Looking for Senior Process Analyst, Lead to Order in Santa Clara, CA

Job Description

Job Description

Senior Process Analyst, Lead to Order
Location: Santa Clara, CA
Work Arrangement: Fully Onsite
Project Duration: 2 Years of contract with possibility of extension

Job Summary
The Senior Process Analyst, Lead to Order, will support business process analysis, documentation, and process improvement initiatives, with approximately 50% of the role's capacity dedicated to initiatives supporting the Chief Revenue Officer (CRO) organization.
This role will work closely with Sales, Sales Operations, Channel Operations, Finance, Product, IT, Business Systems, and other relevant stakeholders to document current business processes, identify process gaps, maintain process documentation, and support future-state process design. The position will also support commercial processes involving opportunity management, quoting, pricing, discounting, approvals, and Quote-to-Order.

Key Responsibilities
1. Process Discovery and Documentation

• Conduct process discovery through stakeholder interviews, workshops, and working sessions.
• Document process activities, decisions, handoffs, business rules, roles, systems, exceptions, and dependencies.
• Develop current-state process maps using BPMN, swimlane diagrams, SIPOC, or similar methodologies.
• Validate process documentation with business stakeholders and process owners.
• Document process variations across teams, regions, products, channels, and selling motions, where applicable.

2. Process Analysis and Gap Identification

• Identify bottlenecks, rework, duplication, unnecessary handoffs, manual activities, and unclear ownership.
• Capture stakeholder pain points and organize findings into clear themes.
• Apply structured problem-solving and root-cause analysis techniques, where appropriate.
• Distinguish issues related to processes, policies, data, technology, ownership, or enablement.
• Document findings to support process improvement discussions and decisions.

3. Sales and Revenue Operations Process Excellence

• Dedicate approximately 50% of the role's capacity to process initiatives supporting the CRO organization.
• Work with Sales, Sales Operations, Channel Operations, and related teams to understand business workflows and challenges.
• Document commercial processes, including opportunity management, quoting, pricing, discounting, approvals, and Quote-to-Order.
• Support process standardization and clarification of roles, handoffs, and business rules.
• Deliver process maps, documentation, findings, and requirements for priority CRO initiatives.

4. Process Catalog and Documentation Management

• Maintain and update the Lead-to-Order process catalog and supporting documentation.
• Ensure process documentation follows established standards, naming conventions, hierarchy, and governance practices.
• Keep process maps and related documentation current as processes change.
• Link supporting documentation, including SOPs, RACI matrices, business rules, policies, requirements, and KPIs, to the appropriate processes.
• Identify outdated documentation, documentation gaps, duplication, and missing ownership.
• Make process information accessible and understandable to stakeholders.

5. Process Improvement and Future-State Design

• Partner with the Process Architect and business teams to support process improvement initiatives.
• Provide current-state findings and documentation to support future-state design.
• Help document future-state workflows, roles, handoffs, business rules, and system interactions.
• Support gap analysis between current-state and future-state processes.
• Assist with stakeholder validation and implementation readiness.

6. Business Process and Technology Alignment

• Apply working knowledge of CRM and CPQ-enabled sales processes during process discovery and analysis.
• Understand how opportunities, quotes, products, pricing, approvals, and related information move through CRM and CPQ workflows.
• Partner with Product, IT, Business Systems, and other technical teams to document business requirements.
• Help identify opportunities for process, policy, technology, data, and enablement changes.
• Support the identification of automation opportunities and ways to reduce manual work.

Required Qualifications and Experience

• 5+ years of experience in business process analysis, Sales Operations, Revenue Operations, operational excellence, business analysis, or a related discipline.
• Bachelor's degree required.
• Strong understanding of sales and commercial processes.
• Experience conducting process discovery, facilitating workshops, and documenting cross-functional processes.
• Strong process-mapping and documentation skills.
• Experience supporting CRM, CPQ, business process, or digital transformation initiatives.
• Ability to organize complex information and translate it into clear process documentation.

Preferred Qualifications and Skills

• Hands-on Sales Operations or Revenue Operations experience.
• Quote-to-Order process experience.
• Working knowledge of enterprise CRM platforms; Salesforce experience is highly desirable.
• CPQ experience is strongly preferred.
• Experience with Signavio, Visio, Lucidchart, or comparable process-mapping tools.
• Experience maintaining a process catalog, process repository, or documentation library.
• Lean Six Sigma Green Belt certification preferred; equivalent process-improvement or business-analysis certification will be considered.
• Experience in technology, hardware, SaaS, subscription, or partner/channel environments.

Core Competencies

• Strong analytical and structured problem-solving skills.
• Excellent facilitation, written communication, and interpersonal skills.
• Ability to collaborate effectively across Sales, Sales Operations, Finance, Channel Operations, Product, and technology teams.
• Strong attention to detail and organizational skills.
• Ability to manage multiple process-documentation and analysis activities independently.