In this episode of the CPQ Podcast, Frank Sohn welcomes Adam Wainright, a veteran with 15+ years in the Configure, Price, Quote (CPQ) space, now helping lead HubSpot’s CPQ and revenue strategy. Adam shares his career journey across Selectica/Determine, CallidusCloud, Clari, Cacheflow (acquired by HubSpot), and beyond.

Adam discusses:

• HubSpot’s CPQ launch at INBOUND and how it delivers speed, visibility, and control to sellers and revenue operations teams.

• Why their North Star is Revenue Operations—and how HubSpot is building a complete Revenue Lifecycle Management solution.

• Lessons learned from scaling companies from $7M to $200M in revenue, navigating multiple M&As, and leading global sales teams.

• His “Supersonic Sales Process” philosophy, with the mantra: Don’t pitch product—pitch process.

• The role of AI in CPQ, from conversational quote builders to revenue governance.

• Personal insights on leadership, active listening, and balancing life in Marina, CA with family, running, and hiking Big Sur.

If you’re interested in HubSpot CPQ, Revenue Operations, or the future of Revenue Lifecycle Management, this episode offers valuable insights into strategy, technology, and customer success.

🔗 Learn more about HubSpot CPQ  https://www.hubspot.com/products/commerce/cpq 
📬 Contact Adam on LinkedIn https://www.linkedin.com/in/awainwright/ 

Contact Adam via email at awainwright@hubspot.com