Salesforce O2C Requirements and Acceptance Lead

Role purpose Own the Salesforce requirements, dependencies, solution review, traceability, and acceptance activities for a multi-entity Order-to-Cash implementation without duplicating hands-on configuration assigned to the end client’s existing Salesforce consultant. This role will work under the direction of the End-to-End O2C Program Architect and Delivery Lead. The position defines what Salesforce must deliver, reviews the proposed and configured solution, coordinates downstream dependencies, and confirms that outputs satisfy approved acceptance criteria. It is not the primary Salesforce configuration or development role. Key responsibilities Define Salesforce requirements supporting customer master, opportunity, order, contract, billing trigger, entity, dimension, payment-status visibility, and related O2C processes. Translate the approved end-to-end architecture into object, field, flow, validation, automation, sequencing, payload, timing, and integration requirements. Issue clear, testable requirements and acceptance criteria to the client-direct Salesforce consultant. Maintain traceability from business requirement through Salesforce design, configured output, integration test, defect disposition, and acceptance result. Review proposed Salesforce object, field, automation, and integration designs for downstream accounting, billing, data, reporting, and operating impacts. Confirm that Salesforce configuration supports approved customer ownership, source-of-truth, duplicate-prevention, entity-routing, and dimension requirements. Define required integration payloads, statuses, timing rules, exception behavior, and failure-handling expectations. Track Salesforce dependencies, decisions, assumptions, and required delivery dates within the broader implementation plan. Review configured outputs and test evidence to confirm compliance with approved requirements. Coordinate Salesforce-related system testing, integration testing, defect classification, and acceptance. Identify uncovered Salesforce configuration or development work before it affects downstream implementation. Route uncovered work through the approved Work Order process where appropriate. Coordinate with the existing Salesforce consultant without assuming unilateral authority over that provider or the client’s internal personnel. Support documentation and handoff of Salesforce responsibilities within the O2C operating process. Escalate proposed designs that conflict with the approved end-to-end architecture or create downstream billing, accounting, duplication, integration, or reporting risk. Success in the role Salesforce requirements are complete, traceable, testable, and aligned with the approved accounting and integration architecture. The client-direct Salesforce consultant receives clear direction, dependencies are delivered when required, and configured outputs satisfy the program’s approved acceptance criteria. Preferred background Select candidates with meaningful experience in: Salesforce requirements and solution design Sales Cloud objects, fields, flows, validation rules, and automation Opportunity-to-order, quote-to-cash, or Order-to-Cash processes Salesforce-to-accounting, billing, or ERP integrations Customer-master and source-of-truth design Entity, dimension, billing-trigger, and transaction-routing requirements Integration payloads, statuses, error handling, and acceptance criteria Requirements traceability and solution-review practices System integration testing and defect classification Working with separate client-direct Salesforce administrators, consultants, or developers Cross-functional coordination with Finance, Operations, data, integration, and accounting teams Candidates whose experience is limited to generic Salesforce administration, project coordination, or hands-on configuration without cross-system O2C responsibility will not be a fit. Screening questions Describe a Salesforce project where you owned requirements, solution review, traceability, and acceptance while another consultant or developer performed the configuration. How would you translate an Order-to-Cash process into Salesforce object, field, flow, validation, automation, integration, and acceptance requirements? Describe your experience reviewing Salesforce designs for consistency with accounting, ERP, billing, or integration requirements. Provide an example of a Salesforce design you rejected or materially changed because it would have created downstream billing, accounting, duplication, integration, or reporting problems. How do you verify that configured Salesforce outputs satisfy requirements before granting acceptance? How do you manage a situation where a Salesforce consultant’s proposed design conflicts with the approved end-to-end operating model?