled Q2C Improvement
- Identify practical AI and automation opportunities that improve exception detection, pricing guidance, dispute routing, quote quality, provisioning accuracy, and revenue monitoring.
- Ensure AI-enabled Q2C workflows are explainable, governed, secure, and aligned with enterprise AI standards.
- Partner with Enterprise AI, Data, Salesforce, and Automation teams to ensure AI use cases are integrated into durable operational workflows rather than isolated experiments.
- Quantify AI-enabled improvements through measurable outcomes such as reduced manual effort, fewer defects, or faster cycle times.
Cross-Functional Partnership
- Work with Finance, RevOps, Sales Operations, Legal, Product, Engineering, Security, and Customer Experience partners.
- Collaborate with the Principal Enterprise Architect – Q2C / Monetization and Salesforce Platform Architect to ensure solutions support the enterprise roadmap and platform standards.
- Guide delivery teams through design decisions, integration dependencies, and implementation tradeoffs.
- Raise the quality and consistency of Q2C solution delivery across programs and delivery pods.
What You’ll Need To Be Successful
12-Month Success Signals
- Measurable reduction in order exceptions, billing defects, or manual reconciliation effort.
- Clear Q2C solution patterns adopted by delivery teams for quoting, billing, entitlement, provisioning, and usage workflows.
- Improved implementation predictability for Q2C projects.
- Better traceability across quote, order, billing, provisioning, entitlement, and revenue processes.
- At least one AI-enabled Q2C workflow improvement delivered with measurable business impact.
- Team member feedback from Finance, RevOps, Sales Operations, and delivery teams.
- Reduced rework caused by unclear Q2C requirements, integration gaps, or late-stage design changes.
Bar Raiser Expectations
We expect this role to:
- Hold accountable for solution clarity, completeness, ownership, and operational durability.
- Demonstrate strong judgment when balancing speed, automation, financial controls, customer experience, and long-term scalability.
- Raise the quality of Q2C architecture and delivery by challenging fragmented designs, unclear ownership, and short-term workarounds.
- Simplify complex monetization processes into scalable, reusable solution patterns.
- Strengthen Avalara's Q2C ecosystem, making it more reliable and easier to operate than you found it.
AI Bar Raiser Expectations
We expect this role to:
- Demonstrate applied AI capability in SaaS Q2C, revenue operations, or operational workflow improvement.
- Identify AI opportunities tied to measurable outcomes such as reduced exceptions, faster processing, improved quote quality, better dispute handling, or lower manual effort.
- Ensure AI use is explainable, secure, compliant, and in consideration of enterprise governance.
- Partner with architecture, data, AI, and delivery teams to embed AI into durable Q2C workflows.
- Share AI-enabled Q2C insights and raise the practical AI capability of adjacent teams.
Casual or occasional AI usage is not sufficient. This role must apply AI and automation in ways that materially improve Q2C performance, control quality, or operational scale.
Qualifications - Required
- B.S. in Computer Science or Engineering.
- 8+ years of experience in enterprise systems, solution architecture, business systems architecture, or SaaS platform implementation.
- 5+ years of hands-on experience designing or implementing Quote-to-Cash solutions for SaaS companies.
- Deep experience with SaaS monetization models, including subscriptions, renewals, amendments, usage, overages, entitlements, provisioning, billing, and revenue operations.
- Hands-on experience with Salesforce CPQ, Salesforce Billing or equivalent billing platforms, ERP integrations, and enterprise CRM workflows.
- Experience with financial controls, auditability, SOX-aware system design, and revenue process traceability.
- Experience designing integrations across CRM, CPQ, billing, ERP, product usage, entitlement, and provisioning systems.
- Experience applying automation or AI capabilities to improve operational workflows.
- Experience working across Finance, RevOps, Sales Operations, Legal, Product