Director, Revenue

Tipalti is a fast-growing, next-generation fintech platform reshaping how businesses manage their financial ecosystems. Operating at the intersection of finance and cutting-edge technology, we are an AI-first organization. We don't just use AI as a buzzword; it is embedded in our product DNA and core operational workflows. We are looking for a forward-thinking financial leader to scale our revenue operations, automate complex commission structures, and leverage AI to build a frictionless order-to-cash lifecycle. In this role, you will gain broad exposure across various financial domains, collaborating closely with executive leadership to streamline processes, enhance internal controls, and drive IPO readiness.

Position Overview

As the Director, Revenue, you will own the end-to-end global order-to-cash process, encompassing Revenue Recognition, Billing, Collections, and Commission Operations.

This is not a traditional finance role. You will bridge the gap between complex financial compliance and advanced automation. You will champion the implementation of AI-driven tools to automate manual accounting flows, predict collection risk, optimize billing accuracy, and ensure real-time commission visibility for our sales organization.

Key Responsibilities

AI & Systems Transformation

• Lead the evolution of our financial tech stack, integrating AI models to automate routine revenue recognition, anomaly detection, and contract analysis.
• Partner with Data and Product teams to leverage predictive AI for cash flow forecasting and collections risk mitigation.
• Oversee the Implementation of generative AI tools to streamline customer billing inquiries and dispute resolutions.

Technical Revenue Recognition & Operations

• ASC 606 & Technical Governance: Direct global revenue recognition policies and serve as the technical Subject Matter Expert on complex transactions, including hybrid SaaS/Fintech models, usage-based pricing, and variable consideration.
• Commercial Partnering & Risk Mitigation: Partner with Deal Desk, Sales, Legal, and FP&A to proactively structure customer contracts, mitigating downstream accounting risk while aligning revenue outputs with forecasting models.
• Close Management & Audit Readiness: Lead month-, quarter-, and year-end revenue close cycles to guarantee timely, audit-ready documentation, zero material weaknesses, and seamless coordination with internal and external auditors.
• Systems Automation & Scalability: Drive revenue process automation and NetSuite configuration (including contract ingestion, revenue schedules, and integrations) to eliminate manual intervention and scale operations.

Billing Operations & Global Invoicing 

• Global Billing Leadership: Oversee the global billing function across diverse revenue streams, including SaaS subscriptions, usage-based pricing, overages, and complex commercial amendments.
• Contract Translation & Control: Translate complex client agreements and non-standard commercial terms into scalable billing logic, system configurations, and robust controls to prevent revenue leakage and ensure audit readiness.
• Systems Architecture & Integration: Own billing system (BillingPlatform) upkeep, integrations, and data quality; partner cross-functionally with Sales Ops, Revenue, and IT to define Salesforce integration requirements for new products and pricing models.
• Global Tax & Compliance: Lead the implementation, testing, and configuration of global tax jurisdictions through automated integrations (BillingPlatform & Sovos) in coordination with Tax and IT.

Collections 

• Collections Strategy & Dispute Resolution: Own the global collections strategy for aged receivables, defining escalation paths and partnering with internal teams and external agencies to resolve material customer disputes and optimize cash recovery.
• Credit Loss (ASC 326) & Compliance: Oversee the technical accounting policy and methodology for expected credit losses under ASC 326, maintaining robust controls over reserve calculations, write-offs, and audit-ready SOX documentation.
• Financial Reporting & Liquidity Planning: Define key AR metrics and analytics (including DSO, aging trends, and bad debt reserves) to partner with Accounting and Finance in forecasting cash flow and evaluating liquidity risk.
• Systems Optimization & Commercial Support: Drive continuous order-to-cash process improvements and system enhancements (NetSuite, BillingPlatform, Salesforce); collaborate with Sales, Deal Desk, and Legal on credit exposure and contract negotiations.

Commissions Management

• Global Commissions & ASC 340-40 Administration: Own the end-to-end global commissions process, including calculation governance, timely payouts, and complex ASC 340-40 accounting (accruals, capitalization, amortization, and reconciliations).
• Cross-Functional Plan Design: Partner with Sales Ops, Deal Desk, FP&A, Legal, and HR to ensure commission plans, SPIFFs, quota changes, and complex crediting rules are operationally executable, clearly defined, and appropriately controlled.
• Execution & Dispute Resolution: Oversee timely, accurate payouts for global sales teams, managing complex scenarios like multi-rep crediting, usage-based contracts, and clawbacks, while leading efficient dispute resolution and stakeholder communication.
• Process Automation & AI Auditing: Drive automation and scaling initiatives to reduce manual calculations and accelerate close timelines, implementing AI-enabled audit procedures and exception reporting to prevent calculation anomalies and duplicate payouts.

Qualifications & Experience

• Education: Bachelor’s degree in Accounting, Finance, or a related field. CPA or CFA designation is highly preferred.
• Experience: 12+ years of progressive finance/accounting experience, with at least 4+ years in a leadership role within a Fintech, High-Growth SaaS, or usage-based marketplace environment.
• Technical Expertise: 
• Deep, authoritative knowledge of ASC 606, ASC 326, and ASC 340.
• Hands-on experience with modern ERPs (e.g., NetSuite) and automated billing/commission platforms (e.g., Billing Platform, CaptivateIQ, etc).
• AI & Tech Fluency: Comfortable working alongside engineering teams. Experience implementing AI automation, or advanced data analytics tools (SQL, Python, or BI tools like Tableau/Looker) is a massive plus.