Revenue Manager

What You’ll Do

• Build and Own the Revenue Function
• Carry revenue end to end, from contract execution through billing, recognition, deferred revenue, contract costs, and reporting to the Controller, CFO, and Board
• Partner with the Controller to design the revenue operating model — process, close calendar, roles, hand-offs, and documentation — and own the transition from current state
• Draft and maintain the revenue recognition policy, position papers, and desk procedures as products, pricing models, and contract structures evolve
• Serve as the company’s subject matter expert on revenue for auditors, diligence teams, and internal stakeholders. This is a build role: you will set the technical standard for revenue work and be positioned to grow into people leadership as the function scales
• Revenue Recognition & Technical Accounting
• Run the monthly ASC 606 revenue recognition process: review contracts, determine treatment for SaaS, usage-based, and professional services arrangements, and maintain schedules and deferred revenue roll forwards
• Maintain the stand-alone selling price (SSP) analysis and performance obligation allocation for multi-element arrangements, refreshed at least annually and on any material pricing change
• Manage deferred contract cost (ASC 340-40) accounting: capitalization policy, amortization period conclusions, schedules, and period-end reconciliations
• Research and write technical accounting memos on new products, contract structures, and non-standard arrangements; review conclusions with external auditors proactively
• Revenue Close & Billing
• Lead the revenue workstream of the month-end close: close calendar, deliverables, journal entries, account reconciliations, flux analysis, and sign-off on revenue and related balance sheet accounts
• Manage the billing-to-revenue process, ensuring invoices align with contract terms and revenue schedules, and drive root-cause resolution of discrepancies rather than one-off fixes
• Partner with the Controller on order-to-cash performance — billing accuracy, unbilled balances, and collections tied to contract or invoicing issues — and cross-train so the close is not person-dependent
• Revenue Systems — Selection and Implementation
• Lead the platform evaluation (requirements, market scan, vendor demos, scorecard, and business case) and serve as business owner for the implementation: data model design, configuration, migration, parallel runs, UAT, and go-live
• Define integration requirements across CRM/CPQ, billing, and NetSuite; partner with IT and Sales Operations so deal data and SKU structures flow without manual re-keying
• Own sales tax configuration and compliance in Avalara, and set the revenue recognition treatment for multi-element arrangements that blend AI usage and per-seat pricing
• Propose and track the automation roadmap for the function against defined measures: close-cycle time, manual journal volume, and reconciliation effort
• Cross-Functional Partnership & Controls
• Act as Finance’s revenue voice with Sales, Legal, FP&A, Product, and Customer Success; serve as revenue reviewer in the deal desk for non-standard contract terms and recommend standard language and approval thresholds that keep most deals clean
• Engage Product and Go-to-Market teams during the development of new products, pricing models, and packaging changes to identify ASC 606 implications early and advise on which revenue structures are supportable — including emerging models such as case-based arrangements — so that recognition and billability are designed in before contracts are written; partner with FP&A so actuals, forecast, and ARR tell a consistent story to leadership, the Board, and investors
• Lead the revenue workstream of the annual audit, document and operate revenue cycle internal controls, and support SOX readiness for revenue ahead of any future public market or transaction event

What Success Looks Like in Year One

• 90 days: current revenue process documented end to end, gaps and risks identified, prioritized roadmap agreed with the Controller
• 6 months: revenue management platform selected, contracted, and in implementation with a signed-off requirements and design document
• 12 months: platform live, revenue schedules running out of the system rather than Excel, and revenue policy and controls current and audit-ready

What We’re Looking For

• Required Bachelor’s degree in Accounting, Finance, or a related field; CPA strongly preferred
• 7+ years of accounting experience, including at least 3 years of revenue accounting at a SaaS or technology company
• Demonstrated ownership of ASC 606 in a growth-stage company, including writing and defending technical positions with external auditors
• Working command of ASC 340-40 contract cost accounting
• Track record of building process from an unstructured starting point, not only operating an established one
• Hands-on experience with NetSuite
• Experience selecting or leading the implementation of a revenue recognition or billing platform
• Strong command of GAAP, internal control design, and enterprise contract review across multi-element revenue arrangements
• Adequate command of automation tools such as Zuora Revenue or Salesforce Revenue Cloud
• Preferred Experience with subscription or usage-based billing platforms such as Zuora, Maxio, or similar
• Experience with revenue recognition automation tools such as Zuora Revenue or Salesforce Revenue Cloud
• NetSuite Advanced Revenue Management (ARM) experience
• Public accounting experience, ideally with SaaS or technology clients
• Familiarity with Salesforce or comparable CRM/CPQ environment and data analytics tools such as Looker
• Experience in the insurtech, insurance, or financial services industry
• Experience managing a small accounting team, or supporting SOX readiness, an IPO, or investor diligence in a scaling company

Compensation, Benefits & Perks

• Annual base salary for this role is expected to fall within the range of [$109,900 - $204,100]
• Equity grants for all employees
• A 4% matching 401(k) program
• Medical, dental, vision, disability, and life insurance coverage for employees working 30+ hours per week
• Monthly wellness stipend
• Paid parental leave
• Flexible vacation policy - we all work hard and take time when we need it