Lead Business Systems Analyst, Lead-to-Cash

Description

The company runs an operations platform for private markets that combines technology, data and fund administration. It serves 2,300+ GPs, handles $300B+ under administration and has 700,000+ LPs on the platform.

Founded in 2014 and backed by $350M+ in funding, the company has 1,000+ employees and is building an in-house AI platform that runs through every workflow.

The culture rewards ownership, urgency, open debate and direct feedback. Information is shared openly by default, and the team wants people who set high standards and thrive during fast growth.

Work can be fully remote or in an office. Teams are spread across 27 U.S. states, 2 Canadian provinces, India, Luxembourg and England. Offices are in San Francisco, New York City, Mumbai and Bangalore.

This is a new role in the Lead-to-Cash redesign, covering the path from first marketing touch through billing and recognized revenue. The Lead Business Systems Analyst owns the business design: the commercial model (product catalog, legal entity, currency, billing determinants and lifecycle) and the requirements for each hand-off between systems. The role is hands-on, so you will also configure simple-to-medium changes in Salesforce and the CPQ. A Lead-to-Cash program manager owns sequencing, while you own the model and requirements.

The stack includes Marketo, Salesforce and Gong for go-to-market, a new CPQ platform, Ironclad for contracts, Zone Billing and NetSuite for billing and revenue, and Workato for integration.

Responsibilities

• Document the target Lead-to-Cash process for new-logo and fund administration expansion deals, stage by stage, and define the system of record and hand-off rules for each stage.
• Define lead 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.
• Model how a deal moves from quote to order, provisioning, invoice and revenue, including the customer hierarchy of account, platform workspace, fund and entity.
• Design an attribute-based 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 comes from and how it is validated.
• Define lifecycle events (start, amendment, escalation, suspension, termination) and decide which ones to automate.
• Write the specs and acceptance tests that the CPQ build will be judged against.
• Build simple-to-medium changes in Salesforce and the CPQ yourself: objects, fields, Flows, validation rules, layouts, permission sets, reports, dashboards, CPQ products, price rules, product rules and approval rules.
• Prototype in a sandbox to test requirements with stakeholders before they are signed off.
• Pass Apex, integrations and large data migrations to engineers with technical designs, then review their work.
• Release changes through sandbox testing, peer review, version control and documentation, so financial and customer data stays auditable.
• Define the data exchange between the CPQ and Ironclad so signed terms, including uplifts, become the contract of record.
• Specify booking, onboarding and billing triggers and the subscription hand-off to Zone Billing and NetSuite, working with the Integrations Engineers.
• Work with Revenue Accounting so each design supports ASC 606 and SOX controls.
• Work with Analytics Engineers so ARR and other key metrics can be calculated from system data.
• Design and lead UAT, and map the data for migrating live subscriptions.
• Own the commercial model documentation and its change process after go-live.
• First 90 days: document end-to-end processes for both motions, draft the target commercial model and customer hierarchy and review them with Sales, Finance and Fund Administration leaders, and ship your first Salesforce changes to production.
• Within 6 months: an approved catalog, entity model and acceptance criteria that the CPQ and integration builds run against.
• Within 12 months: every live subscription represented in the new model at entity level, with billing determinants and signed terms flowing between systems without re-keying.

Requirements

• Required: 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.
• Required: requirements work across several Lead-to-Cash stages, including lead management and routing, opportunities and forecasting, CPQ, contract management, billing and revenue.
• Required: you have modeled asset-based, usage-based or other non-seat fees down to the billing determinant.
• Required: deep experience designing catalogs and pricing models in a CPQ such as Salesforce CPQ, Revenue Cloud, Neu, DealHub, Conga, Zuora or similar.
• Required: working knowledge of Salesforce and Zone Billing or NetSuite data models for leads, accounts, opportunities, quotes, orders, contracts, subscriptions, invoices and revenue arrangements.
• Required: experience with multi-entity, multi-currency billing, including FX and escalation logic.
• Required: working understanding of ASC 606 and how commercial terms drive revenue recognition.
• Required: SQL skills for profiling and reconciling data across systems.
• Required: ability to turn unclear processes into precise, testable specifications.
• Required: hands-on Salesforce administration and CPQ configuration covering objects, fields, Flows, validation rules, page layouts, permission sets, reports, and CPQ products, bundles, price rules, product rules and approvals.
• Required: experience releasing changes through sandboxes, version control and a release process, with testing and documentation.
• Preferred: experience with fund administration, private equity, real estate or asset management fee structures, such as management fees, AUM-based pricing and entity-level fees.
• Preferred: hands-on exposure to Marketo, Ironclad, Zone Billing or Workato.
• Preferred: experience using AI tools such as Claude in your own work, or designing processes for agentic execution.
• Preferred: Salesforce Administrator, Platform App Builder, Salesforce CPQ, Revenue Cloud or NetSuite certification.
• Preferred: experience with Apex, Lightning Web Components or SOQL for changes that go beyond declarative configuration.

Conditions

Pay includes a base salary, equity and a range of benefits. The U.S. base salary range is $150,000 - $245,000 USD. The Canadian base salary is $120,000 - $165,000 CAD.

Actual base salary depends on experience, skill set and location, and on local minimum pay requirements where they apply.

Benefits

• Health, dental and vision care for you and your family.
• Life insurance.
• Mental wellness coverage.
• Fertility and family-building support.
• Flex time off plus company-paid holidays.
• Paid family, medical and bereavement leave.
• Retirement savings plans.
• Allowance to set up your work and technology at home.
• Annual professional development stipend.
• The recruiter can share more detail on compensation and benefits.