Sr Director, L2C Process Owner

The Role

The Senior Director, L2C Process Owner owns how changes to BeyondTrust's Lead-to-Cash (L2C) processes and systems are prioritized and governed. The role runs the L2C governance model, makes final prioritization decisions across workstreams including final sprint and roadmap prioritization between the business and the Salesforce Center of Excellence (CoE). Leading a team of two L2C Business Partners, this leader turns business needs into a clear, stable roadmap that focuses delivery on the company's highest-value work.

What You'll Do

• Prioritize: Own the L2C roadmap and make final prioritization decisions across workstreams using impact and effort scoring, work-in-progress limits, and capacity allocations.
• Keep the plan stable: Decide which prioritized items are put forward for each sprint and approve mid-quarter roadmap changes, making trade-offs explicit when new priorities arise.
• Lead the team: Lead and develop the L2C Business Partners who perform intake on business requests, perform solution reviews, and process documentation.
• Chair the monthly L2C Governance Team meetings, ensuring changes to process and systems align with strategic objectives and maintain process and system integrity; escalate unresolved priority conflicts to executive leadership
• Own the end-to-end design: Maintain the end-to-end L2C process map and key handoffs between work streams.
• Own end-to-end process KPIs: Set targets and drive improvement for metrics such as quote creation time, no-touch renewal order and dispute rate, order hold rate, and the share of approved changes requiring customization; track intake-to-decision time, roadmap stability, and adherence to prioritization rules.
• Lead process improvement: Use the end-to-end view, KPI trends, and industry best practices to spot inefficiencies and handoff gaps, propose process changes with clear business cases, and turn them into prioritized, owned actions with Workstream and Business Leads.
• Develop and maintain strong working relationships with key customers at all levels to understand their business drivers
• Provide L2C process input to acquisition integration plans.
• Partner with GTM enablement, Workstream and Business Leads, and Solution Delivery team to coordinate communication of process and system changes.
• Maintain the policy: Own the L2C Governance Policy.
• Ability to work autonomously and have a solid understanding of and ability to execute on next steps and deliverables.

Key Stakeholders

• Salesforce CoE: project management, solution design, build, testing, release, and delivery capacity
• Revenue Operations: GTM AI automation, data quality, seller experience and GTM reporting
• Workstream Leads: vision, business priorities, critical outcomes, solution & testing oversight, and adoption

What You'll Bring

• Demonstrated experience in analyzing and optimizing processes
• Experience applying a customer-centric mindset to problem solving and collaborating effectively with cross-functional teams
• Proficient in Salesforce CRM and CPQ, including integration with ERP and billing (NetSuite)
• Education - Bachelor's Degree; Master's Degree/MBA, a plus
• 10+ years in GTM, L2C operations, or business systems in a SaaS company, including 3+ years owning prioritization or product ownership for Salesforce-based L2C processes (CPQ, order management, billing)
• 2+ years of people management experience
• Proven ability to influence senior executives and drive decisions across functions
• System, documentation, and project management experience
• Business acumen
• Capable and organized team player with excellent communication skills, who share ideas and best practices within the team and across the organization for the benefit of the business
• A proactive approach to continuous improvement & innovation
• Understand the implication of change through the implementation of technology to the business

Nice To Have

• Bachelor's degree or higher in Computer Science, Information Technology, Finance, or a related field
• Business process mapping experience
• Experience with Jira Ticketing
• Familiarity with AI and agent capabilities, within and outside of Salesforce
• Proficient with computer and information technology
• Knowledge of process engineering software systems
• Strong Presentation Skills
• Cross-Functional / Cross-Geography Team Experience

Better Together

• Diversity.
• Inclusion.
• They're more than just words for us.
• They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

• We take care of our employees so they can take care of our customers.
• Customers who come from all walks of life just like us.
• We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.