Lead-to-Cash Business Partner

The Role

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.

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 senior 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

• Partner with business leaders to understand current-state challenges and desired 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
• Ensure requests consider end-to-end process impacts across Sales, Finance, and downstream systems

Enhancement Intake, Review & Prioritization

• Own the intake and review process for Salesforce enhancement requests related to Lead-to-Cash
• Evaluate requests based on business value, strategic alignment, urgency, complexity, and capacity
• Facilitate prioritization discussions with stakeholders and leadership
• Prepare 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
• Collaborate with the SF CoE on requirements clarification, solution validation, and UAT support
• Ensure delivered solutions align with defined business outcomes and success criteria
• Support release readiness by partnering on deployment planning and business communications

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

• 5–7+ 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
• Strong understanding of Lead-to-Cash processes, including lead management, opportunity management, quoting, contracting, and order management
• Experience working within a Salesforce governance or Center of Excellence model
• Proven ability to partner with business stakeholders and influence decisions without direct authority

Nice To Have

• Experience in SaaS or cybersecurity organizations
• Exposure to CPQ, billing, or ERP integrations
• Salesforce certifications (Administrator, Advanced Administrator, or Sales Cloud Consultant)