Conga: A Comprehensive Interview Preparation Guide to Success

Conga is a business-to-business software company focused on Revenue Lifecycle Management, bringing together capabilities that span configure-price-quote (CPQ), contract lifecycle management (CLM), document generation, eSignature, billing, and AI-driven contract intelligence. The modern Conga was created in 2020 when Apttus and Conga combined under the ownership of Thoma Bravo, unifying two pioneers of quote-to-cash and document automation.

Headquartered in Broomfield, Colorado, Conga is widely known for its deep Salesforce-native heritage-particularly Conga Composer for document generation and mature CLM and CPQ solutions that address complex enterprise use cases. By helping organizations standardize, automate, and connect the commercial processes that run from first quote through signed contract and revenue recognition, Conga reduces cycle times and risk while improving accuracy and compliance. The company’s portfolio is designed to work across industries and integrate with core business systems, enabling customers to modernize revenue operations end to end and scale with governance.

This comprehensive guide provides essential insights into Conga's operations, culture, and recruitment process, equipping readers with the knowledge needed to excel in interviews and understand the company's strategic direction.

1. Company Overview

About Conga

Conga provides software that digitizes and automates the revenue lifecycle, including CPQ, CLM, document generation, eSignature, billing, and AI-powered contract analytics. The current company emerged in 2020 when Apttus, a leader in quote-to-cash, combined with Conga, known for Conga Composer and contract management, and adopted the Conga name.

With roots in the Salesforce ecosystem and enterprise-grade capabilities, Conga supports organizations in standardizing commercial processes, accelerating deal velocity, and strengthening compliance across complex sales, legal, and finance workflows.

Company History

Trace Conga's evolution through key periods, highlighting major transformations and growth phases.

• 2006: Founded in Colorado as AppExtremes to provide Salesforce document generation tools.
• 2013: Rebranded as Conga and secured $37 million in its first external funding.
• 2015: Received additional investment from Insight Venture Partners.
  2018: Raised $47 million and acquired Octiv, Orchestrate, and Counselytics.
• 2020: Apttus acquired Conga for $715 million, forming a combined company under CEO Frank Holland.
• 2021: Acquired Contract Wrangler to strengthen its contract lifecycle management capabilities.
• 2024: Launched the Conga Advantage Platform and appointed Dave Osborne as CEO.
• 2025: Received a Fitch upgrade to ‘B+’ and announced plans to acquire PROS' B2B CPQ business.

Key Milestones in Conga History

Critical achievements that shaped Conga's trajectory and market position.

2. Mission, Vision, and Values

Core principles and strategic direction sourced directly from Conga's official website.

Core Values

Conga's corporate values as officially listed on its website.

• Customer Focus: We prioritize empowering customers to grow, protect, and expand their revenue while maximizing their lifetime value.
• Innovation & Excellence: We transform how teams operate by delivering forward-thinking solutions for configuration, execution, and contract renewal.
• Team Culture & People-Driven: We build a culture grounded in the strengths and commitment of our people, shaping how we hire, work, and succeed together.

3. Comprehensive Product and Service Offerings

Conga’s portfolio covers the revenue lifecycle from initial configuration and pricing through contract generation, signature, billing, and post-execution analysis. Solutions are designed to integrate with core CRM/ERP systems (notably Salesforce) and apply workflow, governance, and AI to accelerate deals, improve accuracy, and reduce commercial risk.

1.Contract Lifecycle Management (CLM)

Conga CLM centralizes authoring, negotiation, approvals, and obligation management so legal and business teams can control risk and speed cycle times while maintaining compliance and auditability.

• Conga CLM: Enterprise contract lifecycle management that automates clause and template control, tracks versions and negotiations, orchestrates approvals, and manages obligations and renewals with robust repository and search.
• Conga Contracts for Salesforce: Salesforce-native contract management that enables sales and legal to generate, negotiate, and execute agreements without leaving CRM, using guided templates and approvals.
• Conga Contract Intelligence: AI-powered extraction and analysis of contract terms, clauses, and obligations to surface risk, improve visibility, and inform compliance and revenue decisions.

