Head of Revenue and Billing Operations

Overview

A growing technology company in the rental marketplace sector is seeking a Head of Revenue and Billing Operations to lead and scale their quote-to-cash systems and processes. This role reports to the CFO and is critical to ensuring the accuracy, efficiency, and scalability of contracts, pricing, billing, revenue recognition, and collections as the business expands.

Responsibilities

Quote-to-Cash Transformation

• Own the end-to-end quote-to-cash lifecycle, including contract creation, billing, revenue recognition, and collections.
• Redesign the Opportunity-to-Cash operating model across Sales, Finance, and Operations.
• Establish governance for pricing approvals, contract configuration, and deal desk review.
• Ensure data integrity across Salesforce, revenue recognition and billing systems, and NetSuite.
• Design scalable processes to support new product offerings.
• Implement controls to prevent duplicate billing, incorrect pricing, or revenue attribution errors.

Pricing Governance & Deal Desk Operations

• Establish formal pricing governance processes for all sales contracts.
• Lead the design of scalable deal desk workflows and contract validation procedures.
• Ensure Salesforce pricing and contract terms rules and approvals align with company policy.
• Implement automated validation checks to prevent contract errors before downstream processing.

Systems & Technology Architecture

• Architect the quote-to-cash technology ecosystem, including Salesforce configuration and governance, NetSuite invoicing integration, internally developed lease attribution system, billing and collections platforms, and customer reporting/dispute resolution infrastructure.
• Reduce manual workflows and reconciliation requirements.
• Ensure systems integration supports evolving pricing models.
• Implement automation and AI-driven validation for contract data integrity.
• Drive improvements in data visibility for Sales, Finance, and Partner Success teams.

Revenue Attribution & Analytics

• Partner with Revenue Analytics and Data teams to ensure accurate revenue capture and attribution.
• Oversee lease attribution systems used to determine revenue earned.
• Ensure accurate pricing and contract data flows into revenue calculation systems.
• Improve transparency into lease attribution and partner reporting.
• Reduce revenue leakage caused by system mismatches.

Billing & Collections Optimization

• Oversee billing and collections infrastructure to improve cash conversion and partner experience.
• Implement scalable invoicing processes for property management companies and individual communities.
• Improve accounts receivable case management and dispute resolution workflows.
• Establish escalation processes for overdue balances.
• Align Finance and Go-To-Market teams on collections strategy and partner communication.

Partner Experience & GTM Alignment

• Collaborate with Sales and Partner Success leadership to improve partner experience while protecting revenue integrity.
• Ensure operational processes support partner success without compromising financial controls.
• Establish clear ownership boundaries between Account Management and Accounts Receivable teams.
• Design escalation workflows for billing disputes and overdue balances.
• Improve system visibility for GTM teams to understand partner financial status.

Internal Controls & Risk Management

• Design and implement controls to mitigate operational and financial risks across the quote-to-cash lifecycle.
• Identify systemic risks across Salesforce, billing systems, and financial reporting.
• Implement preventative controls to reduce billing errors and revenue leakage.
• Support development of a SOX-ready internal control environment.

Team Leadership & Organizational Development

• Build and lead a high-performing team spanning Accounts Receivable, Revenue Operations, and Financial Systems.
• Recruit and develop leaders across revenue operations, billing, and accounting.
• Build scalable team structures to support company growth.
• Establish a culture of process discipline, accountability, and operational excellence.

Requirements

Systems & Process Design

• 10+ years leading finance operations, revenue operations, or accounting and accounts receivable functions in high-growth technology companies.
• Deep experience architecting quote-to-cash systems and workflows using Salesforce and NetSuite.
• Expertise in pricing and contracting governance, deal desk approvals, billing automation, and collections workflows.
• Experience supporting complex pricing models including performance-based pricing, subscription models, and hybrid revenue structures.
• Strong understanding of data flow between CRM, billing systems, revenue recognition, and financial systems.
• Experience with Salesforce, NetSuite, Verspay, Tesorio or similar billing and collections platforms, BI platforms such as Looker, and proprietary revenue attribution platforms.
• Experience supporting marketplaces or two-sided platforms is strongly preferred.

Leadership & Change Management

• Proven ability to drive cross-functional operational transformations.
• Experience aligning Sales, Finance, and Operations teams around shared processes and metrics.
• Strong executive communication skills with the ability to influence senior stakeholders.
• Experience hiring, mentoring, and developing high-performing finance and operations teams.
• Ability to balance strategic planning with hands-on execution.

Accounting Leadership Foundation

• Bachelor’s degree in Accounting, Finance, or Business required.
• CPA and/or Big Four experience preferred.
• Strong knowledge of US GAAP revenue recognition principles.
• Experience managing month-end close, financial reporting, and audits.
• Familiarity with internal controls frameworks and future SOX readiness.

What Success Looks Like

Within the first 12 months, the successful candidate will:

• Modernize the quote-to-cash architecture.
• Eliminate major sources of billing errors and reconciliation issues.
• Improve cash conversion and collections efficiency.
• Implement scalable pricing and contract governance.
• Build infrastructure capable of supporting $500M+ revenue scale.

Compensation & Benefits

The total target compensation (TTC) for this position in the US is:

• Zone 1: $207,000 - $251,000 TTC (including $182,000 - $221,000 base salary) plus equity.
• Zone 2: $191,000 - $232,000 TTC (including $168,000 - $204,000 base salary) plus equity.
• Zone 3: $176,000 - $213,000 TTC (including $155,000 - $187,000 base salary) plus equity.

Note: Compensation targets vary by location and do not include additional benefits and perks.

Location

This role is open to candidates across US locations, with compensation adjusted by geographic zone.