Original listing text, shown exactly as published by the company.
The Role
We are seeking a Lead-to-Cash Business Partner to support and continuously improve our Salesforce-enabled Lead-to-Cash processes across various business areas, such as Revenue Operations, Finance, Quote to Order, Order to Cash, and Customer Success, to surface and understand business needs, define well-scoped enhancement requests, and drive improvements through a structured Lead-to-Cash governance model.
This is an individual contributor role that sits at the intersection of business process, system governance, and analytical rigor. The ideal candidate brings strong discovery instincts, a genuine curiosity for root cause problem-solving, and the ability to challenge and sharpen business asks before they enter the delivery pipeline. Salesforce familiarity, business judgment, strong interpersonal skills, and requirements rigor are the core of this role.
What You’ll Do
Business Partnership & Discovery
- Partner with business stakeholders across assigned workstreams to understand current-state challenges, process friction, and desired outcomes
- Apply strong discovery discipline to go beyond what stakeholders ask for to diagnose root cause, clarify the true business problem, and influence and advise on the solution path
- Challenge and refine business asks with intellectual curiosity and a solutions-oriented mindset, ensuring requests are grounded in measurable outcomes rather than assumed solutions
- Build trusted relationships across the business areas
Enhancement Definition & Intake
- Conduct initial intake review of submitted enhancement requests, assessing completeness, strategic alignment, and impact to translate findings into well-structured business justifications with defined outcomes and success metrics
- Ensure requests account for end-to-end process and system impacts before progressing through the governance process
- Incorporate bugs alongside enhancements in business lead conversations to build a holistic, impact-driven prioritization view across all request types.
Technical Review & Effort Estimation Support
- Use HLE outputs to rationalize business value against estimated complexity, supporting informed prioritization decisions before requests enter the SF Solutioning queue
- Collaborate with the Principal L2C Business Partner on technically complex requests to ensure solution approach considerations are surfaced early
Salesforce CoE Partnership & Delivery Support
- Act as a business process partner to the Salesforce CoE
- Collaborate with the SF CoE on requirements clarification, solution validation, and prioritization
- Ensure delivered solutions align with defined business outcomes and original success criteria
Documentation, Governance & Communication
- Maintain Business area-level process documentation and L2C artifacts
- Communicate enhancement and prioritization decisions, roadmap updates, and Salesforce releases to Business Leads in clear, non-technical language
- Translate technical changes into business-focused messaging that supports stakeholder adoption
Continuous Improvement
- Monitor Lead-to-Cash process feedback and workstream health to proactively identify improvement opportunities
- Recommend system and process enhancements that improve efficiency, data quality, and scalability across the L2C process
- Approach every aspect of the role with an AI-first mindset. Continuously identifying and applying AI capabilities to improve how the L2C team operates and how BeyondTrust's systems, processes, and enhancements are evaluated, defined, and delivered
What You’ll Bring
- 4–7 years of experience in Revenue Operations, Business Systems, Sales Operations, or a related role with direct exposure to Salesforce-enabled processes
- Strong discovery and requirements skills—demonstrated ability to dig beneath surface-level requests, identify root cause, and define the real problem before recommending a solution
- Solid understanding of Lead-to-Cash processes, including lead management, opportunity management, quoting, contracting, and order management
- Hands-on familiarity with Salesforce in a B2B environment
- Proven ability to build relationships with business stakeholders and influence prioritization decisions without direct authority
- Strong written and verbal communication skills with the ability to translate complexity into clear, stakeholder-ready language
- Demonstrated curiosity and initiative in exploring AI tools, with a track record of finding meaningful ways to incorporate them into day-to-day work
Nice To Have
- Experience in SaaS or cybersecurity organizations
- Exposure to Salesforce CPQ and GTM Tools
- Background in consulting, technical product management, or business process architecture
- Familiarity with Agile/Scrum delivery models and working alongside a Salesforce Center of Excellence
Better Together
Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.
We take care of our employees so they can take care of our customers. Customers who come from all walks of life are just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
