Manager Revenue Operations
Location
United States
Posted
9 hours ago
Salary
0
Seniority
Lead
No structured requirement data.
Job Description
Manager Revenue Operations
Tandem Intermediate LLC
Role Description The Manager, Revenue Operations is a bridge role. It sits between clinical operations and finance, and it exists because revenue at a clinical research site network does not originate in the accounting system. It originates in the contract, becomes real through activity at the site, and only then flows to billing, revenue recognition, and forecast. The person in this seat owns that flow end to end. They read the clinical trial agreement and the study budget. They know what triggers a billable event and when it is earned. They know what CRIO captures natively and what it does not. Each month they reconcile what was earned against what was invoiced against what was recognized, and they know exactly where the gaps come from. Tandem has a capable billing and collections function. What we do not have is a single owner of revenue integrity from contract through cash. That is this role. Key Responsibilities - Revenue Integrity and Capture Completeness: - Establish and maintain the reconciliation from contract terms to billable activity to invoiced revenue to recognized revenue. - Identify, quantify, and drive recovery of revenue leakage across studies, sites, and sponsors. - Own the unbilled revenue schedule, including aging, root cause, and resolution ownership. - Contract to Revenue Translation: - Know how to interpret clinical trial agreements, study budgets, and contract amendments, and determine how each revenue component becomes a billable event. - Own the revenue treatment of visit-based fees, monitoring fees, study fees, pharmacy fees, contract renewal fees, startup and closeout fees, and pass-through costs. - Serve as the authority on whether an invoice, a credit, or a sponsor response is consistent with the underlying contract. - Screening and Screen Failure Revenue: - Interpret screen failure terms, caps, reimbursement schedules, and per-procedure allowances across each contract. - Reconcile screening activity captured at the site against what is billable under contract, and pursue the difference. - Quantify screen failure revenue at risk and build the process and controls that prevent recurrence. - Clinical Operations Partnership: - Build and run a standing cadence with clinical operations, study budgets & contracts, and site leadership. - Ensure protocol amendments, change orders, contract renewals, and scope changes reach finance through a defined channel rather than being discovered at month end. - Translate between operational activity and financial consequence for audiences who do not think in financial terms. - CRIO and System Ownership: - Assess what CRIO captures natively and what is currently managed outside the system. - Collaborate with the configuration team to drive configuration changes where CRIO can be made to generate the revenue event, and design documented manual controls where it cannot. - Partner with finance systems on the flow of data from CRIO to the general ledger. - Month-End Close and Revenue Recognition: - Own the revenue cutoff, the monthly revenue accrual, and the unbilled reconciliation. - Prepare and maintain supporting documentation sufficient to withstand external audit. - Analytics and Forecast: - Deliver monthly revenue reporting by study, sponsor, and site, including variance to contract. - Provide the operational assumptions that drive the revenue forecast, and explain the variance when actuals diverge. What This Role Is Not This is not a billing role, a collections role, or a cash application role. Those functions are staffed and performing. The Manager, Revenue Operations will not be measured on invoices processed or cash collected. This position is measured on whether the revenue Tandem earned is the revenue Tandem captured, and on whether finance and clinical operations are working from the same set of facts. Additional Responsibilities This job description outlines the core duties of the Manager, Revenue Operations; however, additional responsibilities may be assigned as needed to support evolving organizational goals and operational demands. The position requires flexibility and a proactive attitude to manage changes in sponsor requirements, contract structures, system capabilities, or departmental initiatives. Qualifications - Ability to read a clinical trial agreement and a study budget and translate both into billing and revenue recognition treatment without supervision. - Working command of clinical research site operations, including the visit schedule, the source of activity data, and where that data breaks. - Analytical fluency. Advanced Excel required, including the ability to build reconciliations and variance analysis from imperfect source data. - Demonstrated ability to work directly with clinical operations personnel and obtain what finance needs without creating friction. - Strong written and verbal communication. Comfortable presenting findings to finance leadership and to sponsors. - High attention to detail with the judgment to know which details matter. - Ability to build process and documentation where none currently exists, and to operate with limited structure. - Comfortable in a fast-paced, multi-site, private equity backed environment. - Available to work core business hours on Eastern or Central time to maintain overlap with clinical operations across Louisiana, Florida, and New Jersey. Requirements - Education: Bachelor's degree in Accounting, Finance, Business, or a related field. - Experience: - Minimum of five years in revenue operations, revenue integrity, clinical trial finance, or research site financial management. - Direct experience at a clinical research site, site management organization, integrated site network, or academic medical center research operation. Sponsor-side or CRO-side experience alone will not translate to this role. - Hands-on working knowledge of CRIO. Candidates should be able to speak specifically to what CRIO captures, where it falls short, and how they have managed the difference. - Demonstrated experience interpreting screening and screen failure contract terms and recovering the associated revenue. - Experience reconciling study-level activity to invoiced and recognized revenue. Preferred - Experience in a private equity backed or multi-site environment. - Exposure to ERP systems, NetSuite or Sage preferred, and to the integration between a clinical trial management system and the general ledger. - Familiarity with revenue recognition principles as applied to clinical research contracts. - Experience scaling a revenue operations function, including building process and documentation from a standing start. - CPA, CMA, or equivalent. Not required. Operational depth matters more than credentials in this seat.
