OverviewWe're seeking a Senior Business Analyst in Lexington, MA with deep Salesforce and GTM systems expertise to join our Digital Transformation Office (DTO). You'll drive clarity, alignment, and delivery across critical platform initiatives within the Opportunity to Order technology ecosystem, supporting Sales, Marketing, Finance, and Customer Success teams.
What You'll DoBusiness Analysis & Requirements Management- Lead analysis, documentation, and management of complex business requirements for Salesforce-centric GTM initiatives spanning lead-to-opportunity, quote-to-cash, billing, renewals, customer lifecycle management, and data migration
- Partner with Product and Engineering on new product introduction (NPI), translating roadmap, packaging, and pricing decisions into Salesforce configuration and quote-to-cash requirements - ensuring GTM systems are launch-ready, on time, and without downstream quoting or billing failures
- Collaborate with stakeholders across Sales, Finance, Legal, Operations, Deal Desk, and Revenue Operations to translate business needs into detailed functional specifications, user stories, and acceptance criteria
- Conduct gap analysis between current and future states; design and document comprehensive business process flows using BPMN, swim-lanes, data flow diagrams, and business rules matrices
- Ensure smooth go-lives through cross-functional coordination and UAT program ownership
Enablement & Support- Create process documentation, user guides, training materials, and troubleshooting guides for L1 support teams
- Enable QA teams through detailed documentation, test scenario development, and hands-on testing support
- Conduct knowledge transfer sessions to ensure relevant stakeholder teams understand business rationale and technical functionality
What You'll Bring- 7+ years progressive business analysis experience with 3-5+ years focused on Salesforce platforms and GTM/revenue operations
- Proven track record delivering complex projects in fast-paced environments
- Hands-on experience with major Salesforce transformation programs (CPQ, Revenue Cloud, Sales Cloud, billing, or quote-to-cash implementations)
- Bachelor's degree in Business Administration, Information Systems, Computer Science, or related field, or equivalent combination of education and experience.
Technical & Domain Expertise- Advanced Salesforce CPQ experience including product configuration, pricing/discounting, quote management, and approval workflows
- Strong understanding of end-to-end GTM lifecycle: lead management, opportunity management, quoting/pricing, order management, invoicing, renewals, and customer lifecycle management
- Proficiency with Jira, Confluence, Lucidchart, Visio, or comparable tools
Business Analysis Capabilities- Advanced requirements elicitation, documentation, and management skills using industry-standard frameworks
- Expertise in BPMN, swim-lanes, user stories, data flow diagrams, and business rules matrices
- Strong analytical and problem-solving skills with exceptional attention to detail
- Experience developing UAT scripts, test plans, and supporting QA activities
Communication & Collaboration- Exceptional stakeholder management across Sales leadership, Finance, RevOps, Legal, Operations, and technical architects
- Excellent communication skills translating complex multi-system GTM processes for diverse audiences
- Ability to work effectively in cross-functional teams and manage competing priorities
Preferred Qualifications- Salesforce certifications (Administrator, Business Analyst, CPQ Specialist, or Platform App Builder)
- CBAP or PMI-PBA certification
- Experience with Salesforce Revenue Cloud Architecture (RCA) or Revenue Cloud Advanced
- Familiarity with adjacent GTM tools (Marketo, NetSuite, Clari, Gong)
- Background in contract management, order fulfillment, billing, or revenue operations
- Experience in cybersecurity, SaaS, or subscription-based business models - strongly preferred
- Exposure to data migration, data quality, or system integration initiatives
- Familiarity with change management frameworks (Prosci, ADKAR) and Agile/Scrum methodologies
Success Metrics- GTM systems readiness at new product launch milestones, including configuration completeness and quote-to-cash accuracy at go-live
- Quality and timeliness of business requirements and process documentation
- Effectiveness of knowledge sharing and enablement across stakeholder teams
- QA and L1 support enablement effectiveness
- Stakeholder satisfaction with deliverables and communication
Our Hybrid Model We provide you with the flexibility to live balanced, healthy lives through our hybrid working model that champions both collaborative teamwork and individual flexibility. Employees are expected to come to the office at least two days per week, because working together in person:
- Fosters a culture of collaboration, communication, performance and learning.
- Drives innovation and creativity within and between teams.
- Introduces employees to priorities outside of their immediate realm.
- Ensures important interpersonal relationships and connections with one another and our community!
The base salary range for this position is 124K - 186K plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
