Business Process Lead, Lead-to-Quote, Customer Lifecycle

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of and manage a comprehensive L2/L3 breakdown of business capabilities encompassing Idea to Launch, Campaign to Lead, Plan to Goal, Lead to Opportunity, and Quote to Subscription.

• Conduct collaborative working sessions with Go-To-Market (GTM), Sales, Marketing, and Product stakeholders.

• Document existing and future state processes, decisions, process maps, and technical specifications.

• Convert process designs into system requirements and collaborate with Product Owners and Engineering Leads throughout the design, build, and testing phases.

• Provide support for current production systems and tracks for next-generation platform delivery.

• Integrate operational insights gained from experiences into documentation and future state designs.

• Manage change processes, enablement, adoption, readiness planning, training materials, and post-launch verification.

• Establish and report on process performance metrics.

• Maintain documented agreements at shared boundaries with fellow Business Process Leads.

• Oversee capability design and process governance related to pricing, packaging, deal desk, discount policies, approvals, margin guidelines, and CPQ.

• Direct capability design for new product introductions, SKU governance, onboarding, adoption, technical account management, renewals, expansion, and churn.

⛳️ Requirements

• Proven hands-on ownership of commercial process design within a go-to-market organization, including direct involvement in essential policy decisions.

• Over 7 years of experience in business process design, business architecture, revenue operations, or sales operations.

• Experience in breaking down business capabilities into detailed, multi-level structures or performing equivalent value stream/process mapping work.

• Excellent facilitation skills with cross-functional stakeholders and experience collaborating with vice president-level sales leadership.

• Capacity to engage in commercial trade-off discussions.

• Proven experience in translating business process requirements into actionable system requirements or technical tasks.

• Strong documentation abilities, including process maps, written requirements, and decision logs.

• Preferred: background in pricing, packaging, discount governance, or CPQ process design in a subscription or SaaS environment.

• Preferred: experience in deal desk or sales operations, including exception and approval workflows.

• Preferred: experience in renewal or customer success operations.

• Preferred: experience with new product introduction, SKU/bundle governance, contract lifecycle management tools, or legal operations partnerships.

• Preferred: experience in partner/channel program operations, partner marketing development funds, and territory or quota planning process design.

• Preferred: familiarity with frameworks such as ADKAR, Prosci, WSJF, RICE, or similar methodologies.

• Preferred: experience with Salesforce Sales Cloud, Revenue Cloud, CPQ/RCA, Marketo, and lead routing/enrichment tools.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Competitive salary and performance-based bonuses.

• Flexible working hours and remote work options.

• Opportunities for professional development and career advancement.

• A dynamic and collaborative work environment.