• Build AI-driven revenue systems that capture, qualify, and convert inbound demand into measurable revenue • Design self-service and e-commerce experiences using AI to guide customers from interest to purchase • Automate and augment sales workflows, reducing manual effort and accelerating deal velocity • Develop multi-channel engagement systems across email, SMS, and web that adapt to user behavior in real time • Own measurement and optimization, using data and AI to continuously improve conversion and funnel performance • Partner cross-functionally with Growth, Sales, and RevOps to build scalable, production-ready systems

• Own and operate the commercial system of record (HubSpot), including pipelines, workflows, automation, and data structure • Enforce pipeline discipline, ensuring accurate deal stages, forecasting inputs, and data integrity across all opportunities • Run the operating rhythm for the revenue organization, including pipeline reviews, forecasting cycles, and reporting cadences • Build and maintain reliable dashboards and reporting to provide clear visibility into pipeline health, conversion, and revenue performance • Ensure alignment and clean data flow across sales, marketing, partnerships, customer success, and leadership • Own and optimize the GTM tech stack, ensuring tools are properly configured, integrated, and adopted • Implement, reinforce, and improve scalable processes across the commercial organization • Identify gaps in execution and drive pragmatic process improvements in a fast-moving environment • Partner closely with leadership to evolve systems and processes as the company grows • Leverage AI tools (e.g., ChatGPT, Claude) to improve workflows, reporting, and operational efficiency • Support and interact with centralized data systems and repositories to maintain reporting accuracy and scalability

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.