Senior Program Manager, Lead-to-Cash

About Your Role

We're redesigning Juniper Square's Lead-to-Cash process end to end: how demand is captured and routed, how opportunities are created and forecast, how deals are priced, quoted, and contracted, and how they flow into onboarding, billing, collections, and revenue recognition. We're hiring a Senior Program Manager to own execution of that program across Marketing, Sales, Deal Desk, Legal, Revenue Accounting, Billing, Fund Administration operations, and Customer Experience, for both new-logo deals and expansions with existing fund administration clients.

The program spans 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. You'll sequence the work so every stage ships usable improvements each month, and design the process so it can be run by AI agents as well as by people.

What You’ll Do

Program leadership & alignment

• Own the end-to-end Lead-to-Cash roadmap, from demand capture through recognized revenue, with a named owner for every stage
• Build and maintain the cross-functional dependency map across Marketing, Sales, Deal Desk, Legal, Finance, Fund Administration operations, and CX
• Run decision forums and get decisions made and documented, including rules of engagement between Sales and Fund Administration for expansion deals

Demand to opportunity

• Partner with Marketing and Sales leadership on lead capture, scoring, and routing from Marketo into Salesforce, including routing existing customers to their account owners
• Define one intake path in Salesforce for expansions, whether they start with a seller, Customer Success, or Fund Administration
• Drive consistent opportunity creation and forecasting in Salesforce and Gong across new-logo and expansion motions

Price, quote & contract

• Lead the CPQ selection to a decision, evaluated against our real pricing scenarios (asset-based fees, multi-entity, multi-currency, event-triggered service starts)
• Run the CPQ implementation and its hand-off to Ironclad for order forms, with approvals and audit trail held in the system
• Sequence the migration of live subscriptions onto the new model without disrupting an active billing cycle

Order to cash & revenue

• Drive the automated hand-off from signed contract to booking, Fund Administration onboarding, and billing setup, orchestrated through Workato
• Partner with Billing and Revenue Accounting on subscription flow into Zone Billing and NetSuite, invoicing, collections, and ASC 606 revenue recognition

Measurement & change management

• Define and own KPIs across the funnel, including speed to lead, quote cycle time, days from signature to first invoice, manual touches per order, and revenue-metric consistency across systems
• Own cutover, rollback, training, and change management for every team whose daily work changes, with controls that support SOX, SOC 1, and SOC 2

What Success Looks Like

• First 90 days: an end-to-end Lead-to-Cash map and program plan covering new-logo and expansion motions, signed off by every functional leader
• Within 6 months: expansion intake and ownership live in Salesforce, a CPQ decision made, and implementation underway
• Within 12 months: signed deals flowing to booking, onboarding, and billing without re-keying, with measurable gains in quote cycle time and days to first invoice

Required Qualifications

• 8+ years of program or project management experience, including at least 4 years leading lead-to-cash, quote-to-cash, or order-to-cash transformation programs at a B2B software or services company
• Delivered programs that spanned the full revenue chain: marketing and lead management, CRM and forecasting, CPQ and contracting, billing, collections, and revenue recognition
• Led at least one CPQ or billing system selection and implementation end to end, from requirements through go-live and hypercare
• Hands-on program experience with Salesforce and NetSuite, or comparable CRM and ERP platforms
• Delivered in a multi-entity, multi-currency environment with pricing that is not seat-based (usage, consumption, asset-based, or transaction-based)
• Experience with both new-business and expansion motions, including account ownership and rules of engagement between teams
• A track record of aligning Sales, Marketing, Finance, Legal, and Operations leaders with competing priorities, and getting decisions made and kept
• Clear, direct writing: you can produce a decision memo an executive can act on
• Comfort operating without a strict playbook, since this program is being defined as it's built

Preferred Qualifications

• Experience in financial services, fund administration, private markets, or another services business with complex fee structures
• Familiarity with Marketo, Gong, Ironclad, Zone Billing, or Workato
• Experience using AI tools (e.g., Claude) in your own work, or delivering processes designed for agentic automation
• PMP, PgMP, or a comparable certification

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 $185,000 - $235,000. 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 savings 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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