About the role
Mareana builds AI-powered data platforms for life sciences and advanced manufacturing. We do complex, enterprise deals. These are high-value long-term contracts with a small number of strategically important customers. That means every deal matters individually, and the commercial machinery behind it has to be precise rather than high-volume.
This role owns that machinery. You will sit between Sales, Legal, Delivery and Finance, running the contracting workflow, the deal desk, commissions, and bookings reporting, and will use the same data to support revenue forecasting and management reporting.
It is deliberately a hybrid role: part revenue operations, part commercial finance. You will be the single person who can answer both "what did we book?" and "what does that mean for revenue, margin and cash?" You will work directly with the Senior Director of Finance, with visibility to the CFO and the leadership team.
What you will own
Customer contracting
- Draft, review and negotiate MSAs, NDAs and SOWs alongside Legal and Sales
- Run the contract redlining and internal approval workflow, keeping cycle times predictable
- Manage the full contract lifecycle: renewals, amendments and terminations
- Prepare order forms and pricing schedules
- Maintain the contract repository and track contractual obligations, milestones and key dates
Sales operations
- Design the annual sales commission plan with Finance and Sales leadership
- Run monthly commission calculation and administration
- Reconcile sales compensation and resolve disputes
- Provide deal desk support: pricing approvals, non-standard terms and exception handling
- Perform deal-level margin analysis, both pre-signature and post-delivery
- Track bookings (TCV / ACV) by rep, segment and product line
- Own quote-to-cash and order processing, working with Billing and Delivery
- Build and maintain sales reporting and dashboards — pipeline, KPIs, win/loss
- Administer the CRM and enforce data hygiene as the commercial system of record
- Track renewals and upsell / expansion opportunities
Commercial Finance
- Support the rolling revenue forecast, including pipeline-weighted and probability-adjusted models
- Maintain Annual Recurring Revenue (ARR) and bookings reporting, and reconcile it to the P&L
- Prepare commercial inputs for monthly management reporting and board materials
- Perform variance analysis on bookings, revenue and sales cost against plan
- Support revenue recognition for subscription and services contracts
- Model commission and pricing scenarios and their P&L impact
What we are looking for
Must have
- 5-7 years in revenue operations, sales operations, commercial finance or business finance, ideally in enterprise B2B SaaS or a technology services business
- Hands-on ownership of at least one full commission cycle and one bookings / ARR reporting cycle
- Working fluency in a CRM (Salesforce or HubSpot), not just a consumer of reports. The ability to build reports, fix data and design a workflow
- Strong commercial contract literacy. Experience with MSA or SOW, including understanding what drives revenue timing, margin and risk
- Genuine financial competence. Advanced Excel, comfort with revenue recognition principles, and the ability to build a forecast model from first principles
- Clear written and verbal communication and the confidence to say no to a poor deal structure
Good to have
- Exposure to CPQ, contract lifecycle management (CLM) tools, or revenue intelligence platforms such as Clari or Gong.
- Experience in a business with long enterprise sales cycles and a small number of high-value logos
- Familiarity with professional services delivery and time-and-materials or milestone-based billing and profitability/resource utilization analysis.
- CA, MBA (Finance), CMA or equivalent — useful, but not required where the practical experience is there
- Exposure to US GAAP or ASC 606
What will make you successful here
- Comfort operating as an individual contributor with wide scope. This is a build role, not a maintain role, as many of the processes are yet-to-be-developed.
- Judgement over process adherence. With a small deal count, the right answer usually requires thought rather than a playbook
- Willingness to work across time zones with the US commercial team
Why this role is worth taking
- Full-stack commercial ownership. Most people in this space get either the CRM or the model. Here you get both, plus contracting.
- Direct access to the CFO, Senior Director of Finance, and senior Sales and Delivery leaders, with visibility into board-level reporting
- Real influence on how the commercial function is built, at a stage where the decisions are still being made
- A clear path into a broader commercial finance or revenue operations leadership role as the business scales
