Business Process Lead, Order to Cash

Position Summary 

The Business Process Lead, Order to Cash owns the end-to-end design of the business processes that run from order acceptance through cash collection and recognized revenue. This role is the connective tissue between the business stakeholders who operate these processes and the technology teams that build supporting systems, and is accountable for the detailed capability decomposition of this value stream. Process design decisions in this role have direct consequences for billing accuracy, revenue recognition, and financial reporting integrity, and the role carries a corresponding financial control responsibility. 

Importantly, this role owns the business capabilities in this value stream — their definition, design, decomposition, and governance — in close partnership with the business teams that operate the underlying functions day to day. It does not own those functions themselves; success depends on heavy partnership with business and technology leads rather than on direct authority. This is a hands-on, individual-contributor role: the person hired personally facilitates working sessions, maps processes, writes requirements, and stays engaged through delivery and adoption. It also sits within a newly created function whose operating model and standards are still being defined, giving the person hired real influence over how the broader practice takes shape. The role holds several formal agreements with peer process owners covering shared boundaries, and maintaining those agreements is a core, ongoing part of the job rather than an occasional task. 

Key Responsibilities 

• Own and continuously maintain a detailed (L2/L3) decomposition of order and subscription management, software provisioning and fulfillment, usage consumption and rating, billing and invoicing, invoice-to-cash, and revenue recognition capabilities, keeping documentation accurate as the operating model and systems landscape evolve, and using standards shared across the Business Process Lead team.
• Facilitate structured working sessions with business stakeholders across this value stream to document how processes work today and design how they should work going forward, producing process maps, documented decisions, and requirements a technical team can act on without extensive follow-up.
• Translate future-state process designs into system requirements, partner with Product Owners and Engineering Leads through design, build, and testing, and confirm that what gets delivered reflects the intended process design.
• Support two parallel delivery tracks — current, in-production systems and the next-generation platform build — correctly identifying which track an incoming request belongs to, and ensuring lessons learned in day-to-day operations are reflected back into documentation and forward-looking design work.
• Own change management, enablement, and adoption for process changes in this value stream — stakeholder impact assessment, readiness planning, training materials, and post-launch verification that new processes are being used as intended — and define and report the process performance metrics that show whether they are working.
• Hold and maintain documented agreements at shared boundaries with peer Business Process Leads, so handoffs between value streams are explicitly agreed rather than assumed.
• Own the capability design for software provisioning and fulfillment — manual provisioning, provisioning error handling, feature enablement, software suspension and reinstatement, and trial extension — partnering with the teams who operate those processes.
• Own the capability design for usage consumption and rating, including overage management and how rated usage flows into billing and revenue treatment. 

Required Qualifications 

• Working knowledge of revenue recognition standards (ASC 606) and subscription billing mechanics, with the demonstrated ability to reason independently through how a mid-contract order change flows to invoicing, revenue schedules, and unbilled or deferred revenue balances. This is a firm screening requirement given the financial control responsibilities of the role, not a general preference.
• 5+ years of experience in business process design, business analysis, business architecture, or operations in a relevant domain.
• Demonstrated experience decomposing business capabilities into detailed, multi-level structures.
• Strong facilitation skills with cross-functional business stakeholders, including experience working at a director level, and comfort holding formal cross-functional agreements with peer process owners rather than treating a boundary handoff as a one-time conversation.
• Experience translating business process requirements into system requirements or work items for a technical delivery team, along with strong documentation habits. 

Preferred Qualifications 

• Experience with contract modification accounting and its process implications in a subscription business.
• Billing operations, collections, or revenue accounting process design experience.
• Experience with consumption or usage-based billing and rating models, including how overages are handled and billed.
• Experience with software provisioning, license entitlement, or feature enablement process ownership.
• Indirect tax process design experience, including taxability determination, nexus, and exemption certificate management.
• Prior experience partnering with a shared platform engineering team on roadmap sequencing and prioritization.
• Experience with Salesforce Revenue Cloud Advanced, a dedicated revenue recognition engine such as RightRev, Oracle and NetSuite, and indirect tax engines such as OneSource or CertifyTax.