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Salary: USD 150,000 - 245,000 / annual
Juniper Square is redesigning its Lead-to-Cash process end-to-end, from initial marketing touch through billing and revenue recognition. As Lead Business Systems Analyst, you will own the business design and commercial model behind this transformation, including product catalog, legal entity, currency, billing determinants, and deal lifecycle. This is a hands-on role combining strategic design with hands-on configuration and build work.
You will work across a complex technology stack: Marketo and Salesforce 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. You will partner with the Lead-to-Cash program manager on sequencing while owning the commercial model and system requirements.
Key responsibilities include:
**End-to-End Process Design**: Document the Lead-to-Cash process for new-logo and fund administration expansion deals from demand capture to revenue recognition. Define the target process, system of record for each stage, and hand-off rules between stages.
**Lead, Account & Opportunity Model**: Define requirements for lead-to-account matching and routing in Salesforce. Design how expansion opportunities are created and forecasted. Define deal representation from quote through order, provisioning, invoice, and revenue, including customer hierarchy (account, platform workspace, fund, entity).
**Commercial Model & CPQ**: 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 data sourcing and validation. Define lifecycle events and automation requirements. Write requirements and acceptance criteria for CPQ implementation.
**Build & Configure**: Configure and build simple-to-medium-complexity changes in Salesforce and CPQ yourself: objects, fields, Flows, validation rules, page layouts, permission sets, reports, dashboards, and CPQ products, price rules, product rules, and approval rules. Prototype solutions in sandbox to validate requirements. Hand off complex work (Apex, integrations, data migrations) to engineers with clear technical designs. Ship changes through release process with testing, peer review, version control, and documentation.
**Contract to Cash**: Define data exchange between CPQ and Ironclad so signed terms become the contract of record. Specify booking, onboarding, and billing triggers. Partner with Revenue Accounting to ensure ASC 606 and SOX compliance.
**Data, Testing & Governance**: Work with Analytics Engineers on ARR and key metrics computation. Design and lead UAT. Own data mapping for live subscription migration. Maintain commercial model documentation and change process post-launch.
Success milestones: 90 days—documented end-to-end process and first-draft commercial model with initial Salesforce configuration shipped; 6 months—approved catalog, entity model, and acceptance criteria; 12 months—all live subscriptions represented in new model with billing determinants and signed terms flowing between systems.
**REQUIREMENTS**
Required:
- 7+ years as business systems analyst, solution architect, or functional consultant, with at least 4 years on lead-to-cash, quote-to-cash, or order-to-cash systems
- Requirements experience across multiple Lead-to-Cash stages: lead management and routing, opportunity and forecasting, CPQ, contract management, billing, and revenue
- Demonstrated experience modeling asset-based, usage-based, or other non-seat fee structures down to billing determinant level
- Deep experience designing product catalogs and pricing models in CPQ platforms (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, fields, Flows, validation rules, page layouts, permission sets, reports, CPQ products, bundles, price rules, product rules, and approvals
- Experience shipping changes through sandboxes, version control, and release process with testing and documentation
Preferred:
- 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 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 beyond declarative configuration