2.Configure-Price-Quote (CPQ) & Pricing

Conga CPQ helps sellers configure complex products and services, apply rules-based pricing and discounting, and generate accurate quotes integrated with downstream contracting and billing.

• Conga CPQ: Configuration and pricing engine with rules, approvals, and guided selling for complex catalogs, enabling fast, accurate quotes and margin control.
• Conga CPQ for Salesforce: Salesforce-integrated CPQ that streamlines quoting directly in CRM, synchronizing product, price, and approval policies with contracting.
• Advanced Pricing & Promotions: Capabilities to manage price lists, tiers, bundles, and promotions with governance, reducing errors and improving deal velocity.

3.Document Automation & eSignature

Conga’s document generation and signature tools accelerate agreement creation and execution with secure, compliant workflows tightly integrated with CRM and CLM.

• Conga Composer: Document generation for Salesforce data that produces branded quotes, proposals, and contracts in formats like Word, PowerPoint, Excel, and PDF.
• Conga Sign: Enterprise eSignature solution that provides secure, auditable signing workflows, templates, and authentication with native Salesforce integration.
• Conga Orchestrate: No-code process automation to define and manage document and approval workflows across sales, legal, and finance processes.

4.Billing & Revenue Management

Conga connects quoting and contracting with invoicing and revenue processes, helping organizations manage subscriptions, usage, and one-time charges with accuracy and control.

• Conga Billing: Billing and invoicing that supports subscriptions, usage, and milestone models, linking pricing and contract terms to revenue schedules and collections.
• Revenue Recognition Support: Capabilities that align contract terms and billing events with downstream revenue operations to improve compliance and reporting.
• Amendments & Renewals: Process controls for midterm changes, upsells, and renewals to preserve data integrity and ensure accurate invoices and entitlements.

5.AI, Analytics, and Governance

Conga augments revenue workflows with AI-driven insights and governance to improve decision-making, standardize processes, and surface risk across contracts and pricing.

• Conga Contract Intelligence: Machine learning-based extraction of key terms, clause comparison, and risk flags to accelerate review and improve obligation tracking.
• Lifecycle Analytics & Dashboards: Reporting on pipeline-to-cash metrics such as cycle times, approval bottlenecks, renewal performance, and contract value to drive continuous improvement.
• Policy & Approval Governance: Configurable rules and approval frameworks that enforce pricing, discount, and clause standards across sales and legal processes.

4. Key Competitors of Conga:

1. DocuSign

DocuSign competes with Conga in contract lifecycle management and eSignature, offering agreement workflows, analytics, and integrations that overlap with Conga’s document generation, CLM, and signing capabilities.

• Overview: DocuSign, Inc. is a public software company providing eSignature and agreement management solutions, including DocuSign CLM, for global enterprises.
• Services: eSignature, Contract Lifecycle Management (CLM), document generation, contract analytics, workflow automation.
• Market Position: Publicly traded (NASDAQ: DOCU) and widely adopted across industries for eSignature and agreement management.

2. Icertis

Icertis directly competes with Conga in enterprise CLM, focusing on complex contract management, AI-driven insights, and integrations with major ERP and CRM platforms.

• Overview: Icertis is a private enterprise software company specializing in contract lifecycle management with global operations.
• Services: Enterprise CLM, AI-powered contract intelligence, obligation management, risk/compliance, integrations with SAP and Microsoft ecosystems.
• Market Position: Established enterprise CLM provider with large global deployments and strategic partnerships with SAP and Microsoft.

3. Salesforce (Revenue Cloud / Salesforce CPQ)

Salesforce competes with Conga in CPQ, billing, and revenue operations for organizations that standardize on the Salesforce platform.

