About the Position
The Lead Business Analyst for Quote to Cash (QTC) will be responsible for driving end-to-end process excellence across Salesforce CRM, NetSuite ERP, and integration workflows. This role requires strong functional expertise in GTM/Sales operations, order management, CPQ processes, and cross-functional business engagement. The ideal candidate will translate business requirements into scalable solutions, document business flows, and bring innovative ideas to improve sales efficiency, automation, and operational visibility. This role serves as a key connector between Sales, Finance, Operations, IT, and RevOps teams.
Key Responsibilities
- Serve as the functional lead for all Quote-to-Cash (QTC) initiatives across Salesforce CRM, NetSuite ERP, CPQ, billing, and order management.
- Document end-to-end business processes including Lead → Opportunity → Quote → Order → Billing → Revenue.
- Partner with Sales Operations and GTM leaders to refine and improve sales processes and system workflows.
- Gather, analyze, and translate business requirements into functional specifications and user stories.
- Drive cross-functional workshops to define future-state processes and system enhancements.
- Work closely with CRM, ERP, Integration, and Data teams to ensure seamless handoffs and process efficiency.
- Support solution design for Salesforce enhancements including CPQ, approvals, automation, and reporting.
- Support NetSuite functional workflows including order booking, customer master, invoicing, and financial posting.
- Collaborate with integration teams (Boomi, ADF, middleware) to ensure reliable and accurate data flows between systems.
- Develop documentation such as BRDs, process flows, UAT scripts, training materials, and SOPs.
- Educate cross-functional teams on QTC best practices, system capabilities, and process dependencies.
- Identify opportunities for automation, simplification, and AI-enabled productivity improvements.
- Support change management efforts including UAT coordination and user enablement.
Required Qualifications
- 7+ years of experience in Business Analysis with strong Quote-to-Cash exposure.
- Hands-on functional expertise with Salesforce CRM (Sales Cloud, CPQ preferred).
- Experience supporting NetSuite ERP workflows: order management, billing, customer master, and finance operations.
- Strong understanding of GTM processes, Sales Ops, pipeline management, and forecasting.
- Experience documenting business flows, requirements, and functional specifications.
- Knowledge of integration technologies such as Boomi, MuleSoft, ADF, or similar tools.
- Excellent communication skills with the ability to work across Sales, Finance, Operations, and IT.
- Strong analytical, problem-solving, and facilitation skills.
- Ability to drive workshops, influence stakeholders, and champion best practices.
