Who we are We’re a global, midsize CRO that pushes boundaries, innovates and invents because the path to a cure for the world’s most persistent diseases is not paved by those who play it safe. It is built by those who take pioneering, creative approaches and implement them with quality and excellence. We are Worldwide Clinical Trials, and we are a global team of over 3,500+ experts, bright thinkers, dreamers and doers and, together, we are changing the way the world experiences CROs – in the best possible way. Our mission is to work with passion and purpose every day to improve lives and we are looking for others who value this same pursuit. Why Worldwide We believe everyone plays an important role in making a world of difference for patients and their caregivers. From our hands-on, accessible leaders, to our cohesive and supportive teams, we are committed to enabling professionals from all backgrounds and experiences to succeed. We prioritize cultivating a diverse and inclusive environment that continues to promote collaboration and creativity. We are proud to be a workplace where people thrive by being themselves and are inspired to do their best work every day. Join us! What the Backlog & Revenue Lead does at Worldwide Clinical Trials The Backlog & Revenue Lead owns end-to-end governance of order backlog and revenue realization. This role ensures that booked demand converts into revenue predictably, accurately, and on time by orchestrating cross-functional processes across Sales, Finance, and Operations. The ideal candidate builds robust controls, drives root-cause resolution of variances and delays, and provides decision-ready insights that improve forecast accuracy, backlog conversion, and customer experience. What you will do - Maintain a single source of truth for backlog, including order aging, conversion timelines, and constraints such as credit, material availability, capacity, and compliance - Lead weekly backlog review cadence, prioritize de-risking actions, and escalate blockers to leadership - Segment backlog, such as strategic accounts, therapeutic areas, and long-lead items, to optimize conversion and margin - Partner with Operations to align backlog forecasts with revenue targets and customer milestone dates - Collaborate with Accounting and Financial Planning & Analysis (FP&A) to ensure revenue recognition policies are correctly applied to units, services, milestones, and subscriptions - Own cutoff controls and period-end procedures to minimize deferrals, returns, and post-close adjustments - Drive order-to-cash quality, including upfront releases, revenue and billing accuracy, contract signature timeliness, and dispute resolution - Build and maintain backlog conversion models - Deliver weekly and monthly reports on bookings, backlog, revenue, and variance analysis versus plan and prior periods - Provide scenario analyses, including best-case, base-case, and worst-case scenarios, and flag risks and opportunities to meet quarterly targets - Map and continuously improve processes - Define and monitor audit-relevant controls for orders, modifications, and revenue recognition - Implement data quality standards and master data governance for customers, pricing, and contract terms - Serve as the central liaison among Sales, Finance, Operations, Strategic Finance, and Information Technology - Partner with Information Technology and data teams to enhance enterprise resource planning (ERP), customer relationship management (CRM), and professional services automation (PSA) reporting, dashboards, and workflow automation - Lead change management for new policies, metrics, and tooling, and train stakeholders on backlog and revenue best practices Perform other duties as assigned. The duties and responsibilities listed above are representative of the nature and level of work assigned and are not necessarily all-inclusive. What you will bring to the role - Ownership and bias for action, moving from insight to resolution with urgency - Systems thinking with an understanding of end-to-end flows across ERP, CRM, and PSA platforms - Data rigor with a high bar for accuracy and the ability to simplify complex data into clear narratives - Influence without authority, aligning stakeholders around trade-offs and timelines - Customer and compliance mindset, balancing customer commitments with policy and control requirements Your experience - Bachelor of Science degree in Finance, Accounting, or a related field - Eight or more years of experience in revenue operations or financial planning and analysis - Strong knowledge of revenue recognition principles, such as Accounting Standards Codification 606 (ASC 606) under United States Generally Accepted Accounting Principles (US GAAP), and order-to-cash processes - Advanced proficiency in ERP, CRM, and PSA systems such as NetSuite, Microsoft Dynamics, Salesforce, and Certinia, as well as reporting tools including Power BI and Tableau - Excellent analytical skills with the ability to build predictive models and actionable dashboards - Proven cross-functional leadership with the ability to drive accountability across Sales, Operations, and Finance Promotion to the next level is not automatic based on years of experience. Personnel are evaluated on proven competency, level of responsibility, and ability to work independently. We love knowing that someone is going to have a better life because of the work we do. To view our other roles, check out our careers page at Discover a world of difference at Worldwide! For more information on Worldwide, visit www.Worldwide.com or connect with us on LinkedIn. Worldwide is an equal opportunity employer that is committed to enabling professionals from all backgrounds and experiences to succeed and, to that end, we prioritize attracting diverse talent and cultivating an inclusive environment that encourages collaboration and creativity. We know that when our employees feel appreciated and included, they can be more creative, innovative, and successful. We’re on a mission to hire the very best and are committed to creating exceptional employee experiences where everyone is respected and has access to equal opportunity. We provide equal employment opportunities to all employees and applicants regardless of race, color, ethnicity, ancestry, religion, national origin, gender, sex, gender identity or expression, sexual orientation, age, citizenship, marital or parental status, disability, military status, or other class protected by applicable law.

