Revenue Operations & Collections Specialist

Overview

This role builds the collections and revenue operations function from scratch for an organization that serves public information publishers. The position owns the full AR lifecycle for individual notice invoices, including identifying past-due balances, contacting advertisers, resolving disputes, and reducing days sales outstanding (DSO). The role is high-visibility with a direct line to the Director of Growth and a path to broader revenue operations responsibilities as the organization scales.

• Reports to: Director of Growth
• Employment type: Full-time
• Work location: Remote

Responsibilities

Build the collections process (first 60 days)

• Learn and document the current state of a $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 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 the organization’s tracking systems.

Optimize and scale (ongoing)

• Analyze customer behavior patterns to identify which customers can be expanded into large enterprise opportunities.
• Recommend process improvements to reduce 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; will track personal KPIs and report on them.
• Self-starter mentality; the process does not exist yet and will 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.

Tools You’ll Use

• Stripe — invoice lookup, payment status, customer data
• Front — customer communication and outreach tracking
• Dialpad — phone outreach to advertisers
• HubSpot — customer/contact lookup
• Looker — KPI dashboards and reporting
• Notion — SOP documentation and process notes
• Slack — coordination with CSMs, Support, and Finance teams

Compensation & Benefits

• Base compensation: $80,000–$85,000 + performance bonus tied to expansion revenue, new opportunity mining, and collection targets.

KPIs & incentive structure

Performance bonus is tied to DSO reduction and collection recovery for the individual notice invoice portfolio.

• Expansion

  • Baseline: No active tracking
  • 90-day target: $50k/year
  • 12-month target: $100k/year
  • Upsell: Upsell (90-day target and 12-month target)

• Days Sales Outstanding (DSO)

  • Baseline: No active tracking
  • 90-day target: Establish baseline
  • 12-month target: Under 60 days

• Outstanding balance

  • Baseline: $500k+
  • 90-day target: Reduce by 25% ($125k)
  • 12-month target: Reduce by 50% ($250k)

• Collection rate

  • Baseline: No active process
  • 90-day target: 50% of targeted invoices contacted
  • 12-month target: 85% recovery on pursued invoices

• Bad debt reserve

  • Baseline: No reserve
  • 90-day target: 10–15% of outstanding identified as uncollectible
  • 12-month target: <10% write-off rate

Career Path

This role is designed as a stepping stone to broader finance and operations responsibilities. As the organization scales and hires a Director of Finance, the opportunity includes:

• Expanding into broader revenue operations (SaaS subscriptions, publisher payables)
• Leading process improvements across Finance, Support, and CSM teams
• Growing into a Revenue Operations Manager or similar role