Lead Business Systems Analyst, Lead-to-Cash

About Your Role

We're redesigning Juniper Square's Lead-to-Cash process end to end, from the first marketing touch through billing and recognized revenue. We're hiring a Lead Business Systems Analyst to own the business design behind it: the commercial model (product catalog, legal entity, currency, billing determinants, and lifecycle) and the process and data requirements at every point where a deal moves from one system to the next. This is a hands-on role: beyond defining requirements, you'll configure and build simple-to-medium-complexity changes in Salesforce and the CPQ yourself.

You'll work across a stack that includes Marketo, Salesforce, and Gong for go-to-market, a new CPQ platform, Ironclad for contracting, Zone Billing and NetSuite for billing and revenue, and Workato as the integration layer. This role will partner with our Lead-to-Cash program manager who owns sequencing, and you own the model and the requirements. If you've modeled complex fee structures down to the determinant level and want to design the right model rather than patch an inherited one, this will be a great role for you.

What You’ll Do

End-to-end process design

• Document the Lead-to-Cash process for new-logo and fund administration expansion deals, stage by stage, from demand capture to revenue recognition
• Define the target process, the system of record for each stage, and the hand-off rules between stages

Lead, account & opportunity model

• Define requirements for lead-to-account matching, routing to existing account owners, and opportunity creation in Salesforce
• Design how expansion opportunities are created and forecast, including by Fund Administration account managers
• Define how a deal is represented from quote through order, provisioning, invoice, and revenue, including the customer hierarchy (account, platform workspace, fund, entity)

Commercial model & CPQ

• Design an attribute-based product catalog and pricing model for software and fund administration services
• Define billing determinants for asset-based, entity-based, and activity-based fees, including where each value is sourced and how it is validated
• Define lifecycle events (start, amendment, escalation, suspension, termination) and decide which should be automated
• Write the requirements and acceptance criteria the CPQ implementation is built and tested against

Build & configure

• Configure and build simple-to-medium-complexity changes yourself in Salesforce and the CPQ: objects and fields, Flows, validation rules, page layouts, permission sets, reports and dashboards, and CPQ products, price rules, product rules, and approval rules
• Prototype solutions in a sandbox to validate requirements with stakeholders before they're finalized
• Hand off more complex work, such as Apex, integrations, and large data migrations, to our engineers with clear technical designs, and review what they build
• Ship your changes through our release process, with sandbox testing, peer review, version control, and documentation, so every change to financial and customer data stays auditable

Contract to cash

• Define the data exchange between the CPQ and Ironclad, so signed terms, including uplifts, become the contract of record
• Specify booking, onboarding, and billing triggers, and the subscription hand-off into Zone Billing and NetSuite, working with our Integrations Engineers
• Partner with Revenue Accounting so every design supports ASC 606 and SOX control requirements

Data, testing & governance

• Work with our Analytics Engineers so ARR and other key metrics can be computed from system data
• Design and lead UAT, and own the data mapping for migrating live subscriptions
• Own the commercial model's documentation and change process after go-live

What success looks like

• First 90 days: a documented end-to-end process for both motions, and a first draft of the target commercial model and customer hierarchy, reviewed with Sales, Finance, and Fund Administration leaders; your first Salesforce configuration changes shipped to production
• Within 6 months: an approved catalog, entity model, and acceptance criteria that the CPQ and integration builds are running against
• Within 12 months: every live subscription represented in the new model at the entity level, with billing determinants and signed terms flowing between systems without re-keying

Required Qualifications

• 7+ years as a business systems analyst, solution architect, or functional consultant, including at least 4 years on lead-to-cash, quote-to-cash, or order-to-cash systems
• Requirements experience across several Lead-to-Cash stages: lead management and routing, opportunity and forecasting, CPQ, contract management, billing, and revenue
• Have modeled asset-based, usage-based, or other non-seat fee structures down to the billing determinant level
• Deep experience designing product catalogs and pricing models in a CPQ (Salesforce CPQ or Revenue Cloud, Neu, DealHub, Conga, Zuora, or similar)
• Strong working knowledge of Salesforce and Zone Billing / NetSuite data models: leads, accounts, opportunities, quotes, orders, contracts, subscriptions, invoices, and revenue arrangements
• Experience with multi-entity and multi-currency billing, including FX and escalation logic
• Working understanding of ASC 606 and how commercial terms drive revenue recognition
• SQL fluency for profiling and reconciling data across systems
• Ability to turn ambiguous processes into precise, testable specifications
• Hands-on Salesforce administration and CPQ configuration: objects and fields, Flows, validation rules, page layouts, permission sets, reports, and CPQ products, bundles, price rules, product rules, and approvals
• Experience shipping changes through sandboxes, version control, and a release process, with testing and documentation

Preferred Qualifications

• Experience with fund administration, private equity, real estate, or asset management fee structures (management fees, AUM-based pricing, entity-level fees)
• Hands-on exposure to Marketo, Ironclad, Zone Billing, or Workato
• Experience using AI tools (e.g., Claude) in your own work, or designing processes for agentic execution
• Salesforce Administrator, Platform App Builder, Salesforce CPQ, Revenue Cloud, or NetSuite certifications
• Experience with Apex, Lightning Web Components, or SOQL for changes that go beyond declarative configuration

Compensation

Compensation for this position includes a base salary, equity, and a variety of benefits. The U.S. base salary range for this role is $150,000 - $245,000. Actual base salaries will be based on candidate-specific factors, including experience, skillset, and location, and local minimum pay requirements as applicable.

Benefits include

• Health, dental, and vision care for you and your family
• Life insurance
• Mental wellness coverage
• Fertility and growing family support
• Flex Time Off in addition to company-paid holidays
• Paid family leave, medical leave, and bereavement leave policies
• Retirement saving plans
• Allowance to customize your work and technology setup at home
• Annual professional development stipend

• Your recruiter can provide additional details about compensation and benefits.
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