Lead Business Systems Analyst, Lead-to-Cash

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.

Responsibilities

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; 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); 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; Configure and build simple-to-medium-complexity changes 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 engineers with clear technical designs, and review what they build; Ship changes through the release process, with sandbox testing, peer review, version control, and documentation; 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 Integrations Engineers; Partner with Revenue Accounting so every design supports ASC 606 and SOX control requirements; Work with 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

Requirements

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

Nice to have

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

Benefits

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; Equity