Business Consultant (CPQ & CRM)Reports to: COO

Location: Hybrid / Australia

Department: Consulting

Role Type: Full-Time

Role Purpose

The Business Consultant (CPQ & CRM) is responsible for leading end-to-end HubSpot implementations that transform client business processes into scalable, operational CRM solutions. This role serves as the strategic bridge between client business objectives and platform functionality, translating complex requirements into robust functional designs across Marketing, Sales, Service, and Data Hubs.

This role spans three interconnected consulting domains:

Process & Requirements Design: Discovery, documentation, and optimisation of business processes, customer journeys, data models, and functional workflows that align with client GTM strategies
CPQ & Revenue Operations: Design and implementation of Configure, Price, Quote solutions within HubSpot and integrated systems, ensuring pricing rules, product catalogues, and quoting workflows support revenue objectives
Platform Solution Architecture: End-to-end HubSpot solution design across multiple Hubs, ensuring implementations are scalable, user-adopted, and aligned with client business objectives

Beyond functional delivery, this role is accountable for establishing client relationships as a trusted adviser, identifying strategic opportunities for platform expansion, and ensuring implementations deliver measurable business value.

Key Responsibilities1. Consulting & Solution Design

Business Requirements & Process Design

Lead discovery workshops to gather, document, and validate complex business requirements across client functions
Map and optimise customer journeys, translating them into HubSpot functional designs and automation workflows
Design CRM data models including objects, properties, pipelines, and lifecycle stages that support reporting and operational needs
Document business processes, user stories, and acceptance criteria for scalable HubSpot implementations
Conduct gap analysis between current state and desired business outcomes, recommending platform-enabled solutions

HubSpot Multi-Hub Implementations

Design and deliver end-to-end implementations across Marketing Hub, Sales Hub, Service Hub, and Data Hub
Configure pipelines, workflows, custom properties, and automation logic aligned with client business processes
Establish lead routing, assignment rules, and territory management frameworks
Build reporting dashboards and custom reports that enable data-driven decision making
Ensure data integrity through validation rules, deduplication strategies, and data hygiene workflows

2. CPQ & Revenue Operations

CPQ Solution Design & Implementation

Lead Configure, Price, Quote solution design within HubSpot Quotes or integrated CPQ platforms (DealHub)
Design product catalogues, pricing structures, discount rules, and approval workflows
Implement quote templates, proposal automation, and e-signature integrations
Build margin analysis, revenue recognition, and sales performance reporting
Ensure CPQ workflows align with finance systems and revenue recognition requirements

Revenue Operations Excellence

Design deal stages, sales processes, and pipeline management frameworks that support accurate forecasting
Configure subscription management, renewal tracking, and customer lifecycle workflows
Build commission tracking, sales compensation reporting, and quota management solutions
Implement lead scoring, conversion tracking, and revenue attribution models
Support RevOps maturity by establishing best practices for data governance and process standardisation

3. Integration & Systems Architecture

Integration Requirements & Design

Translate business needs into functional integration specifications for technical teams
Document data flows, field mappings, and sync logic between HubSpot and connected systems
Provide guidance on API requirements, authentication methods, and data synchronisation strategies
Define error handling requirements, data validation rules, and integration monitoring needs
Collaborate with Technical Consultants to ensure integrations support business processes effectively

Technology Ecosystem Management

Advise on third-party app selection and integration strategy across the client's tech stack
Design integrations between HubSpot and ERPs, accounting systems, marketing automation, and industry-specific platforms
Support data migration activities including mapping, transformation planning, and validation requirements
Ensure integrations maintain data integrity and support reporting requirements across platforms

4. Client Advisory & Relationship Management

Strategic Client Partnership

Serve as trusted adviser, sharing industry best practices and BAC intellectual property
Influence stakeholders on platform capabilities, change management, and adoption strategies
Conduct executive presentations and business value demonstrations
Stay current on HubSpot product updates and ecosystem innovations to recommend optimal solutions
Provide ongoing advisory support during warranty periods and managed services engagements

