Revenue Senior Manager

What You’ll Do

ARR & Data

• Architect and govern ARR recognition policy for Motive’s SaaS and services portfolio.
• Design policy improvements and work cross-functionally with Deal Desk, Order Management, and Sales Operations to enforce and communicate updates.
• Create educational material, in partnership with Sales leadership, to help other teams understand ARR recognition.
• Act as a primary ARR subject-matter expert for Sales, Deal Desk, and FP&A, including training, office hours, and ad-hoc questions.
• Drive and coordinate timely, accurate closes and reporting of ARR; determine and resolve potential issues.
• Investigate and correct scenarios requiring adjustments to the mostly automated data pipeline-driven reporting.
• Understand the data flow from the CRM, to the billing system, through a custom data pipeline, to the data warehouse and reporting tools.
• Rapidly trace data lineage and diagnose discrepancies across complex system architectures (CRM, billing, custom data pipelines, data warehouse). Comfortable self-serving queries and collaborating closely with BI and Enterprise Systems.

Revenue

• Assist in the revenue close and the review of the close by the Auditors.
• Participate in technical revenue reviews of contracts and processes; assist in setting policy and designing processes to keep them simple and minimize human effort (including process design, automation and technical review).
• Apply ASC 606 guidance to complex SaaS and services arrangements, partnering with Accounting and external auditors as needed.
• Identify and implement process improvements across Quote-to-Cash that improve accuracy, control, and efficiency, while minimizing manual effort.

Qualifications

• 6–10 years of combined experience in Revenue Accounting and/or Revenue Operations for a SaaS or software business, including hands-on work with complex contracts and ARR metrics.
• Experience reviewing and analyzing customer orders, contracts, and related documentation to identify revenue-related issues.
• Understanding of how a contract translates into CRM and billing system data objects and financial metrics.
• Detailed knowledge of ASC 606 and relevant current accounting rules relating to software, SaaS, and services revenue recognition.
• Public accounting experience; CPA preferred.
• Strong background working with Enterprise Systems to drive improvement and optimization in the Quote-to-Cash (QtC) process.
• Experience using NetSuite, Salesforce, and RevPro is preferred.
• Proven ability to rapidly trace data lineage and diagnose discrepancies across complex system architectures.
• Knowledge of SQL and related tools (Snowflake, SQL notebooks, etc.), including comfort writing SQL to investigate data issues (joins, filters, basic aggregations) is preferred.
• Demonstrated ability to influence and collaborate effectively with all levels and cross-functionally.
• Passion for working in a fast-paced, high-growth, and constantly evolving environment.
• Previous experience with reporting of key revenue related financial metrics preferred.
• Experience with ARR reporting strongly preferred.