Lead Business Systems Analyst, Lead-to-Cash

Juniper Square is redesigning its Lead-to-Cash process from initial marketing engagement through billing and revenue recognition. The Lead Business Systems Analyst will define the commercial model, end-to-end process and data requirements, and configure Salesforce and CPQ changes while partnering with teams across Sales, Finance, Fund Administration, and Engineering.

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 yourself in Salesforce and the CPQ: objects and fields, Flows, validation rules, page layouts, permission sets, reports and dashboards, and CPQ products, price rules, product rules, and approval rules
• Prototype solutions in a sandbox to validate requirements with stakeholders before they're finalized
• Hand off more complex work, such as Apex, integrations, and large data migrations, to our engineers with clear technical designs, and review what they build
• Ship your changes through our release process, with sandbox testing, peer review, version control, and documentation, so every change to 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 into Zone Billing and NetSuite, working with our Integrations Engineers
• Partner with Revenue Accounting so every design supports ASC 606 and SOX control requirements
• Work with our Analytics Engineers so ARR and other key metrics can be computed from system data
• Design and lead UAT, and own the data mapping for migrating live subscriptions
• Own the commercial model's documentation and change process after go-live

Requirements:

• 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 several Lead-to-Cash stages: lead management and routing, opportunity and forecasting, CPQ, contract management, billing, and revenue
• Have 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)
• 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 and fields, Flows, validation rules, page layouts, permission sets, reports, and CPQ products, bundles, price rules, product rules, and approvals
• Experience shipping changes through sandboxes, version control, and a release process, with testing and documentation
• 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 your 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 that go beyond declarative configuration