Expansion Opportunity Identification

Identify organic expansion opportunities including additional Hub adoptions, advanced features, and optimisation projects
Flag and qualify expansion opportunities for collaboration with sales and delivery leadership
Support scoping discussions and requirements gathering for expansion projects with existing clients
Contribute to account health conversations, sharing insights on client maturity and strategic opportunities
Participate in renewal conversations where delivery expertise adds value to client retention

5. Project Delivery & Enablement

Project Execution

Manage project timelines, deliverables, budgets, and stakeholder communications to ensure successful outcomes
Deliver consulting work within agreed scope parameters, flagging risks and blockers proactively
Collaborate with Project Managers and Technical Consultants to ensure smooth delivery execution
Lead User Acceptance Testing (UAT) and client sign-off processes
Participate in post-implementation reviews and continuous improvement initiatives

Training & Adoption

Conduct client training and enablement sessions across multiple Hubs and user personas
Develop training materials, process documentation, and user guides to support platform adoption
Coach client teams on best practices for CRM usage, data hygiene, and workflow optimisation
Mentor junior consultants, fostering knowledge sharing and team capability development

Required Skills & ExperienceCore Requirements

Experience: 4+ years delivering HubSpot implementations across Marketing, Sales, Service, and Data Hubs
HubSpot Expertise: Deep functional knowledge of HubSpot platform capabilities, data models, workflows, and automation across multiple Hubs
CPQ Experience: Proven ability to design and implement Configure, Price, Quote solutions (HubSpot Quotes, DealHub, or equivalent platforms)
Process Design: Strong workshop facilitation, requirements documentation, and process mapping capabilities
Customer Journey Mapping: Experience translating customer journeys into functional CRM designs and automation workflows
Integration Knowledge: Understanding of APIs, data synchronisation, and ability to translate business needs into integration specifications
Project Management: Proven ability to manage stakeholder engagement, timelines, and multi-project delivery
Communication: Excellent client-facing and consulting skills with ability to influence stakeholders and explain complex concepts

Desirable Skills

Industry expertise in Financial Services, Manufacturing/Distribution, or SaaS/Technology
HubSpot certifications across Marketing, Sales, Service, and Revenue Operations
Experience with third-party integration platforms (Workato, Zapier, N8N, or similar)
Exposure to RevOps frameworks, sales methodologies, and GTM strategy
Experience with sales compensation design, territory management, or commission tracking
Change management or organisational design experience
Mentoring or leadership experience within consulting or delivery teams
Commercial awareness and experience identifying expansion opportunities within client relationships
Permanent Australian residency

About You

You are a strategically-minded consultant who thrives at the intersection of business process and technology enablement. You enjoy the variety of consulting work—solving complex problems across different clients, industries, and business challenges.

You bring:

A consulting background with deep HubSpot implementation experience across multiple Hubs
Strong process design and requirements documentation capabilities
Proven expertise in CPQ solution design and revenue operations
Ability to facilitate workshops, influence stakeholders, and build trusted client relationships
Excellent communication skills with ability to explain platform capabilities to diverse audiences
High attention to detail and commitment to quality in documentation and delivery
A problem-solving mindset that balances best practice with pragmatic business needs
Natural commercial awareness with ability to identify strategic opportunities for client growth
Self-starter mentality with ability to manage multiple priorities in a fast-paced consulting environment

Remuneration Structure

Competitive base salary reflective of your consulting expertise and experience
Performance-based commission incentives for expansion opportunities you identify and help capture:
Commission paid on qualified expansion projects generated from your client portfolio
Soft targets designed to reward commercial awareness without detracting from delivery excellence
Transparent attribution model with quarterly reviews
No penalties for not achieving expansion targets—this is an upside opportunity only
Detailed incentive structure to be discussed during the interview process

The role is primarily compensated for consulting and delivery excellence. Commission incentives are designed as additional upside for those who naturally spot and pursue growth.

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Business Consultant (CPQ & CRM)