Lead-to-Cash Business Partner, BeyondTrust

• 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
• 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

Desirable

• 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. T Salesforce familiarity, business judgment, strong interpersonal skills, and requirements rigor are the core of this role
• 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
• 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
• 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
• 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
• 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
• 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