[All remote jobs](https://jobicy.com/jobs.md)[![Juniper Square logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/01/90c359a8bed816e81ea39fa33a8314f3.png)](https://jobicy.com/company/juniper-square.md)[Juniper Square](https://jobicy.com/company/juniper-square.md)

# Lead Business Systems Analyst, Lead-to-Cash

AI Summary Juniper Square is seeking a senior business systems professional to redesign the Lead-to-Cash operating model across marketing, CRM, CPQ, contracting, billing, and revenue recognition. The role owns commercial-model and process requirements, including product catalog design, pricing, billing determinants, customer hierarchy, and system handoffs. It combines functional architecture with hands-on Salesforce and CPQ configuration, UAT leadership, migration mapping, and controlled releases. The analyst will partner closely with Sales, Finance, Revenue Accounting, Fund Administration, Analytics, Integration Engineering, and program leadership. Success requires translating ambiguous, complex commercial processes into auditable, testable specifications supporting ASC 606 and SOX controls.[Apply for this job](#job-application)[View company](https://jobicy.com/company/juniper-square.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md), [Canada](https://jobicy.com/job-region/canada.md)SalaryUSD 150k–245k / yrDepartment[Product & Operations](https://jobicy.com/categories/management.md)EmploymentFull TimeExperienceSeniorPublished8 Nov 2026Apply before8 Dec 2026Listing views37Application actions2Application toolkit

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Opportunity details

## About this role.

### About [Juniper Square](https://jobicy.com/company/juniper-square.md)

Private markets are one of the largest, most complex, and most underserved corners of global finance. Our mission at Juniper Square is to unlock their full potential. We’re the Operations Partner trusted by 2,300+ GPs, unifying technology, data, and fund administration services into a single platform that helps GPs move faster, make better decisions, and scale with precision. With $300B+ under administration and 700,000+ LPs on platform, we’ve built the scale to match our ambition. And with JunieAI, our purpose-built AI platform, we’re reimagining how private markets operate, embedding intelligence across every workflow. Founder-led since 2014, backed by $350M+ in funding, and now 1,000+ employees strong, we’re building a company designed to shape the future of private markets for decades to come.

Our culture is built for people who want to do ambitious, meaningful work alongside exceptionally talented teammates. We think like owners, move with urgency, and take pride in solving hard problems that truly matter to our customers and the future of private markets. We believe the best ideas come from open debate, deep collaboration, and diverse perspectives, which is why we believe transparency is the default and feedback makes us stronger. If you’re energized by high standards, rapid growth, and the opportunity to help define a category at a pivotal moment, come join us!

Juniper Square offers employees a variety of ways to work, ranging from a fully remote experience to working full-time in one of our physical offices. We invest heavily in [digital-first](https://blog.junipersquare.com/juniper-square-ponders-future-of-office-with-digital-first-hybrid-workplace-strategy/) operations, allowing our teams to collaborate effectively across 27 U.S. states, 2 Canadian Provinces, India, Luxembourg, and England. We also have physical offices in San Francisco, New York City, Mumbai and Bangalore for employees who prefer to work in an office some or all of the time.

### About your role

We’re redesigning Juniper Square’s Lead-to-Cash process end to end, from the first marketing touch through billing and recognized revenue. We’re hiring a Lead Business Systems Analyst to own the business design behind it: the commercial model (product catalog, legal entity, currency, billing determinants, and lifecycle) and the process and data requirements at every point where a deal moves from one system to the next. This is a hands-on role: beyond defining requirements, you’ll configure and build simple-to-medium-complexity changes in Salesforce and the CPQ yourself.

You’ll work across a stack that includes Marketo, Salesforce, and Gong 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. This role will partner with our Lead-to-Cash program manager who owns sequencing, and you own the model and the requirements. If you’ve modeled complex fee structures down to the determinant level and want to design the right model rather than patch an inherited one, this will be a great role for you.

