Lead Business Systems Analyst, Lead-to-Cash

Juniper Square

Ottawa

Remote

CAD 110,000 - 190,000

Full time

14 days+

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Job summary

Juniper Square seeks a Lead Business Systems Analyst to own the Lead-to-Cash design from marketing touch to revenue recognition. You will configure Salesforce CPQ, define the commercial model, and manage data requirements across Marketo, Salesforce, Gong, Ironclad, Zone Billing, NetSuite, and Workato.

This hands-on role emphasizes modeling complex fee structures and delivering auditable financial data. You’ll partner with cross-functional teams to document end-to-end processes, build in sandbox,

Qualifications

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
Experience across Lead-to-Cash stages: lead management, opportunity, CPQ, contract management, billing, and revenue
Have modeled asset-based, usage-based, or other non-seat fee structures down to the billing determinant level
Experience designing product catalogs and pricing models in CPQ tools such as Salesforce CPQ or Revenue Cloud
Strong working knowledge of Salesforce and Zone Billing / NetSuite data models: leads, accounts, opportunities, quotes, orders, contracts, subscriptions, invoices, and revenue arrangements

Responsibilities

Document the Lead-to-Cash process end-to-end from demand capture to revenue recognition
Define target process, system of record for each stage, and hand-off rules between stages
Define requirements for lead-to-account matching and opportunity creation in Salesforce
Design expansion opportunities forecasting by Fund Administration account managers
Define product catalogs, pricing models, and billing determinants for services
Configure and build changes in Salesforce and CPQ: objects, fields, flows, validation rules, layouts, and price rules
Prototype solutions in a sandbox and validate requirements with stakeholders
Ship changes through release process with testing and documentation
Define data exchange between CPQ and Ironclad; booking, onboarding, and billing triggers with Zone Billing and NetSuite
Own data governance, UAT, and data mapping for migrating live subscriptions
Own commercial model documentation and change process after go-live

Skills

Lead-to-Cash

Salesforce CPQ

Salesforce administration

SQL

Requirements analysis

Multi-entity billing

Multi-currency billing

Contract management

Data modeling

Tools

Salesforce

NetSuite

Marketo

Gong

Ironclad

Zone Billing

Workato

Job description

About Juniper Square

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 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

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

Lead, account & opportunity model

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)

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 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

Build & configure

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

Contract to cash

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

Data, testing & governance

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

What success looks like

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

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

Preferred Qualifications

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

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. Actual base salaries will be based on candidate-specific factors, including experience, skillset, and location, and local minimum pay requirements as applicable. Benefits include: