Lead Business Systems Analyst, Lead-to-Cash

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Document the Lead-to-Cash workflow for new-logo and fund administration expansion agreements, covering demand capture through to revenue recognition.

• Establish the target process, identify the system of record for each phase, and define hand-off protocols.

• Specify lead-to-account matching, routing, opportunity creation, and forecasting for expansion opportunities within Salesforce.

• Design the representation of deals from quoting to ordering, provisioning, invoicing, and revenue, which includes customer hierarchy.

• Create an attribute-based product catalog and pricing framework for software and fund administration services.

• Define billing determinants, including their sources, validation processes, and lifecycle events.

• Draft requirements and acceptance criteria for CPQ implementation.

• Configure and implement changes in Salesforce and CPQ, which encompass objects, fields, Flows, validation rules, layouts, permissions, reports, dashboards, products, price rules, product rules, and approval rules.

• Develop prototypes in a sandbox environment and validate requirements with stakeholders.

• Transfer complex Apex, integration, and migration tasks to engineers and review their outputs.

• Deliver auditable changes through sandbox testing, peer reviews, version control, release processes, and thorough documentation.

• Outline the CPQ-to-Ironclad data exchange and contract-of-record requirements.

• Specify the hand-offs for booking, onboarding, billing, and subscriptions into Zone Billing and NetSuite.

• Collaborate with Revenue Accounting to ensure compliance with ASC 606 and SOX controls.

• Work alongside Analytics Engineers to facilitate ARR and other metrics derived from system data.

• Design and lead User Acceptance Testing (UAT), and manage live subscription migration mapping.

• Take ownership of commercial model documentation and change management post-go-live.

⛳️ Requirements

• A minimum of 7 years of experience as a business systems analyst, solution architect, or functional consultant, with at least 4 years focused on lead-to-cash, quote-to-cash, or order-to-cash systems.

• Proven experience in requirements gathering across lead management and routing, opportunity forecasting, CPQ, contract management, billing, and revenue.

• Familiarity with modeling asset-based, usage-based, or other non-seat fee structures down to the billing determinant level.

• Extensive experience in designing product catalogs and pricing models within a CPQ environment.

• In-depth knowledge of Salesforce and Zone Billing / NetSuite data architectures.

• Experience with multi-entity and multi-currency billing, including foreign exchange and escalation logic.

• Understanding of ASC 606 and how commercial terms influence revenue recognition.

• Proficiency in SQL for data profiling and reconciliation across various systems.

• Capability to convert ambiguous workflows into clear, testable specifications.

• Practical experience with Salesforce administration and CPQ configuration.

• History of implementing changes through sandbox environments, version control, and structured release processes, complemented by testing and documentation.

🏝️ Benefits

• Health, dental, and vision insurance for you and your family.

• Life insurance coverage.

• Mental wellness support.

• Assistance with fertility and family growth.

• Flex Time Off, in addition to company-paid holidays.

• Paid family leave, medical leave, and bereavement leave policies.

• Retirement savings plans.

• Allowance to personalize your work and technology setup at home.

• Annual stipend for professional development.

• Equity opportunities.