### What you’ll do

End-to-end process design

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Document the Lead-to-Cash process for new-logo and fund administration expansion deals, stage by stage, from demand capture to revenue recognition

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Define the target process, the system of record for each stage, and the hand-off rules between stages

Lead, account & opportunity model

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Define requirements for lead-to-account matching, routing to existing account owners, and opportunity creation in Salesforce

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Design how expansion opportunities are created and forecast, including by Fund Administration account managers

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Define how a deal is represented from quote through order, provisioning, invoice, and revenue, including the customer hierarchy (account, platform workspace, fund, entity)

Commercial model & CPQ

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Design an attribute-based product catalog and pricing model for software and fund administration services

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Define billing determinants for asset-based, entity-based, and activity-based fees, including where each value is sourced and how it is validated

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Define lifecycle events (start, amendment, escalation, suspension, termination) and decide which should be automated

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Write the requirements and acceptance criteria the CPQ implementation is built and tested against

Build & configure

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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

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Prototype solutions in a sandbox to validate requirements with stakeholders before they’re finalized

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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

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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

Contract to cash

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Define the data exchange between the CPQ and Ironclad, so signed terms, including uplifts, become the contract of record

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Specify booking, onboarding, and billing triggers, and the subscription hand-off into Zone Billing and NetSuite, working with our Integrations Engineers

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Partner with Revenue Accounting so every design supports ASC 606 and SOX control requirements

Data, testing & governance

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Work with our Analytics Engineers so ARR and other key metrics can be computed from system data

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Design and lead UAT, and own the data mapping for migrating live subscriptions

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Own the commercial model’s documentation and change process after go-live

What success looks like

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First 90 days: a documented end-to-end process for both motions, and a first draft of the target commercial model and customer hierarchy, reviewed with Sales, Finance, and Fund Administration leaders; your first Salesforce configuration changes shipped to production

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Within 6 months: an approved catalog, entity model, and acceptance criteria that the CPQ and integration builds are running against

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Within 12 months: every live subscription represented in the new model at the entity level, with billing determinants and signed terms flowing between systems without re-keying

### Qualifications

Required Qualifications

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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

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Requirements experience across several Lead-to-Cash stages: lead management and routing, opportunity and forecasting, CPQ, contract management, billing, and revenue

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Have modeled asset-based, usage-based, or other non-seat fee structures down to the billing determinant level

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Deep experience designing product catalogs and pricing models in a CPQ (Salesforce CPQ or Revenue Cloud, Neu, DealHub, Conga, Zuora, or similar)

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Strong working knowledge of Salesforce and Zone Billing / NetSuite data models: leads, accounts, opportunities, quotes, orders, contracts, subscriptions, invoices, and revenue arrangements

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Experience with multi-entity and multi-currency billing, including FX and escalation logic

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Working understanding of ASC 606 and how commercial terms drive revenue recognition

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SQL fluency for profiling and reconciling data across systems

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Ability to turn ambiguous processes into precise, testable specifications

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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

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Experience shipping changes through sandboxes, version control, and a release process, with testing and documentation

Preferred Qualifications

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Experience with fund administration, private equity, real estate, or asset management fee structures (management fees, AUM-based pricing, entity-level fees)

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Hands-on exposure to Marketo, Ironclad, Zone Billing, or Workato

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Experience using AI tools (e.g., Claude) in your own work, or designing processes for agentic execution

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Salesforce Administrator, Platform App Builder, Salesforce CPQ, Revenue Cloud, or NetSuite certifications

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Experience with Apex, Lightning Web Components, or SOQL for changes that go beyond declarative configuration

### Compensation

Compensation for this position includes a base salary, equity, and a variety of benefits. The U.S. base salary range for this role is $150,000 – $245,000 USD. The Canadian base salary for this role is $120,000 – $165,000 CAD. Actual base salaries will be based on candidate-specific factors, including experience, skillset, and location, and local minimum pay requirements as applicable.

Benefits include:

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Health, dental, and vision care for you and your family

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Life insurance

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Mental wellness coverage

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Fertility and growing family support

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Flex Time Off in addition to company-paid holidays

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Paid family leave, medical leave, and bereavement leave policies

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Retirement saving plans

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Allowance to customize your work and technology setup at home

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Annual professional development stipend

Your recruiter can provide additional details about compensation and benefits.

