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Salary: USD 185,000 - 235,000 / annual
Juniper Square is redesigning its Lead-to-Cash process end-to-end, spanning demand capture, opportunity creation, pricing, quoting, contracting, onboarding, billing, collections, and revenue recognition. As Senior Program Manager, you will own execution of this transformation program across Marketing, Sales, Deal Desk, Legal, Revenue Accounting, Billing, Fund Administration operations, and Customer Experience, for both new-logo deals and expansions with existing fund administration clients.
The program involves a complex tech stack including Marketo, Salesforce, Gong, a new CPQ platform, Ironclad, Zone Billing, NetSuite, and Workato as the integration layer. You will sequence work to ship usable improvements monthly and design processes that can be run by both people and AI agents.
Key responsibilities include:
**Program Leadership & Alignment**: Own the end-to-end Lead-to-Cash roadmap with named owners for every stage. Build and maintain the cross-functional dependency map across all stakeholders. Run decision forums to get decisions made and documented, including rules of engagement between Sales and Fund Administration for expansion deals.
**Demand to Opportunity**: Partner with Marketing and Sales on lead capture, scoring, and routing from Marketo into Salesforce. Define one intake path in Salesforce for expansions. Drive consistent opportunity creation and forecasting across new-logo and expansion motions.
**Price, Quote & Contract**: Lead CPQ selection evaluated against real pricing scenarios (asset-based fees, multi-entity, multi-currency, event-triggered service starts). Run CPQ implementation and hand-off to Ironclad. Sequence migration of live subscriptions without disrupting active billing cycles.
**Order to Cash & Revenue**: Drive automated hand-off from signed contract to booking, onboarding, and billing setup through Workato. Partner with Billing and Revenue Accounting on subscription flow into Zone Billing and NetSuite, including invoicing, collections, and ASC 606 revenue recognition.
**Measurement & Change Management**: Define and own KPIs across the funnel (speed to lead, quote cycle time, days from signature to first invoice, manual touches per order, revenue-metric consistency). Own cutover, rollback, training, and change management with controls supporting SOX, SOC 1, and SOC 2 compliance.
Success milestones: 90 days—end-to-end map and program plan signed off by all functional leaders; 6 months—expansion intake live in Salesforce, CPQ decision made, implementation underway; 12 months—signed deals flowing to booking, onboarding, and billing without re-keying, with measurable gains in cycle time and days to first invoice.
**REQUIREMENTS**
Required Qualifications:
- 8+ years of program or project management experience, including at least 4 years leading lead-to-cash, quote-to-cash, or order-to-cash transformation programs at a B2B software or services company
- Delivered programs spanning the full revenue chain: marketing and lead management, CRM and forecasting, CPQ and contracting, billing, collections, and revenue recognition
- Led at least one CPQ or billing system selection and implementation end-to-end, from requirements through go-live and hypercare
- Hands-on program experience with Salesforce and NetSuite, or comparable CRM and ERP platforms
- Delivered in a multi-entity, multi-currency environment with pricing that is not seat-based (usage, consumption, asset-based, or transaction-based)
- Experience with both new-business and expansion motions, including account ownership and rules of engagement between teams
- Track record of aligning Sales, Marketing, Finance, Legal, and Operations leaders with competing priorities, and getting decisions made and kept
- Clear, direct writing ability to produce decision memos executives can act on
- Comfort operating without a strict playbook, since this program is being defined as it's built
Preferred Qualifications:
- Experience in financial services, fund administration, private markets, or another services business with complex fee structures
- Familiarity with Marketo, Gong, Ironclad, Zone Billing, or Workato
- Experience using AI tools (e.g., Claude) in your own work, or delivering processes designed for agentic automation
- PMP, PgMP, or comparable certification
