Director of Sales Order Management and Revenue Operations

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

The Director, Sales Order Management & Revenue Operations will be responsible for overseeing the month-end close process for all incoming sales orders, billings, receivables & collections in accordance with team SLA and company booking and revenue policies. An ideal candidate must be hands-on and possess a strong understanding of the complete order, billings, and collections processes, have experience in US GAAP revenue recognition and AR accounting, and have a proven track record of building and managing a team of high-performing individuals.

As there will be frequent interactions with Sales, Operations, Legal, Finance and other teams, this candidate will need to have exceptional communication skills, strong critical thinking capabilities, a collaborative nature, and the ability to advocate for necessary procedures/practices and influence business partners.  

Key responsibilities include:

• Manage month-end close activities, including preparation and review of orders, billings, receivables, collections, allowance for doubtful accounts, cash forecast, and related close package materials
• Review accuracy of 1) provisioning set-up, 2) agreements, signed quotes, purchase order details, 3) invoicing with correct billing & shipping contact information, product, discounts, subscription dates, and 4) payment term. Identify potential revenue recognition, AR, allowance/write-off, and collection concerns, including transactions being recorded in the correct accounting period

• Proactively monitor (reporting) orders/billings/receivables/collections with open questions to ensure that these are resolved timely and recorded in the correct period; identify issues and proactively investigate and clearly communicate recommendations and solutions including team training
• Track and report on customer account discrepancies and follow-through to resolution
• Research and address partner queries related to order status such as fulfillment, billing, and receivables/collections

• Set and drive AR performance to establish business goals; regularly achieve DSO, cash flow and % current targets. Develop, support and drive credit policy, implement processes to minimize risk and gain broader business buy-in

• Act as liaison and be the advocate for system improvements, product introductions and/or changes, and other procedures having a revenue or accounting impact; advocate for and implement suggestions to establish and/or improve on processes
• Maintain internal controls and evaluate actions required for compliance with the company's revenue accounting process, including review of the billings process, conformance with SOX Policies and ASC 606, etc.
• Identify and resolve issues of diverse scope where analyses of situation or data requires evaluation of a variety of factors, including an understanding of current business trends
• Generate and maintain detailed documentation of policies and processes and lead process improvement/automation initiatives as they arise
• Perform other ad hoc responsibilities as necessary

 You are:

• An independent, self-motivated individual with a positive, service-oriented attitude
• Self-starter with a great work ethic and an analytical thinker with superior problem-solving and decision-making skills, possessing the initiative to create presentations and analysis from scratch to answer questions posed and look into the details and interpret the impact of key business drivers
• Extremely detail-oriented and organized with prior experience having gathered, structured, monitored, and validated data to ensure data integrity and detailed documentation; has developed a habit of checking the accuracy of data and analysis several times over before submitting for review
• Significant expertise in setting up automated processes to increase the effectiveness of the team and minimize room for error
• Excellent multi-tasker who is always “on it” with stellar time and project management skills; understands the importance of planning in advance to meet deadlines that include multiple review points and iterations
• Flexible to work extended hours when work volume requires (typically month-end/quarter-end)
• Strong communicator, both written & verbal; reliable and responsive to email and phone communications
• Highest level of integrity and good judgment, with the ability to effectively deal with highly sensitive, confidential information

 Qualifications

• Bachelor’s degree in Accounting or Finance
• Minimum 10 years of full cycle sales order, billing, collections, and revenue operations experience
• Good understanding of US GAAP rules relating to revenue recognition (ASC 606); experience with IFRS a plus
• Big 4 CPA firm (or regional equivalent) and public company experience a plus
• Experience with Sales deal desk preferred
• Experience with receivables and collection preferred
• Experience with SaaS or Software company preferred
• Hands on experience with NetSuite and Salesforce
• Proficiency with Excel is a must (e.g., Pivot table, vlookup, sumif, iferror, etc.)