Manager Revenue Operations

Position Summary

The Manager, Revenue Operations is a bridge role between clinical operations and finance. It exists because revenue at a clinical research site network does not originate in the accounting system but in the contract, activity, invoicing, and recognition.

Key Responsibilities

• Revenue Integrity and Capture Completeness: Establish and maintain the reconciliation from contract terms to billable activity to invoiced revenue to recognized revenue. Identify, quantify, and drive recovery of revenue leakage across studies, sites, and sponsors. Own the unbilled revenue schedule, including aging, root cause, and resolution ownership.

• Contract to Revenue Translation: Interpret clinical trial agreements, study budgets, and contract amendments, and determine how each revenue component becomes a billable event. Own the revenue treatment of various fees such as visit-based fees, monitoring fees, study fees, pharmacy fees, contract renewal fees, startup and closeout fees, and pass-through costs. Serve as the authority on whether an invoice, a credit, or a sponsor response is consistent with the underlying contract.

• Screening and Screen Failure Revenue: Screen and screen failure activity is among the largest sources of unrecovered revenue. Own the interpretation of screen failure terms, caps, reimbursement schedules, and per-procedure allowances across each contract. Reconcile screening activity captured at the site against what is billable under contract, and pursue the difference. Quantify screen failure revenue at risk and build the process and controls that prevent recurrence.

• Clinical Operations Partnership: Build and run a standing cadence with clinical operations, study budgets & contracts, and site leadership. Ensure protocol amendments, change orders, contract renewals, and scope changes reach finance through a defined channel. Translate between operational activity and financial consequence for audiences who do not think in financial terms.

• CRIO and System Ownership: Assess what CRIO captures natively and what is currently managed outside the system. Collaborate with the configuration team to drive configuration changes where CRIO can be made to generate the revenue event, and design documented manual controls where it cannot. Partner with finance systems on the flow of data from CRIO to the general ledger.

• Month-End Close and Revenue Recognition: Own the revenue cutoff, the monthly revenue accrual, and the unbilled reconciliation. Prepare and maintain supporting documentation sufficient to withstand external audit.

• Analytics and Forecast: Deliver monthly revenue reporting by study, sponsor, and site, including variance to contract. Provide the operational assumptions that drive the revenue forecast, and explain the variance when actuals diverge.

What This Role Is Not

• This is not a billing role, a collections role, or a cash application role. Those functions are staffed and performing.

• The Manager, Revenue Operations will not be measured on invoices processed or cash collected. This position is measured on whether the revenue Tandem earned is the revenue Tandem captured, and on whether finance and clinical operations are working from the same set of facts.

Additional Responsibilities

This job description outlines the core duties of the Manager, Revenue Operations; however, additional responsibilities may be assigned as needed to support evolving organizational goals and operational demands. The position requires flexibility and a proactive attitude to manage changes in sponsor requirements, contract structures, system capabilities, or departmental initiatives.

Requirements

• Knowledge, Skills, and Abilities:

  • Ability to read a clinical trial agreement and a study budget and translate both into billing and revenue recognition treatment without supervision.
  • Working command of clinical research site operations, including the visit schedule, the source of activity data, and where that data breaks.
  • Analytical fluency. Advanced Excel required, including the ability to build reconciliations and variance analysis from imperfect source data.
  • Demonstrated ability to work directly with clinical operations personnel and obtain what finance needs without creating friction.
  • Strong written and verbal communication. Comfortable presenting findings to finance leadership and to sponsors.
  • High attention to detail with the judgment to know which details matter.
  • Ability to build process and documentation where none currently exists, and to operate with limited structure.
  • Comfortable in a fast-paced, multi-site, private equity backed environment.

• Required Experience and Qualifications:

  • Education: Bachelor's degree in Accounting, Finance, Business, or a related field.
  • Experience: Minimum of five years in revenue operations, revenue integrity, clinical trial finance, or research site financial management. Direct experience at a clinical research site, site management organization, integrated site network, or academic medical center research operation. Sponsor-side or CRO-side experience alone will not translate to this role.
  • Hands-on working knowledge of CRIO. Candidates should be able to speak specifically to what CRIO captures, where it falls short, and how they have managed the difference.
  • Demonstrated experience interpreting screening and screen failure contract terms and recovering the associated revenue. Experience reconciling study-level activity to invoiced and recognized revenue.

• Preferred Experience:

  • Experience in a private equity backed or multi-site environment.
  • Exposure to ERP systems, NetSuite or Sage preferred, and to the integration between a clinical trial management system and the general ledger.
  • Familiarity with revenue recognition principles as applied to clinical research contracts.
  • Experience scaling a revenue operations function, including building process and documentation from a standing start.
  • CPA, CMA, or equivalent. Not required.