Manager Revenue Operations

Who Should Apply

You have sat in a room where operations said the work was done, billing said it was never told, and finance found out  know why that happens, and you have fixed it somewhere before. You have watched screen failure revenue disappear because nobody read the contract clause closely enough, and it still bothers you. You are as comfortable reading a study budget as you are reading a general ledger.

You would rather build the system than run it forever. If that is you, we should talk.

The Manager, Revenue Operations is a bridge role. It sits between clinical operations and finance, and it exists because revenue at a clinical research site network does not originate in the accounting system. It originates in the contract, becomes real through activity at the site, and only then flows to billing, revenue recognition, and forecast. The person in this seat owns that flow end to end.

They read the clinical trial agreement and the study budget. They know what triggers a billable event and when it is earned. They know what CRIO captures natively and what it does not. Each month they reconcile what was earned against what was invoiced against what was recognized, and they know exactly where the gaps come from. Tandem / The company has a capable billing and collections function.

What we do not have is a single owner of revenue integrity from contract through cash. That is this role.

• 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.

• Know how to Interpret clinical trial agreements, study budgets, and contract amendments, and determine how each revenue component becomes a billable event.
• Own the revenue treatment of 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 activity is among the largest sources of unrecovered revenue at a research site. This role owns it.

• Interpret 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.

• 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 rather than being discovered at month end.
• Translate between operational activity and financial consequence for audiences who do not think in financial terms.

• Assess what CRIO captures natively and what is currently managed outside the system (not an owner of CRIO, rather a user)
• 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.

• Own the revenue cutoff, the monthly revenue accrual, and the unbilled reconciliation.
• Prepare and maintain supporting documentation sufficient to withstand external audit.

• 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.

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.

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.

• Ability to read a clinical trial agreement and a study budget and translate both into billing and revenue…