We are seeking a proactive, execution-focused Senior Manager - Commercial Finance & Revenue Operations to own the end-to-end Order-to-Cash (O2C) lifecycle, customer unit economics, and cross-border financial compliance. In this role, you will sit at the intersection of GTM (Sales & Customer Success), Product/Engineering, and Core Finance. You will act as a strategic deal partner to GTM teams - ensuring enterprise contracts translate into precise multi-currency billing, cloud and API delivery costs remain strictly controlled, and multi-jurisdictional tax obligations stay audit-ready.
Key Responsibilities :
1. Revenue Operations & Order-to-Cash (O2C) :
- Contract-to-Cash Leadership: Own the complete O2C engine across global entities (US, EU, APAC, India), ensuring revenue recognition compliance under ASC 606 / IFRS 15.
- Deal Desk & Commercial Structuring: Partner with Sales Ops and GTM leaders to review non-standard enterprise contracts, validating payment terms, multi-year discounts, SLAs, and hybrid billing mechanics (fixed base subscriptions + usage tiers).
- Billing Stack Automation: Administer and optimize data flows connecting CRM, and subscription billing to eliminate manual interventions and revenue leakage.
- Collections & Cash Acceleration: Enforce corporate credit policies, manage multi-currency AR aging, oversee global payment gateway reconciliations, and actively drive down Days Sales Outstanding (DSO).
2. Margin Defense & COGS Control :
- Unit Economics & COGS Optimization: Work alongside Infrastructure and Engineering leads to track, analyze, and optimize SaaS delivery costs - specifically AWS/GCP cloud compute, third-party data enrichment APIs, and LLM token/inference spend.
- Commercial Spend Guardrails: Institute clear procurement approval matrixes, spend policies, and vendor management workflows to manage operating burn without throttling GTM velocity.
- Budget vs. Actual (BvA) Analysis: Lead monthly departmental spend reviews and variance analyses across Sales, Marketing, and Operations, driving vendor rationalization and margin expansion.
3. Cross-Border Tax, Regulatory & Audit Governance :
- Global Indirect Tax Strategy: Oversee multi-jurisdictional indirect tax compliance.
- Cross-Border Tax & WHT: Manage intercompany transfer pricing mechanics between India operating/R&D entities and overseas subsidiaries, maximizing Withholding Tax (WHT) credits and Tax Residency Certificates (TRC).
- Statutory Audits & Controls: Prepare schedules and documentation for annual statutory audits, direct tax compliance, and internal financial controls supporting enterprise SOC 1 / SOC 2 Type II readiness.
Candidate Profile & Qualifications :
- MBA Finance / M.com with Experience : 7 - 10 years of progressive leadership experience combining commercial finance, revenue operations, SaaS billing execution, and tax compliance.
- SaaS / Tech Context: Direct experience in B2B SaaS, MarTech/AdTech, or API-first platforms handling cross-border enterprise invoicing, electronic billing portals (such as The Trade Desk), Deal Desk support, and usage-based monetization.
Systems Proficiency: Hands-on operational experience with modern SaaS finance technology stacks:
1. Billing & Revenue: Stripe Billing, Chargebee, Maxio, Zuora, or Zoho Billing
2. CRM / CPQ: Salesforce, FreshSales or HubSpot
3. ERP / Accounting: Zoho Books, NetSuite, Sage Intacct, or QuickBooks Online
4. Customer Billing & Procurement Platforms: Experience with customer-mandated electronic invoicing and procurement platforms such as SAP Ariba, Coupa, or equivalent enterprise vendor portals.
5. Global Tax: Avalara, Anrok, or TaxJar
Financial & Analytical Rigor : Deep knowledge of ASC 606 / IFRS 15 principles, working capital dynamics, and cloud vendor billing formats. Advanced quantitative modeling skills (Excel / SQL) to reconcile high-volume usage metering logs against customer invoices.
