Vice President, Commercial Finance

Overview

This role is responsible for strategic leadership of revenue strategy, revenue metrics, and revenue transformation, with deep revenue accounting expertise and commercial finance experience.

The Vice President of Finance Operations & Commercial Finance leads:

• Revenue accounting and revenue reporting (revenue transformation, revenue metrics/methodology, and monthly revenue close deliverables)
• Order-to-cash operations across sales-led and self-serve revenue (order management, license provisioning, billing, collections, and commissions)
• Commercial finance strategy, partnering with sales and commercial leadership on deal economics, discounting, and margin management

Note: this role leads Revenue Accounting and prepares revenue reporting. Revenue recognition policy and final sign-off on revenue reported in the financial statements are owned by the Corporate Controller.

The role applies ASC 606 to complex enterprise and self-serve transactions and partners closely with the Corporate Controller (policy and final sign-off), as well as the Chief Revenue Officer and Chief Customer Officer.

Responsibilities

• Partner with Sales, Revenue Operations, Pricing & Packaging, and commercial leadership on deal structuring, discounting strategy, and margin analysis to protect profitability across the deal lifecycle.
• Lead commercial finance strategy and profitability optimization, providing financial insights, investment analysis, and business case support for pricing and packaging decisions across a multi-module platform.
• Lead revenue transformation initiatives (process, systems, and organizational redesign) to scale deal desk, order-to-cash operations, revenue accounting, reporting, and analytics functions as the organization grows.
• Work with executive leadership across Sales, Delivery, and Enablement to drive strategy, decision-making, and execution, improving visibility into growth drivers and key metrics.
• Set company strategy around revenue metrics, pricing and packaging, revenue transformation, and commercial finance—partnering with sales and commercial leadership on deal economics, discounting, and margin management.
• Lead strategic initiatives spanning quoting, contracting, and accounting business partnership with the CRO and CCO.
• Collaborate on strategic deal negotiation to support favorable outcomes.
• Lead deal desk operations, approvals within pricing and discount policy, margin governance, and customer expansion economics.
  • Discounts above policy and non-standard terms are approved by the SVP Finance, and the largest deals by the CFO, under Delegation of Authority.
• Inform product monetization strategy, including AI-driven product metrics, packaging, and associated financial risk.

Revenue Accounting & Revenue Reporting

• Lead Revenue Accounting by applying ASC 606 to contracts across sales-led and self-serve revenue.
• Prepare accounting memos for complex and non-standard deals.
• Deliver the monthly revenue close, including GAAP and non-GAAP revenue, ARR/ACV, and remaining performance obligations (RPO).
• Flag contract terms that affect revenue recognition for accounting review before signature, ensuring every customer commitment is captured in the signed contract.

Order-to-Cash, Billing, and Collections

• Own order management operations for both sales-led and self-serve customers, ensuring accurate order booking, contract activation, license provisioning, self-serve plan changes (upgrades, downgrades, and cancellations), and data integrity across the quote-to-cash process.
• Own billing operations, including invoicing accuracy, billing cycle management, subscription/usage-based billing logic, sales tax filings (with the Tax team reviewing non-standard items), and timely resolution of billing disputes.
• Own collections strategy and execution, including AR aging, dunning processes, credit risk management, and partnership with Legal on delinquent or at-risk accounts.
• Own revenue systems and integrations across Salesforce, Stripe, and NetSuite, partnering with Business Systems to modernize and scale the quote-to-cash stack.
• Lead order-to-cash integration of acquired companies, including migrating acquired customers onto billing and payment platforms.
• Run an order-to-cash readiness review before new pricing models launch or acquisitions close, covering systems, billing, revenue recognition, ARR treatment, and sales tax.

Commissions & Commercial Finance Reporting

• Own commission calculations, accruals, and capitalized commission accounting (ASC 340-40) in partnership with Revenue Operations/Sales.
• Ensure alignment with comp plan design (owned by FP&A) and deal/company value economics.
• Own commercial finance reporting and KPIs, including discount rates, deal margins, and ACV/ARR economics, for executive and board audiences.

Controls, Compliance, and Audit Support

• Maintain effective SOX controls over order-to-cash and revenue.
• Provide quarterly sub-certifications to the Corporate Controller and CFO.
• Support the Controller in external audit discussions on revenue.
• Direct and collaborate with the sales organization to ensure controls and processes are in place.

Customer Success Partnership

• Partner with Customer Success on renewals strategy, roadmap execution, customer journey metrics, and success metrics.

Requirements

• Bachelor’s degree in accounting or finance.
• 10+ years of finance leadership experience, including 5+ years in a senior leadership role directing revenue strategy, metrics, and transformation initiatives.
• Deep knowledge of software/SaaS revenue recognition rules, primarily ASC 606 and/or IFRS 15, including experience leading a revenue accounting team and the monthly revenue close.
• Public accounting experience strongly preferred.
• CPA required.
• MBA or other advanced degree is also a plus.
• Detail-oriented with the ability to manage multiple initiatives simultaneously.
• Experience in commercial finance or deal desk functions, including margin, discounting, and pricing analysis in partnership with sales organizations.
• Demonstrated success partnering with commercial growth functions, including Sales, Marketing, Customer Success, Revenue Operations, and Product leadership.
• Experience contributing bookings and revenue inputs to enterprise forecasting and scenario planning, in partnership with FP&A.
• Experience owning order-to-cash operations, including order management, billing/invoicing, and collections—ideally in a subscription or usage-based business with both sales-led and self-serve motions.

Preferred Qualifications

• Experience with a technology company (on-prem and/or SaaS), ideally in DevOps, developer tools, or platform businesses with multi-product/usage-based pricing.
• Experience with a high-growth company.
• Experience working with sales organizations, including deal desk and business development strategies.
• Experience with self-serve billing platforms such as Stripe, and with integrating acquired customer bases.
• Experience preparing for or operating as a public company, including SOX controls over revenue.

Compensation & Benefits

• Salary: $204,000—$266,000 USD
• Transparency around corporate structure, compensation, and benefits

Location

• Not specified in the provided description.