• Overview: Salesforce, Inc. is a public cloud software company offering CRM and revenue lifecycle products integrated within its platform.
• Services: Salesforce CPQ, Billing, Revenue Cloud, Subscription Management, platform-native workflows and analytics.
• Market Position: Native to the Salesforce ecosystem with broad adoption among CRM-centric enterprises.

4. Oracle (Oracle CPQ)

Oracle competes with Conga in enterprise CPQ and subscription/revenue management as part of its Oracle Cloud CX portfolio.

• Overview: Oracle Corporation is a public enterprise software provider whose Oracle CPQ supports complex quoting and configuration for large organizations.
• Services: Oracle CPQ, Subscription Management, Revenue Management Cloud, integrations with Oracle Cloud Applications.
• Market Position: Strong presence in large enterprises using Oracle Cloud CX and related ERP/CRM systems.

5. SAP (SAP CPQ & SAP Ariba Contracts)

SAP competes with Conga through SAP CPQ in sales processes and SAP Ariba Contracts for procurement and enterprise contract management.

• Overview: SAP SE is a public enterprise application vendor offering CPQ within SAP Sales Cloud and contract management via SAP Ariba.
• Services: SAP CPQ, SAP Ariba Contracts, procurement and sourcing, integrations with SAP ERP and SAP S/4HANA.
• Market Position: Preferred in SAP-centric organizations seeking tightly integrated revenue and contracting workflows.

5. Corporate Social Responsibility (CSR):

Conga demonstrates its commitment to social impact through comprehensive Corporate Social Responsibility programs. The company's initiatives span environmental sustainability, community development, education, and social welfare, reflecting its dedication to creating positive change beyond business operations.

6. Career Opportunities at Conga

Conga offers diverse career paths across its global operations, providing opportunities for professionals at various stages of their careers. The company's commitment to talent development and inclusive growth creates an environment where individuals can build meaningful and impactful careers.

Job Profiles and Departments

Explore the wide range of professional opportunities available across Conga's organizational structure:

• Product Management: Define strategy and roadmaps for revenue lifecycle solutions across CLM, CPQ, document automation, billing, and eSignature. Responsibilities include user research, requirements prioritization, cross-functional delivery leadership, and product adoption metrics. Required skills: enterprise SaaS product management, data-driven decision-making, stakeholder management, and familiarity with CRM-led workflows (e.g., quote-to-cash, contract operations). Progression typically spans Associate PM to Senior/Principal PM, Group PM, and Product Director roles.
• Software Engineering: Design, build, and scale cloud services and integrations that power Conga’s platform and applications. Engineers focus on reliability, security, performance, and seamless CRM integration. Core skills include algorithms and data structures, API-first design, test automation, cloud-native development, and secure coding. Career tracks include Software Engineer to Senior/Staff/Principal Engineer, Architecture, and Engineering Management.
• Professional Services & Implementation: Implement Conga solutions for customers through discovery, solution design, configuration, data migration, testing, and enablement. Roles include Solution Architect, Functional Consultant, Technical Consultant, and Project/Program Manager. Skills: business process design (CLM/CPQ), change management, integration patterns, and stakeholder communication. Growth paths lead to Senior/Principal Architect and Delivery/Practice Leadership.
• Customer Success & Support: Drive adoption, value realization, and renewal outcomes. Customer Success Managers, Technical Account Managers, and Support Engineers partner with customers on best practices, issue resolution, and roadmap alignment. Required skills: customer advocacy, data-driven health tracking, troubleshooting, and product expertise. Progression includes Senior CSM/TAM, Manager/Director of Customer Success, and Support Leadership roles.
• Sales & Solution Consulting: Grow new and existing accounts through consultative selling and value demos. Roles include Business Development, Account Executives, Channel/Alliances, and Solution Engineers who design proposals and proof-of-value aligned to customer outcomes. Skills: enterprise sales, discovery, competitive positioning, and executive communication. Career paths advance to Enterprise/Strategic roles and Sales Leadership.
• Marketing & Communications: Build market awareness and demand for Conga’s portfolio. Functions span Product Marketing, Demand Generation, Content, Digital, Events, and Analyst Relations. Skills include positioning and messaging, campaign orchestration, performance analytics, and storytelling. Growth opportunities include Senior/Lead roles, Brand/Portfolio ownership, and Marketing Leadership.

