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Lead Business Systems Analyst, Lead-to-Cash

Juniper Square · Business Technology
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Remote$150k - $245kFull-timePosted 4d ago

About the role

Lead Business Systems Analyst to design, model, and configure the end-to-end Lead-to-Cash process, owning the commercial model, CPQ, and data requirements across multiple systems (Salesforce, CPQ, Marketo, Ironclad, Zone Billing, NetSuite), with hands-on configuration and collaboration with the Lead-to-Cash program manager.

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/fields, Flows, validation rules, page layouts, permission sets, reports/dashboards, CPQ products/rules/approvals)
  • Prototype solutions in sandbox and validate with stakeholders
  • Hand off more complex work (Apex, integrations, large data migrations) with clear technical designs
  • Ship changes through release process with testing, version control, and documentation
  • Define the data exchange between CPQ and Ironclad, including signed terms as contract of record
  • Specify booking/onboarding/billing triggers and subscription hand-off into Zone Billing and NetSuite
  • Partner with Revenue Accounting to align with ASC 606 and SOX controls
  • Work with Analytics Engineers to compute ARR and key metrics from system data
  • Design and lead UAT, and own data mapping for migrating live subscriptions
  • Own the commercial model's documentation and change process post go-live
  • Within 90 days: document end-to-end processes and draft target commercial model; ship first Salesforce changes
  • Within 6 months: approve catalog, entity model, and CPQ/integration acceptance criteria
  • Within 12 months: represent every live subscription in the new model at the entity level with proper data flow

Qualifications

  • 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 lead-to-cash stages: lead management/routing, opportunity/forecasting, CPQ, contract management, billing, and revenue
  • 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)
  • Working knowledge of Salesforce and Zone Billing / NetSuite data models (leads, accounts, opportunities, quotes, orders, contracts, subscriptions, invoices, revenue arrangements)
  • Experience with multi-entity and multi-currency billing, including FX and escalation logic
  • 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/fields, Flows, validation rules, page layouts, permission sets, reports, CPQ products, bundles, price rules, product rules, approvals)
  • Experience shipping changes through sandboxes, version control, and a release process with testing and documentation

Skills

Required:Lead-to-Cash process designSalesforce CPQ configurationProduct catalog & pricing designSQL

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
Last updated Oct 22, 2026. Interested? Apply on the company site.
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About Juniper Square

Connected software and fund administration services | Juniper Square

Over 2,100 GPs across private equity, venture capital, and commercial real estate trust Juniper Square’s connected fund software and services to raise capital more efficiently, reduce operational risk, and deliver a world-class LP experience.

softwarefund administrationprivate marketscapital marketsreal estateventure capitalprivate equity
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