Revenue Operations & Collections Specialist

Overview

This role is responsible for building and owning the collections and accounts receivable (AR) process for an individual notice invoice portfolio with $500k+ in past-due invoices. The position will manage the full AR lifecycle—from identifying past-due balances through outreach, dispute resolution coordination, and improvements to reduce days sales outstanding (DSO).

The role reports to the Director of Growth and is remote.

Responsibilities

Build the collections process (first 60 days)

• Learn and document the current state of the $500k+ outstanding individual notice invoice portfolio
• Design and document the outreach cadence for past-due advertisers
• Set up tracking systems in Stripe, Front, and Looker to monitor collection status and DSO

Execute collections and AR outreach (ongoing)

• Identify and prioritize past-due individual notice invoices by age, amount, and likelihood of recovery
• Contact advertisers via email and phone (Dialpad) to secure payment
• Coordinate with publishers to confirm payment status and resolve disputes
• Escalate complex cases to CSMs or Support when publisher confirmation is needed
• Document all outreach and outcomes in Front and internal tracking systems

Optimize and scale (ongoing)

• Analyze customer behavior patterns to identify customers that can be expanded into larger enterprise opportunities
• Recommend process improvements to reduce days sales outstanding (DSO)
• Collaborate with Engineering and Product on Stripe workflow improvements
• Build dashboards in Looker to track KPIs and report weekly to leadership

Business development responsibilities

• Identify and target high-volume accounts with strong potential to become strategic partners
• Prospect and qualify prospective accounts based on volume, fit, and partnership potential
• Conduct product demonstrations that communicate benefits and value
• Build relationships with key decision-makers and stakeholders
• Manage prospective partners through the sales process from initial outreach through close
• Negotiate and close new partnership agreements
• Develop and establish new strategic partnerships that drive business growth

Requirements

• 5+ years in Collections, Accounts Receivable, Revenue Operations, or Credit & Collections, with a proven track record of reducing DSO and recovering past-due revenue
• Hands-on experience with Stripe or similar payment platforms for invoice lookup, payment status tracking, and customer outreach
• Experience making outbound collection calls and sending collection emails; comfort with phone-based follow-up is essential
• Strong written and verbal communication skills; will email and call advertisers directly to secure payment
• Comfort with data and dashboards; track KPIs and report on them
• Self-starter mentality; collections and tracking processes do not exist yet and will need to be built

Preferred Qualifications

• Experience in B2B SaaS or marketplace environments
• Familiarity with Front, HubSpot, Looker, or similar CRM and BI tools
• Understanding of basic revenue recognition principles (ASC 606)
• Experience working with publishers, governments, and law firms

Compensation & Benefits

• Compensation: $80,000–$85,000 + performance bonus tied to expansion revenue, new opportunity mining, and collection targets
• Performance bonus is tied to DSO reduction and collection recovery for the individual notice invoice portfolio.

KPIs (as provided)

• Expansion
  • No active tracking → $50k/year (90-day target)
  • No active tracking → $100k/year (12-month target)
  • Upsell: listed as “Upsell”
• Upsell
  • Upsell: listed as “Upsell” (no additional baseline provided)
• Days Sales Outstanding (DSO)
  • No active tracking → Establish baseline (90-day target)
  • Establish baseline → Under 60 days (12-month target)
• Outstanding balance
  • $500k+ → Reduce by 25% ($125k)
  • $500k+ → Reduce by 50% ($250k)
• Collection rate
  • No active process → 50% of targeted invoices contacted (90-day target)
  • 85% recovery on pursued invoices (12-month target)
• Bad debt reserve
  • No reserve → 10–15% of outstanding identified as uncollectible (90-day target)
  • <10% write-off rate (12-month target)

Location

• Remote

Employment Type

• Full-time