BeyondTrust is a place where you can bring your purpose to life through the work that you do, creating a safer world through our cybersecurity SaaS portfolio.
Our culture of flexibility, trust, and continual learning means you will be recognized for your growth and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.
The Role
We are seeking a Lead-to-Cash Business Partner to support and continuously improve our Salesforce-enabled Lead-to-Cash processes. This role partners closely with various business areas such as, Revenue Operations, Finance, Quote to Order, Order to Cash, and Customer Success to understand business needs, build clear business justifications for Salesforce enhancements, and ensure changes are prioritized and delivered through a structured Lead-to-Cash governance model.
This is a principal-level individual contributor role that sits at the intersection of business process, systems, and governance. The ideal candidate brings strong business acumen, experience working across the revenue lifecycle, and the ability to translate business needs into well-defined, value-driven enhancement requests.
What You’ll Do
Business Partnership & Enhancement Definition
- Engage and advise senior business leaders to understand enterprise‑level challenges and define outcomes across the end‑to‑end Lead‑to‑Cash process.
- Translate business needs into clear problem statements and well-defined Salesforce enhancement requests.
- Build and refine business justifications, including expected benefits, success metrics, and qualitative and quantitative ROI
- Evaluate and ensure holistic end‑to‑end process alignment, assessing impacts across Sales, Finance, and all downstream systems
Enhancement Intake, Review & Prioritization
- Lead and continuously refine the enterprise-wide intake and review process for Salesforce enhancement requests related to Lead-to-Cash
- Set the evaluation framework and apply expert judgment requests based on business value, strategic alignment, urgency, complexity, and capacity
- Facilitate prioritization discussions with stakeholders and leadership
- Shape and guide enhancement requests for progression through the Lead-to-Cash governance process
Salesforce CoE Partnership & Delivery Support
- Act as the primary business process partner to the Salesforce CoE for Lead-to-Cash initiatives
- Lead cross‑functional alignment with the Salesforce CoE on requirements definition, solution validation, and strategic oversight of UAT
- Champion and enforce alignment between delivered solutions and the defined business outcomes, success criteria, and end‑to‑end process standards
- Drive release readiness by partnering in deployment planning, guiding business communications, and ensuring organizational preparedness
Continuous Improvement & KPI Awareness
- Monitor key Lead-to-Cash process metrics and business feedback to identify improvement opportunities
- Proactively recommend system and process enhancements to improve efficiency, scalability, and data quality
- Support continuous improvement of Salesforce-enabled workflows across the revenue lifecycle
Documentation, Governance & Communication
- Maintain high-level end-to-end Lead-to-Cash process documentation
- Develop and maintain governance artifacts such as intake guidelines, FAQs, and process standards
- Communicate enhancement decisions, roadmap updates, and Salesforce releases to business stakeholders
- Translate technical changes into clear, business-focused messaging to support adoption
What You’ll Bring
- 10+ years of experience in Revenue Operations, Business Systems, Sales Operations, or Salesforce-related roles
- Hands-on experience supporting Salesforce Sales Cloud in a B2B environment
- Strategic, expert‑level understanding of the Lead‑to‑Cash process—spanning lead management, opportunity management, quoting, contracting, and order management—and the ability to advise senior leaders on process and system implications
- Experience working within a Salesforce governance or Center of Excellence model
- Proven ability to influence strategy and decisions across senior stakeholders without relying on direct authority.
Nice To Have
- Experience operating in complex SaaS or cybersecurity environments, with a deep understanding of their business and technical dynamics
- Extensive familiarity with CPQ, billing, and ERP integration patterns, including their impact on end‑to‑end business processes
- Salesforce expertise, supported by certifications such as Administrator, Advanced Administrator, or Sales Cloud Consultant.
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 just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.
About Us
BeyondTrust is the global identity security leader protecting Paths to Privilege™. Our identity-centric approach goes beyond securing privileges and access, empowering organizations with the most effective solution to manage the entire identity attack surface and neutralize threats, whether from external attacks or insiders.
BeyondTrust is leading the charge in transforming identity security to prevent breaches and limit the blast radius of attacks, while creating a superior customer experience and operational efficiencies. We are trusted by 20,000 customers, including 75 of the Fortune 100, and our global ecosystem of partners.
Learn more at www.beyondtrust.com.
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