#LI-Remote #LI-NY1 #experiencedprofessional #Juniper-US #Juniper-Canada

Show more

[Apply now >](https://jobicy.com/jobs/159725-lead-business-systems-analyst-lead-to-cash.md)

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![Upload CV](data:image/svg+xml;base64,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)

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## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

5/5EasyHard

### Pace & Pressure

5/5RelaxedFast-paced

### Autonomy Level

5/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightЭто высокосложная роль из-за сквозной ответственности за Lead-to-Cash, мультивалютное биллинг-моделирование, интеграции и требования ASC 606/SOX. Требуется одновременно быть системным архитектором, сильным бизнес-аналитиком и практическим Salesforce/CPQ-конфигуратором.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job median (per year)Highly competitive$197,500US market range (per year)$160k–$230k0$253.00k

AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Работодатель указал базовую зарплату в США в диапазоне $150,000–$245,000 USD. Годовой период является логическим выводом для указанной базовой зарплаты full-time senior-level роли; медиана диапазона составляет $197,500 в год. Оценочный рыночный диапазон для аналогичной senior/lead Lead-to-Cash systems роли в США составляет $160,000–$230,000 USD в год и не является верифицированным исследованием рынка.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Lead-to-Cash](https://jobicy.com/jobs?search_keywords=Lead-to-Cash.md)[Salesforce administration](https://jobicy.com/jobs?search_keywords=Salesforce%20administration.md)[CPQ configuration](https://jobicy.com/jobs?search_keywords=CPQ%20configuration.md)[Product catalog design](https://jobicy.com/jobs?search_keywords=Product%20catalog%20design.md)[Pricing model design](https://jobicy.com/jobs?search_keywords=Pricing%20model%20design.md)[Billing determinants](https://jobicy.com/jobs?search_keywords=Billing%20determinants.md)[NetSuite](https://jobicy.com/jobs?search_keywords=NetSuite.md)[Zone Billing](https://jobicy.com/jobs?search_keywords=Zone%20Billing.md)[Revenue recognition](https://jobicy.com/jobs?search_keywords=Revenue%20recognition.md)[ASC 606](https://jobicy.com/jobs?search_keywords=ASC%20606.md)[SQL](https://jobicy.com/jobs?search_keywords=SQL.md)[Business process analysis](https://jobicy.com/jobs?search_keywords=Business%20process%20analysis.md)[UAT leadership](https://jobicy.com/jobs?search_keywords=UAT%20leadership.md)[Data migration](https://jobicy.com/jobs?search_keywords=Data%20migration.md)[Workato](https://jobicy.com/jobs?search_keywords=Workato.md)

Sample interview questionsHow would you design an attribute-based product catalog for both software and fund-administration services?I would begin by separating sellable products, service packages, price-bearing attributes, eligibility rules, and billing determinants. I would document the source of each attribute, validation ownership, effective dates, and downstream dependencies in contracting, billing, and revenue recognition before configuring products and rules in CPQ.

How do you turn an ambiguous Lead-to-Cash process into testable requirements?

I facilitate workshops with accountable business owners, map the current and target state by stage, define systems of record and handoff rules, and document decision logic and exceptions. I then convert this into user stories, field mappings, acceptance criteria, test scenarios, and traceability to release artifacts.

Describe your approach to validating billing determinants for asset-based or usage-based fees.

I define each determinant precisely, identify its authoritative source, establish validation and effective-date rules, and map how it moves into quoting, contracting, billing, and reporting. I reconcile representative records across systems and include edge cases such as amendments, escalations, suspensions, and termination in UAT.

How would you ensure a Salesforce and CPQ release remains auditable when it affects financial data?

I would use a sandbox-first workflow with documented requirements, peer review, version control, test evidence, approval gates, and release notes. I would also maintain field-level mapping and change documentation, validate permissions and controls, and coordinate sign-off with Finance or Revenue Accounting for material changes.

How would you work with Revenue Accounting to support ASC 606 requirements in a new commercial model?

I would involve Revenue Accounting early to identify contract terms, performance obligations, allocation inputs, modifications, and events that affect recognition. Those rules would be represented in the data model and acceptance criteria, with controlled handoffs to billing and NetSuite so accounting can trace each revenue arrangement to signed commercial terms.

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