Backlog & Revenue Lead - U.S. - Remote

Worldwide Clinical Trials•Durham, NC

1d•Remote

About The Position

The Backlog & Revenue Lead owns end-to-end governance of order backlog and revenue realization. This role ensures that booked demand converts into revenue predictably, accurately, and on time by orchestrating cross-functional processes across Sales, Finance, and Operations. The ideal candidate builds robust controls, drives root-cause resolution of variances and delays, and provides decision-ready insights that improve forecast accuracy, backlog conversion, and customer experience.

Requirements

Ownership and bias for action, moving from insight to resolution with urgency
Systems thinking with an understanding of end-to-end flows across ERP, CRM, and PSA platforms
Data rigor with a high bar for accuracy and the ability to simplify complex data into clear narratives
Influence without authority, aligning stakeholders around trade-offs and timelines
Customer and compliance mindset, balancing customer commitments with policy and control requirements
Bachelor of Science degree in Finance, Accounting, or a related field
Eight or more years of experience in revenue operations or financial planning and analysis
Strong knowledge of revenue recognition principles, such as Accounting Standards Codification 606 (ASC 606) under United States Generally Accepted Accounting Principles (US GAAP), and order-to-cash processes
Advanced proficiency in ERP, CRM, and PSA systems such as NetSuite, Microsoft Dynamics, Salesforce, and Certinia, as well as reporting tools including Power BI and Tableau
Excellent analytical skills with the ability to build predictive models and actionable dashboards
Proven cross-functional leadership with the ability to drive accountability across Sales, Operations, and Finance

Responsibilities

Maintain a single source of truth for backlog, including order aging, conversion timelines, and constraints such as credit, material availability, capacity, and compliance
Lead weekly backlog review cadence, prioritize de-risking actions, and escalate blockers to leadership
Segment backlog, such as strategic accounts, therapeutic areas, and long-lead items, to optimize conversion and margin
Partner with Operations to align backlog forecasts with revenue targets and customer milestone dates
Collaborate with Accounting and Financial Planning & Analysis (FP&A) to ensure revenue recognition policies are correctly applied to units, services, milestones, and subscriptions
Own cutoff controls and period-end procedures to minimize deferrals, returns, and post-close adjustments
Drive order-to-cash quality, including upfront releases, revenue and billing accuracy, contract signature timeliness, and dispute resolution
Build and maintain backlog conversion models
Deliver weekly and monthly reports on bookings, backlog, revenue, and variance analysis versus plan and prior periods
Provide scenario analyses, including best-case, base-case, and worst-case scenarios, and flag risks and opportunities to meet quarterly targets
Map and continuously improve processes
Define and monitor audit-relevant controls for orders, modifications, and revenue recognition
Implement data quality standards and master data governance for customers, pricing, and contract terms
Serve as the central liaison among Sales, Finance, Operations, Strategic Finance, and Information Technology
Partner with Information Technology and data teams to enhance enterprise resource planning (ERP), customer relationship management (CRM), and professional services automation (PSA) reporting, dashboards, and workflow automation
Lead change management for new policies, metrics, and tooling, and train stakeholders on backlog and revenue best practices
Perform other duties as assigned.