Business Consultant (CPQ & CRM)Reports to: COOLocation: Hybrid / Australia
Department: Consulting
Role Type: Full-Time
Role PurposeThe 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 DesignBusiness 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 OperationsCPQ 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 ArchitectureIntegration 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 ManagementStrategic 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 & EnablementProject 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 YouYou 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.