• HubSpot Implementation • Configure and optimise portals from scratch — pipelines, properties, workflows, sequences, and reporting. • RevOps Audits • Diagnose CRM health, data quality issues, and process gaps. • Translate findings into clear action plans. • Automation & Integrations • Build and maintain multi-system workflows using HubSpot, Zapier, and other tools in the GTM stack. • Reporting & Dashboards • Design pipeline, attribution, and performance dashboards that actually get used by leadership. • Client Delivery • Own project execution — scoping, delivery, status updates, and documentation for clients. • GTM Strategy Support • Contribute to lead routing, lifecycle architecture, and ICP-based segmentation for B2B clients.

• Partner with CX leadership (Account Management + Support) to identify performance gaps and define enablement priorities aligned to business goals (retention, expansion, CSAT, resolution time) • Build and execute a quarterly enablement roadmap spanning onboarding, product enablement, and skill development • Partner with Account Management leadership to strengthen customer engagement, retention strategies, and expansion conversations • Design and deliver onboarding and ever-boarding programs for Account Managers and Support reps (e.g., account growth, renewal management, ticket handling, customer communication) to accelerate time-to-productivity • Develop scalable assets—playbooks, talk tracks, guides, and SOPs—and own CX content strategy across tools (e.g., Guru, Lessonly), establishing governance for creation, review, and ongoing audits so teams have centralized access to accurate, up-to-date resources • Partner with Product and PMM on new product launches so CX teams can support, position, and troubleshoot effectively; build net-new programming as business initiatives arise • Partner with CX leadership to define and track success metrics for enablement programs (time-to-productivity, CSAT, resolution time, retention, expansion) • Leverage tools (e.g., Outreach, TalkDesk, PlanHat, QA tools, ticketing systems) to assess performance and surface coaching opportunities • Continuously iterate on programs based on data, feedback, and business outcomes

At Gravity Team, we are on a mission to balance the supply and demand across crypto markets around the world. We are seeking a Head of OTC Expansion (Emerging Markets) to lead the design and execution of fiat settlement solutions across emerging markets. This is a business-critical, execution-oriented position at the intersection of legal, operations, and business development. This role is not traditionally legal or compliance-focused - success is measured by making markets operational. You will unlock real, executable fiat settlement pathways that enable OTC trading volume in target markets through practical structuring, partner engagement, and creative problem-solving. WHAT YOU WILL DO: Market Expansion & Execution - Design and validate real, executable fiat settlement solutions for emerging markets - Identify practical, low-friction settlement structures that minimize heavy licensing requirements - Map available settlement rails: local bank transfers, payment providers, informal/partner-based structures, and cross-border flow mechanisms - Identify tax risks and develop pragmatic mitigation strategies Partner Development & Deal-Making - Source and actively engage payment service providers (PSPs), banking partners, local intermediaries, OTC partners, and stablecoin providers - Build relationships with counterparties; establish viable, responsive partnerships - Validate real-world operational feasibility of settlement flows (limits, delays, FX impacts, regulatory constraints) - Compare options and recommend optimal execution pathways based on speed, cost, reliability, and regulatory simplicity Execution & Implementation - Design end-to-end settlement flows (Client → Fiat → Crypto → Settlement), defining fund holders, flow mechanics, and risk allocation - Refine settlement flows into operationally-ready processes with clear internal roles, external dependencies, and execution steps - Develop lightweight legal structuring (basic agreements, risk positioning) focused on enabling execution, not blocking it - Identify and mitigate key risks: banking shutdown, counterparty, and regulatory exposure WHAT WE EXPECT - 7+ years experience in similar roles in cross-border payment / stablecoin infra / OTC companies - Deep understanding and hands-on experience of fiat settlement, payment networks, and cross-border flows - Experience navigating regulatory constraints with creative structuring - Strong ability to operate independently in ambiguous environments and drive revenue - Emerging markets exposure: APAC, MENA, LatAm are a strong plus - Strategic Negotiation: Ability to structure win-win partnerships and navigate complex stakeholder dynamics - Strong institutional network and relationship building skills - Independent Ownership: driving results without constant oversight WE OFFER - Work together with a highly talented international team - Possibility to participate in crypto and fintech industry events and gain exposure to the rapidly evolving digital asset ecosystem - Fast-moving, challenging, and unique business problems in a global trading environment - Competitive salary and motivating bonus system, including market launch incentives - Flexible working hours and a supportive, collaborative work culture - Learning & Development budget of 3000 EUR per year to support your growth - Opportunity to work remotely or from our offices in Thailand, Latvia or the Netherlands - Regular team events in Latvia and abroad - Benefits that can be customized, including food, sports, transportation, wellness, and other lifestyle perks