Senior Program Manager, Lead-to-Cash

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

📋 Description

• Take charge of the comprehensive Lead-to-Cash roadmap, encompassing everything from demand capture to recognized revenue.

• Develop and sustain a cross-functional dependency map that includes Marketing, Sales, Deal Desk, Legal, Finance, Fund Administration operations, and Customer Experience.

• Facilitate decision forums and document the outcomes, including the rules of engagement for expansion deals in Sales and Fund Administration.

• Collaborate with Marketing and Sales leadership to manage lead capture, scoring, and routing from Marketo to Salesforce.

• Establish a Salesforce intake process for expansions initiated by sellers, Customer Success, or Fund Administration.

• Promote consistent opportunity creation and forecasting in Salesforce and Gong for both new-logo and expansion initiatives.

• Lead the selection of CPQ solutions based on intricate pricing scenarios.

• Oversee CPQ implementation and transition to Ironclad for order forms, approvals, and audit trails.

• Manage the sequencing of migrating live subscriptions to the new model while ensuring billing remains uninterrupted.

• Facilitate automated transitions from signed contracts to bookings, Fund Administration onboarding, and billing setup via Workato.

• Collaborate with Billing and Revenue Accounting on Zone Billing and NetSuite subscription flow, invoicing, collections, and ASC 606 revenue recognition.

• Define and manage funnel KPIs such as speed to lead, quote cycle time, signature-to-first-invoice time, manual touches, and consistency in revenue metrics.

• Take ownership of cutover, rollback, training, and change management while adhering to SOX, SOC 1, and SOC 2 controls.

• Provide a 90-day Lead-to-Cash roadmap and program plan.

• Ensure the delivery of expansion intake, ownership, CPQ decision, and implementation progress within a 6-month timeframe.

• Enable the seamless flow of signed deals to booking, onboarding, and billing without the need for re-keying within 12 months.

⛳️ Requirements

• A minimum of 8 years in program or project management roles.

• At least 4 years of experience leading lead-to-cash, quote-to-cash, or order-to-cash transformation initiatives within a B2B software or services company.

• Proven track record of delivering programs that encompass marketing and lead management, CRM and forecasting, CPQ and contracting, billing, collections, and revenue recognition.

• Experience leading at least one end-to-end CPQ or billing system selection and implementation, from requirements gathering to go-live and hypercare support.

• Practical program experience with Salesforce and NetSuite, or similar CRM and ERP platforms.

• Knowledge of operating in a multi-entity, multi-currency environment with non-seat-based pricing models.

• Experience with both new-business and expansion strategies, including account ownership and team engagement protocols.

• Demonstrated ability to align Sales, Marketing, Finance, Legal, and Operations leaders to facilitate decision-making.

• Strong writing skills with the ability to create executive decision memos.

• Comfort in navigating roles without a rigid playbook.

• Experience in financial services, fund administration, private markets, or similar services industries with complex fee structures is preferred.

• Familiarity with Marketo, Gong, Ironclad, Zone Billing, or Workato is advantageous.

• Experience with AI tools or implementing processes designed for agentic automation is preferred.

• PMP, PgMP, or similar certification is preferred.

🏝️ Benefits

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

• Life insurance benefits.

• Mental wellness support.

• Assistance for fertility and growing families.

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

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

• Retirement savings options.

• An allowance to personalize your work and technology setup at home.

• Annual professional development stipend.

• Equity opportunities.

• Fully remote work environment or options to work in a physical office.