Senior Manager, Revenue Accounting

The Role

We are seeking an experienced Senior Manager, Revenue Accounting to lead the company’s revenue accounting function for a rapidly growing Series C SaaS organization.

This role will be responsible for ensuring accurate, timely, scalable, and controlled revenue recognition in accordance with ASC 606, while developing best-in-class revenue processes, policies, controls, systems, and reporting.

The Senior Revenue Manager will own the end-to-end revenue life cycle, including contract review, Zuora billing, revenue recognition, deferred revenue, SSP analysis, month-end close, reconciliations, revenue reporting, and cash-related processes.

The ideal candidate combines strong technical accounting expertise with hands-on SaaS systems experience and understands how to connect SalesForce (SFDC), Zuora. NetSuite/Quickbooks, FloaQast/Blackline, and Avalara into a scalable and controlled Order-to-Cash (O2C) environment.

Location: San Francisco, CA (3 days/week in office—Mondays, Tuesdays, and Thursdays).

What You'll Do

O2C

• Partner with Sales, Deal Desk, Revenue Operations, Legal, Billing, AR, FP&A, IT and Accounting to ensure transactions are properly structured before contracts are executed.
• Identify and eliminate revenue leakage, billing errors, manual processes, data gaps, and downstream accounting issues.
• Establish clear ownership and controls at each stage of the O2C process.
• Ensure commercial terms entered into upstream systems are complete, accurate, and capable of flowing correctly into billing and revenue recognition.
• Partner with Revenue Operations, Sales and Legal to develop standardized processes for new business, renewals, amendments, expansions, downgrades, cancellations, credits, refunds, and contract modifications.
• Develop O2C metrics and reporting to monitor transaction accuracy, billing timeliness, revenue leakage, contract modifications, and close issues.

SFDC Revenue Operations

• Serve as the Accounting subject-matter expert for SFDC revenue-related processes and data.
• Partner with Sales, RevOps, and IT to establish appropriate SFDC configuration and controls supporting the O2C process.
• Establish controls between SFDC and Zuora.
• Identify and resolve discrepancies between SFDC, Zuora, and the ERP.
• Partner with RevOps to establish the appropriate approval workflows and validation rules.
• Ensure bookings, ARR/ACV, billing and revenue data are appropriately defined and reconciled where applicable.
• Establish controls to prevent unauthorized or incomplete deal modifications from flowing downstream.
• Support SFDC/CPQ enhancements that improve deal accuracy, billing automation, revenue recognition, and auditability.

Zuora/Billing/Revenue Recognition

• Serve as the Finance subject-matter expert for Zuora.
• Own the accounting requirements and controls surrounding Zuora billing and revenue recognition.
• Ensure products, rate plans, charges, billing rules, accounting codes, and revenue recognition rules are appropriately configured.
• Review Zuora configuration for new products, pricing models, billing structures, amendments, renewals, and other changes.
• Ensure billing transactions flow accurately from SFDC/CPQ into Zuora.
• Reconcile Zuora billing and revenue activity to the general ledger.
• Establish controls over subscription amendments, cancellations, credits, refunds, upgrades, downgrades, renewals, and usage-based transactions.
• Identify and resolve billing-to-revenue and billing-to-GL discrepancies.
• Partner with Tax, Billing, and AR regarding the interaction between revenue, billing, customer location, and indirect tax where applicable.
• Coordinate with Tax regarding sales tax, exemptions, and other indirect tax matters affecting customer contracts and billing where applicable. 
• Develop automated reconciliations and exception reporting wherever possible.

Revenue Accounting & ASC 606

• Own the monthly revenue close process, including revenue recognition, deferred revenue, contract assets/liabilities, and related balance sheet reconciliations.
• Ensure revenue is recognized accurately and timely under ASC 606-Revenue from Contracts with Customers.
• Review customer contracts, order forms, amendments, renewals, upgrades, downgrades, credits, concessions, and non-standard agreements.
• Prepare and maintain the company’s revenue recognition policies and procedures.
• Prepare technical accounting memos for complex revenue transactions.
• Establish appropriate accounting treatment for new products, services, pricing models, usage-based arrangements, and other revenue streams.
• Monitor changes in accounting standards and evaluate their impact on revenue accounting. 
• Partner with Legal, Sales and Deal Desk to ensure appropriate accounting treatment before transactions are finalized.

Standalone Selling Price (SSP)

• Own the company’s SSP methodology and analysis under ASC 606.
• Perform periodic SSP updates using historical transactions, observable pricing, market data, and other appropriate methodologies.
• Ensure SSP allocations are appropriately reflected in revenue recognition schedules.
• Maintain audit-ready documentation supporting SSP conclusions and methodologies. 

