Lead-to-Cash Business Partner

Role Overview

• 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

Requirements

• 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

Benefits

• Our culture of flexibility
• trust,
• and continual learning
• recognized for your growth
• and for the impact you make on our success