Director, Revenue, Finance & Accounting Operations (SaaS​/TPRM

Director, Revenue, Finance & Accounting Operations

The Director, Revenue, Finance & Accounting Operations is the CFO-aligned owner of revenue-related financial operations. This individual-contributor director ensures that commercial and delivery activity is translated into accurate billing, revenue recognition, forecasting, reporting, and audit support. The role partners closely with Revenue Operations, Professional Services Operations, Sales, Legal, and Finance to create clear processes, controls, and accountability across the revenue lifecycle.

Operating in a lean SaaS environment, this leader is expected to use enterprise-approved tools to improve speed, quality, scalability, and decision support while preserving human judgment, confidentiality, auditability, and internal control.

Key responsibilities include:

• Revenue Accounting and Financial Close
• Own revenue recognition policies and processes for subscription, support, and professional services revenue.
• Ensure revenue is recognized accurately and consistently in accordance with company policy and applicable accounting standards, including ASC 606.
• Review customer contracts, statements of work, amendments, and non-standard commercial terms for accounting and revenue-recognition implications.
• Maintain revenue schedules, deferred revenue balances, contract assets, contract liabilities, and supporting reconciliations.
• Prepare and review revenue-related journal entries, account reconciliations, and close documentation.
• Resolve discrepancies among contracts, bookings, billing, project activity, and recognized revenue.
• Support monthly, quarterly, and annual financial close and provide revenue-related analysis to the CFO and auditors.
• Billing Governance and Revenue Integrity
• Establish financial policies and controls governing subscription, support, and professional services billing.
• Partner with Revenue Operations on subscription and support billing and with Professional Services Operations on project billing inputs and milestones.
• Validate that billing activity is supported by executed agreements, approved pricing, delivery milestones, and appropriate documentation.
• Monitor billing exceptions, credits, adjustments, delayed invoices, and other items affecting revenue or cash flow.
• Reconcile bookings, billings, backlog, deferred revenue, and recognized revenue on a consistent cadence.
• Reduce billing errors, revenue leakage, and manual rework through stronger processes and controls.
• Forecasting and Financial Planning
• Own the revenue forecast in partnership with the CFO and business leaders.
• Develop forecasts for subscription, support, and professional services revenue.
• Maintain visibility into backlog, deferred revenue, contracted revenue, project delivery, and billing schedules.
• Incorporate pipeline, bookings, renewals, project delivery, utilization, and staffing assumptions into financial forecasts.
• Analyze actual results against forecast and explain material variances, risks, and opportunities.
• Support company planning and scenario analysis using Datarails or other FP&A tools.
• Pricing and Commercial Finance
• Own financial governance of professional services list rates and rate-card methodology.
• Evaluate the financial impact of pricing changes, discounts, payment terms, contract structures, and commercial exceptions.
• Provide Finance guidance for non-standard arrangements that create accounting, margin, cash-flow, or revenue-recognition risk.
• Partner with Revenue Operations on discounting policies and approval thresholds.
• Support pricing, margin improvement, and revenue predictability through financial analysis.
• Vendor and Finance Operations
• Support or lead vendor contract negotiations from a financial and commercial perspective.
• Evaluate vendor pricing, payment terms, renewal provisions, and financial commitments.
• Identify cost-saving, contract-consolidation, and process-improvement opportunities.
• Support Finance initiatives involving documentation, reporting automation, systems, and data governance.
• Systems, Data, and Reporting
• Serve as the Finance business owner for revenue-related requirements within Certinia, Salesforce, PSA, Datarails, and reporting platforms.
• Partner with system owners to ensure appropriate configuration, data quality, access controls, and financial reporting.
• Define Finance requirements for integrations among Salesforce, Certinia, ERP, PSA, Datarails, and related tools.
• Develop standardized reporting for revenue, billing, backlog, deferred revenue, project delivery, and forecast performance.
• Reduce reliance on manual spreadsheets and improve the reliability and scalability of financial processes.
• AI-Enabled Finance Operations and Workflow Automation
• Use enterprise-approved tools to accelerate reconciliation research, variance analysis, contract-term extraction, forecast commentary, policy drafting, audit preparation, and process documentation.
• Identify, prioritize, and implement automation opportunities across quote-to-cash, billing, revenue recognition, financial close,…