Month-End Close & Reporting

• Own revenue-related month-end close activities.
• Prepare and review revenue journal entries, deferred revenue roll-forward/activity, contract assets/liabilities activity, and account reconciliations.
• Reconcile SFDC -> Zuora -> ERP activity and investigate discrepancies.
• Prepare monthly revenue analytics and variance analysis.
• Provide revenue reporting and analysis to the Controller, CFO and FP&A.
• Ensure revenue reconciliations are complete, accurate, and properly supported before the close of the accounting period.

Systems & Process Improvement

• Develop scalable SFDC -> Zuora -> ERP -> Revenue -> Cash architecture in partnership with RevOps and IT.
• Identify opportunities to automate manual revenue and O2C processes.
• Utilize FloQast/Blackline to strengthen close management, reconciliations, documentation, and accounting controls by ensuring the relevant tasks have been identified and are completed timely during the accounting close process.
• Partner with RevOps and IT to improve system integrations, data quality, reporting, and automation.
• Assist in resolving discrepancies between billing, tax, and accounting systems.
• Reduce spreadsheet dependency and manual journal entries.
• Develop standardized workflows, controls, reconciliations, and exception reporting.
• Participate in system implementations, upgrades, integrations, and process redesign initiatives.

Internal Controls & Audit

• Develop and maintain effective revenue and O2C internal controls appropriate for a rapidly scaling Series C SaaS Company.
• Maintain comprehensive audit documentation and accounting memos.
• Coordinate with external auditors on annual audits.
• Support SOX readiness and future SOX compliance initiatives.
• Identify control deficiencies and implement remediation plans.

About You

• Bachelor’s degree in Accounting, Finance, or related field.
• CPA strongly preferred.
• 9+ total years of progressive revenue or technical accounting experience, including leadership of a SaaS or technology revenue function.
• 3+ years of Big 4 public accounting/auditing experience preferred
• Demonstrated experience with SaaS subscription revenue models.
• Deep knowledge of ASC 606, revenue contract analysis, close management, internal controls, and audit requirements.
• Demonstrated ability to lead through ambiguity, make sound judgment calls on complex transactions, and communicate clearly with senior stakeholders.
• Strong hands-on operating skills, including the ability to improve processes while maintaining close and compliance discipline.
• Experience developing automated revenue reconciliations and O2C exception reporting.
• Hands-on experience with Zuora.
• Experience optimizing Zuora strongly preferred.
• Hands-on experience with SFDC preferred.
• Experience with QuickBooks Online and/or NetSuite.
• Experience with FloQast or Blackline.
• Experience developing and maintaining SSP methodologies, revenue recognition policies and technical accounting memos.
• Experience with Avalara or similar indirect tax technology.
• Experience supporting SOX readiness or SOX compliance strongly preferred.
• Strong Excel/Google Sheets skills.
• Strong analytical, organizational, communication, and problem-solving skills. 

About Pilot

Pilot launched in 2017 to bring the back office into the modern era. Pilot provides small businesses with dedicated finance experts - which Pilot hires as full-time, U.S.-based employees - who learn the ins-and-outs of their business. Pilot integrates directly with the billing, banking, expense, and payroll systems customers already use. With a special blend of custom software and expert bookkeepers, Pilot delivers accurate, consistent bookkeeping and financial management and tax services that give entrepreneurs the freedom to focus on their business.

Pilot has over 3,000 customers and has raised over $170 million in financing from Sequoia, Index Ventures, Stripe, Bezos Expeditions, and Whale Rock.  Our investors also include a long list of world-class entrepreneurs, including Patrick and John Collison, Drew Houston, and Diane Greene.  Our most recent funding round doubled our valuation to $1.2 billion – Meet Fintech’s Newest Unicorn.

Why Pilot?

• We invest in our employees’ development and happiness because our employees are the keys to our success and ensuring happy customers
• The opportunity to join a seasoned founding team that has led companies through two prior successful startups and acquisitions (by Oracle and Dropbox).
• Flexible vacation/time-off policy
• All federal holidays are observed
• Competitive benefits package including additional wellness benefits
• Parental leave for birthing or non-birthing parents – 100% pay for 12 weeks
• 401(k) plan

The base pay range target for the role seniority described in this job description is $163,000 - $196,000 in San Francisco, CA. Final offer amounts depend on multiple factors such as candidate experience and expertise, geographic location, total compensation, and market data. In addition to cash pay, full-time regular positions are eligible for equity, 401(k), health benefits, and other benefits; some of these benefits may be available for part-time or temporary positions.

Pilot commits to provide a work environment free of discrimination and harassment, as well as equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. You may view all of Pilot’s recruiting notices here, including our EEO policy, information about requesting a reasonable accommodation in the job application process, recruitment agency policy, recruitment scam notice, and important E-Verify information. You may view our job candidate privacy policy here.