Growth and Development Opportunities

Conga invests significantly in employee development through structured programs and initiatives:

• Product and Platform Learning: Access to role-based learning paths and product education, including training and certifications aligned to Conga’s solutions, enabling employees to deepen domain expertise in CLM, CPQ, document automation, and revenue processes.
• Leadership and Manager Enablement: Pathways to develop leadership capabilities through structured feedback, goal-setting, and people-management skill building to support progression into lead and managerial roles.
• Global and Cross-Functional Exposure: Opportunities to collaborate across regions and teams (Product, Engineering, Services, Sales, and Marketing), fostering broader business understanding and career mobility.
• Innovation and Continuous Improvement: Employee participation in product feedback cycles and solution design initiatives that encourage experimentation, customer-centric problem-solving, and iterative improvement.
• Culture, Community, and Impact: Engagement in community impact and volunteering through Conga’s social impact initiatives, alongside inclusion-focused activities that support a collaborative, values-driven culture.

7. Future Outlook and Strategic Plans

This section presents Conga's official strategic direction based on investor presentations, press releases, and sustainability reports. All information is sourced from verified company communications and reflects confirmed initiatives and goals.

Conga's future strategy is structured around key focus areas designed to align with global market trends and industry evolution:

1. Product and AI-led Revenue Lifecycle Automation

Conga’s strategy centers on unifying and automating the revenue lifecycle-from document generation and configure-price-quote to contract management, billing, and eSignature-so customers can accelerate deals, reduce risk, and improve forecasting accuracy. The company continues to invest in platform capabilities that simplify complex enterprise workflows, strengthen native CRM integrations, and extend analytics and insights.

AI is applied to high-value use cases such as obligation extraction, clause detection, and risk signals in contracts to improve speed and consistency. With a focus on usability, low-code configuration, and API-first extensibility, Conga aims to deliver measurable gains in cycle time, compliance, and revenue integrity for organizations of all sizes.

• Ongoing enhancements across Conga CLM, CPQ, Billing, Composer, and Conga Sign to streamline end-to-end quote-to-cash and contract operations.
• Expansion of AI capabilities in Conga Contract Intelligence to accelerate clause and obligation extraction and support contract risk insights.
• Continued alignment with the Salesforce ecosystem via AppExchange-native offerings and deep CRM integration.
• Product roadmap emphasis on reducing contract cycle times and improving data-driven forecasting and accuracy for enterprise customers.

2. Customer Success and Value Realization

Customer outcomes remain a core priority. Conga focuses on rapid time-to-value, adoption at scale, and standardized best practices across implementations. The company supports customers through professional services, enablement resources, and a community that shares learnings and solution patterns. Events and customer forums provide a venue for roadmap feedback and knowledge exchange, reinforcing a closed-loop model between product and practitioners to continually improve deployment quality and business impact.

• Professional Services delivery and advisory to standardize deployments and accelerate time-to-value.
• Role-based enablement and product education resources to drive adoption and self-sufficiency.
• Customer community engagement and user events (e.g., Conga Connect) to share best practices and influence roadmap priorities.
• Lifecycle success models that align KPIs such as adoption, renewal, and expansion to customer value realization.

3. Ecosystem and Partner-Led Expansion

Conga builds on a robust ecosystem strategy that prioritizes seamless integration with leading CRM platforms and collaboration with implementation partners. The approach enables scalable delivery, localized expertise, and broader market reach. Emphasis is placed on prebuilt integrations, open APIs, and best-practice templates that help organizations connect Conga’s applications with existing CRM, ERP, and data systems for faster rollouts and lower total cost of ownership.