Related Guides
Related Categories
Related Job Pages
More Revenue Operations Jobs
• Lead the monthly, quarterly, and year-end revenue close process, ensuring completeness, accuracy, and timeliness of revenue recognition across all business lines. • Review and approve journal entries, account reconciliations, and revenue schedules prepared by team members, providing clear coaching and feedback. • Evaluate new and existing customer contracts and business arrangements to determine appropriate revenue treatment under ASC 606 (U.S. GAAP). • Partner cross-functionally with FP&A, Sales, Legal, and Product teams to assess the accounting impact of new products, pricing structures, and contract terms. • Own and enhance revenue accounting processes and internal controls, identifying opportunities to automate, standardize, and scale procedures. • Prepare and review monthly and quarterly management reporting, including variance analysis and explanations for key revenue trends. • Support external and internal audits by coordinating deliverables, responding to inquiries, and ensuring audit-ready documentation is complete and timely. • Manage SOX compliance for revenue-related processes, including control design, execution, documentation, and remediation. • Lead, develop, and mentor accounting staff by setting expectations, reviewing work, and supporting career growth.
Principal Revenue Operations
SortlySortly is leading the way to modernize and digitize inventory management.
• Serve as the CRO's second in command across the Sales-Assisted GTM organization — a trusted proxy in leadership forums, cross-functional decisions, and day-to-day operational leadership • Partner with the CRO to shape GTM strategy, annual planning, and resource allocation across Sales, Marketing, Customer Success, and Customer Experience • Facilitate alignment among GTM leaders on strategic questions such as ICP targeting, lead qualification criteria, joint planning, and SLAs • Represent the revenue organization in executive level reporting, and drive accountability against company growth goals • Own the strategy, architecture, and optimization of the full revenue operations and website tech stack, including CRM, marketing automation, CS platforms, and reporting tools (HubSpot,Avoma, Hightouch and lead router). • Set the multi-year roadmap for the GTM systems landscape; evaluate, implement, and sunset tools to support growth and scale • Audit system health, integrations, and utilization; drive adoption through enablement and training across teams • Partner with Data team to own a shared governance model — clean, connected revenue data with consistent definitions across systems • Set CRM, opportunity management, and data hygiene standards that scale with the business • Co-own the workflows that deliver insights, recommendations, and next steps to GTM teams as part of the RevOps / Customer Insights / Data Engineering pod — jointly deciding definitions, priorities, and what ships • Contribute to and serve as a stakeholder in the company's revenue forecasting, pipeline analysis, and performance reporting, supporting accurate planning across the revenue organization • Build and maintain the core suite of RevOps dashboards spanning funnel metrics and key SaaS indicators (ARR, CAC, CLTV, NRR), ensuring consistency between Hubspot and the data warehouse • Lead recurring insight forums such as a monthly Revenue Metrics Review, surfacing trends and driving strategic decisions with data • Own the full lead-to-renewal lifecycle, including routing, qualification, handoffs, funnel metrics, and attribution modeling • Partner with Marketing on lead scoring, campaign effectiveness, and continuous CRO of the website • Map, refine, and document core revenue workflows (e.g., lead management, sales-to-CS handoff) to drive clarity, consistency, and efficiency at scale • Lead high-impact, cross-functional initiatives that enhance revenue performance — system upgrades, process transformations, and org-wide alignment programs • Develop business cases and secure executive buy-in for longer-term investments in the GTM engine • Collaborate with Customer Success and Data team on churn analysis, health scores, and upsell/cross-sell insights that lead to repeatable processes to expand revenue from the existing base
Senior Director, Revenue Operations
DaVita Kidney CareAt DaVita, we strive to be a community first and a company second. We want all teammates to experience DaVita as "a place where I belong." Our goal is to embed belonging into everything we do in our Village, so that it becomes part of who we are.
• Oversee revenue operations strategies and initiatives • Collaborate with cross-functional teams to drive financial performance • Implement processes to optimize revenue cycle management • Ensure compliance with healthcare regulations
Principal Revenue Operations
SortlySortly is leading the way to modernize and digitize inventory management.
