Business Systems Analyst – CRM, Revenue & CPQ
Overview
We are seeking an experienced Business Systems Analyst specializing in CRM, Revenue Operations, and CPQ to support and scale end‑to‑end Lead‑to‑Cash (L2C) processes in a B2B SaaS environment. In this role, you will partner closely with Sales, RevOps, Finance, Legal, Marketing, and IT to design, optimize, and implement scalable CRM and CPQ solutions, primarily on Salesforce. You will act as the bridge between business stakeholders and technical teams, ensuring revenue workflows are accurate, efficient, and scalable with the business. This role is ideal for someone who thrives in cross‑functional environments, has a deep understanding of SaaS revenue models, and enjoys driving revenue transformation initiatives. Core Responsibilities: Lead‑to‑Cash & Revenue Process Ownership
- Support Lead‑to‑Cash / Quote‑to‑Cash transformation initiatives
- Analyze current‑state L2C workflows and identify gaps, inefficiencies, and automation opportunities
- Define and document future‑state, scalable L2C processes
- Ensure clean handoffs across:
- Lead → Opportunity → Quote → Order → Contract → Billing → Renewal
CRM & CPQ Solution Design
- Partner with technical teams to design and improve Salesforce CRM and Salesforce CPQ solutions
- Support and optimize:
- Product catalogs and pricing models
- Discounting and approval workflows
- Quote generation and contract lifecycle management
- Improve quoting accuracy, pipeline visibility, and revenue predictability
Revenue Operations & Integrations
- Align CRM and CPQ workflows with billing, invoicing, and revenue recognition
- Support integrations across CRM ↔ CPQ ↔ ERP / Billing systems
- Ensure data consistency across Opportunities, Quotes, Orders, Invoices, and Renewals
- Partner with Finance to support subscription, usage‑based, and recurring revenue models
Business Analysis & Delivery
- Elicit and document requirements via workshops and stakeholder interviews
- Translate business needs into:
- Functional requirements
- User stories
- Process flows and documentation
- Support roadmap planning and prioritization for revenue and CPQ initiatives
- Participate in UAT, change management, and post‑go‑live support
MUST‑HAVE Qualifications Candidates must meet all or most of the following:
- 5+ years of experience as a Business Systems Analyst, RevOps Analyst, or Sales Operations Analyst
- 3+ years hands‑on experience with Salesforce CPQ
- Proven experience supporting Lead‑to‑Cash or Quote‑to‑Cash processes
- Strong background in B2B SaaS, including:
- Subscription‑based revenue
- Usage or transaction‑based pricing
- Renewals, amendments, and expansions
- Demonstrated ability to translate business requirements into scalable Salesforce solutions
- Experience working cross‑functionally with Sales, RevOps, Finance, and IT
- Strong documentation discipline (BRDs, process flows, user stories)
SHOULD‑HAVE Qualifications (Strong Differentiators) These are preferred, but not mandatory:
- Experience with Salesforce Billing or Revenue Cloud
- Exposure to ERP integrations (NetSuite, SAP, Oracle, etc.)
- Prior involvement in enterprise‑scale L2C transformation programs
- Familiarity with RevOps operating models
- Experience in regulated or compliance‑driven SaaS environments
- Understanding of ASC 606 / revenue recognition alignment
- Salesforce certifications:
- Salesforce Business Analyst
- Salesforce CPQ Specialist
- Salesforce Administrator
Other Secondary / Nice‑to‑Have Skills
- Consulting or client‑facing experience
- Strong facilitation skills for requirements workshops
- Ability to manage conflicting stakeholder priorities
- High attention to detail with a process‑oriented mindset
- Comfortable operating in fast‑paced, ambiguous environments
Pay: $70.00 - $80.00 per hour Benefits:
- Referral program
Experience:
- Business Systems Analyst, or RevOps Analyst: 5 years (Required)
- Salesforce CPQ hands‑on: 3 years (Required)
- Lead‑to‑Cash or Quote‑to‑Cash processes: 3 years (Required)
- Salesforce Billing or Revenue Cloud: 3 years (Preferred)
- RevOps operating models: 3 years (Preferred)
Work Location: Remote