• Strengthening AppExchange presence and native CRM integrations to meet customers where they operate.
• Expansion of partner-led implementations through global and regional system integrators.
• Enhancements to APIs and connectors to streamline integrations with enterprise systems.
• Industry-aligned solution patterns to address common use cases in complex quoting and contracting.

4. Innovation and R&D

Conga continues to invest in research and development that advances automation, analytics, and intelligence across the revenue lifecycle. Innovation priorities include smarter document generation, contract analytics, scalable configuration for complex pricing, and secure eSignature at enterprise scale. The company emphasizes frequent cloud releases, backward-compatible improvements, and extensibility so customers can adopt innovation without disruption to business operations.

• Regular cloud release cadence focused on performance, scalability, and admin simplicity.
• New capabilities in document automation, CLM analytics, and complex pricing configuration.
• Ongoing exploration of AI/ML techniques for contract understanding and process automation.
• Strengthening platform extensibility and integration patterns to support custom solutions.

5. Talent and Workforce Strategy

A people-first strategy supports product excellence and customer outcomes. Conga emphasizes hiring for domain expertise in revenue lifecycle processes, developing employees with role-based learning, and fostering an inclusive, collaborative culture. Employee engagement and social impact programs reinforce purpose and retention, while cross-functional collaboration ensures teams are aligned to customer value.

• Targeted hiring across Product, Engineering, Services, Customer Success, and Go-to-Market functions.
• Ongoing learning and certification opportunities aligned to Conga’s product portfolio.
• Inclusion- and community-focused initiatives, including opportunities to engage in social impact programs.
• Career mobility through internal opportunities and cross-functional collaboration.

6. Operational Discipline and Performance

Conga focuses on disciplined growth with an emphasis on durable unit economics, customer retention, and operational efficiency. Capital allocation prioritizes product innovation and customer success while streamlining processes to enhance scale and consistency across global operations.

• Prioritization of recurring revenue growth through adoption, expansion, and high retention.
• Investment focused on product R&D and customer success capabilities.
• Process standardization to improve delivery quality and reduce implementation timelines.
• Continuous improvement programs to optimize cost-to-serve and operational efficiency.

8. Latest News & Updates about Conga

Stay informed about Conga's recent developments, announcements, and industry recognition through curated news coverage.

9. Conclusion

Founded from the combination of leading quote-to-cash and contract management capabilities, Conga is known for modernizing the revenue lifecycle with products spanning document automation, CPQ, CLM, billing, and eSignature. Its platform-first approach, deep CRM integrations, and growing use of AI for contract intelligence help organizations shorten cycle times, reduce risk, and improve forecasting.

Strategically, the company emphasizes customer outcomes, ecosystem partnerships, and continuous product innovation supported by operational discipline. With an established global presence and a track record of enterprise deployments, Conga remains a key player in revenue lifecycle automation. For candidates, Conga offers impactful roles across Product, Engineering, Services, Customer Success, Sales, and Marketing, each connected to solving complex, high-value business problems.

Employees benefit from role-based learning on Conga’s products, cross-functional collaboration, and a culture that prizes customer results and innovation. If you are passionate about improving revenue processes and contract operations at scale, Conga provides a platform to grow skills, take ownership, and influence outcomes for leading organizations.

Key Takeaways for Aspiring Conga Candidates

• Research and Preparation: Thoroughly understand Conga's business model, recent developments, and strategic initiatives. Stay updated on industry trends and the company's competitive positioning to demonstrate genuine interest and knowledge during interviews.
• Cultural Alignment: Familiarize yourself with Conga's values, mission, and corporate culture. Prepare examples from your experience that demonstrate alignment with these principles and showcase how you can contribute to the company's objectives.
• Technical Competency: Develop relevant skills and knowledge specific to your target role at Conga. Understand the technical requirements and industry standards that apply to your area of interest within the organization.
• Industry Awareness: Stay informed about broader industry trends, challenges, and opportunities that affect Conga's business. This knowledge will help you engage in meaningful discussions about the company's strategic direction and market position.