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Pilot is seeking an experienced Senior Manager of Revenue Accounting to lead the company's revenue accounting function for a rapidly growing Series C SaaS organization. This role owns the end-to-end revenue lifecycle and is responsible for ensuring accurate, timely, scalable, and controlled revenue recognition in accordance with ASC 606.
Key responsibilities span three primary areas:
Order-to-Cash (O2C) Process: Partner with Sales, Deal Desk, Revenue Operations, Legal, Billing, AR, FP&A, and IT to ensure transactions are properly structured before contract execution. Identify and eliminate revenue leakage, billing errors, and manual processes. Establish clear ownership and controls at each stage. Develop standardized processes for new business, renewals, amendments, expansions, downgrades, cancellations, credits, and refunds. Create O2C metrics and reporting to monitor transaction accuracy and close issues.
Salesforce Revenue Operations: Serve as the accounting subject-matter expert for SFDC revenue processes. Partner with Sales, RevOps, and IT to establish appropriate SFDC configuration and controls. Establish controls between SFDC and Zuora. Identify and resolve discrepancies across systems. Ensure bookings, ARR/ACV, billing, and revenue data are appropriately defined and reconciled. Support SFDC/CPQ enhancements that improve deal accuracy and auditability.
Zuora Billing & Revenue Recognition: Own accounting requirements and controls surrounding Zuora billing and revenue recognition. Ensure products, rate plans, charges, billing rules, and revenue recognition rules are appropriately configured. Review Zuora configuration for new products, pricing models, and billing structures. Reconcile Zuora billing and revenue activity to the general ledger. Establish controls over subscription amendments, cancellations, credits, refunds, and usage-based transactions. Coordinate with Tax regarding sales tax and indirect tax matters. Develop automated reconciliations and exception reporting.
Revenue Accounting & ASC 606: Own the monthly revenue close process, including revenue recognition, deferred revenue, and related balance sheet reconciliations. Ensure revenue is recognized accurately and timely under ASC 606. Review customer contracts, amendments, renewals, and non-standard agreements. Prepare and maintain revenue recognition policies and procedures. Prepare technical accounting memos for complex transactions. Establish appropriate accounting treatment for new products, services, and pricing models. Monitor changes in accounting standards and evaluate impact.
The ideal candidate combines strong technical accounting expertise with hands-on SaaS systems experience and understands how to connect Salesforce, Zuora, NetSuite/QuickBooks, FloQast/Blackline, and Avalara into a scalable Order-to-Cash environment. The role is based in San Francisco with a hybrid schedule of 3 days per week in office (Mondays, Tuesdays, Thursdays).