Role Description The Principal Revenue Operations is a senior leadership role at the center of Sortly's go-to-market engine. Reporting to the Chief Revenue Officer and serving as their second in command across the GTM organization, as well as a strategic partner to the VP, Data. This leader owns the operational backbone that connects Sales, Marketing, Customer Success, and Customer Experience into one aligned, high-performing revenue team. This is a role for a strategic operator: someone who can shape GTM strategy alongside the CRO, represent revenue operations at the leadership table, and translate ambitious growth goals into the systems, processes, and insights that make them achievable. You will drive operational efficiency, pipeline integrity, forecasting accuracy, and consistent execution against business goals; and you'll act on behalf of the CRO to keep the entire GTM org moving in the same direction. Your work will span six core areas of ownership: - GTM Leadership & Strategic Partnership to the CRO - Serve as the CRO's second in command across the Sales-Assisted GTM organization — a trusted proxy in leadership forums, cross-functional decisions, and day-to-day operational leadership. - Partner with the CRO to shape GTM strategy, annual planning, and resource allocation across Sales, Marketing, Customer Success, and Customer Experience. - Facilitate alignment among GTM leaders on strategic questions such as ICP targeting, lead qualification criteria, joint planning, and SLAs. - Represent the revenue organization in executive level reporting, and drive accountability against company growth goals. - Revenue Tech Stack Ownership & Evolution - Own the strategy, architecture, and optimization of the full revenue operations and website tech stack, including CRM, marketing automation, CS platforms, and reporting tools (HubSpot, Avoma, Hightouch and lead router). - Set the multi-year roadmap for the GTM systems landscape; evaluate, implement, and sunset tools to support growth and scale. - Audit system health, integrations, and utilization; drive adoption through enablement and training across teams. - Data Integrity & Systems Governance - Partner with Data team to own a shared governance model — clean, connected revenue data with consistent definitions across systems. - Set CRM, opportunity management, and data hygiene standards that scale with the business. - Co-own the workflows that deliver insights, recommendations, and next steps to GTM teams as part of the RevOps / Customer Insights / Data Engineering pod — jointly deciding definitions, priorities, and what ships. - Forecasting, Reporting & Revenue Analytics - Contribute to and serve as a stakeholder in the company's revenue forecasting, pipeline analysis, and performance reporting, supporting accurate planning across the revenue organization. - Build and maintain the core suite of RevOps dashboards spanning funnel metrics and key SaaS indicators (ARR, CAC, CLTV, NRR), ensuring consistency between Hubspot and the data warehouse. - Lead recurring insight forums such as a monthly Revenue Metrics Review, surfacing trends and driving strategic decisions with data. - Lead Lifecycle, Funnel & Process Optimization - Own the full lead-to-renewal lifecycle, including routing, qualification, handoffs, funnel metrics, and attribution modeling. - Partner with Marketing on lead scoring, campaign effectiveness, and continuous CRO of the website. - Map, refine, and document core revenue workflows (e.g., lead management, sales-to-CS handoff) to drive clarity, consistency, and efficiency at scale. - Strategic Initiatives & Revenue Growth Programs - Lead high-impact, cross-functional initiatives that enhance revenue performance — system upgrades, process transformations, and org-wide alignment programs. - Develop business cases and secure executive buy-in for longer-term investments in the GTM engine. - Collaborate with Customer Success and Data team on churn analysis, health scores, and upsell/cross-sell insights that lead to repeatable processes to expand revenue from the existing base. Qualifications - 8+ years of experience in Revenue Operations ideally as a one person team, Sales or Marketing Operations, including several years in a senior leadership capacity in a B2B SaaS environment. - A strong cross-functional leader operating as a strategic partner to executive GTM leadership, with the judgment and credibility to act on a CRO's behalf. - Strong experience managing and optimizing CRM and revenue systems and tools (HubSpot, Segment, Amplitude, Looker, etc.). - Deep understanding of sales funnels, customer journeys, and SaaS metrics (ARR, CAC, CLTV, NRR, etc.). - AI Fluency: You stay curious about AI, test tools that are relevant to your work, and apply them thoughtfully - not just for efficiency, but to expand your scope and impact. - Strong analytical skills and comfort building executive-level reporting and dashboards across multiple tools. - Proven ability to lead through influence, align senior stakeholders, and drive change across a cross-functional organization. - Excellent communication and project management skills, with experience presenting to executive audiences. - Self-starter who thrives in a fast-paced, remote-first environment. Benefits - Opportunity to work with a passionate and dedicated team. - A culture that fosters innovation, growth, and collaboration. - Competitive salary and benefits package. - Chance to make a significant impact on the future of inventory management. - Annual off-site retreats. - Home office stipend. - 401k match. - Yearly learning and development reimbursement. - Annual Salary: $175,000 - $184,000.
