Revenue Senior Manager

Motive•San Francisco, CA

About The Position

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. Join Motive, where we empower the people who run physical operations with technology to make their work safer, more productive, and more profitable. As the Revenue Senior Manager you will be responsible for Motive’s Annualized Recurring Run Rate (ARR) as well as contract review, deal support and assisting with the revenue close. This is a highly impactful, strategic role, requiring partnership with Finance, Order Management, Business Intelligence, Sales, Accounting, Deal Desk, and Enterprise Systems teams. The role reports to the VP of Order to Cash and has a high impact on both internal and external reporting.

Requirements

Experience reviewing and analyzing customer orders and contracts and related documentation to identify revenue-related issues.
Understanding of how a contract translates into CRM and billing system data objects and financial metrics.
Passion for working in a fast-paced, high-growth, and constantly evolving environment.
Demonstrated ability to influence and collaborate effectively with all levels and cross-functionally across the organization.
Strong background working with Enterprise Systems to drive improvement and optimization in the Quote-to-Cash (QtC) process.
Detailed knowledge of ASC 606 and relevant current accounting rules relating to software, SaaS, and services revenue recognition.
Proven ability to manage multiple high-priority assignments and meet strict deadlines.
Proven ability to rapidly trace data lineage and diagnose discrepancies across complex system architectures (CRM, billing, custom data pipelines, data warehouse).
6–10 years of combined experience in Revenue Accounting and/or Revenue Operations for a SaaS or software business, including hands‑on work with complex contracts and ARR metrics.

Nice To Haves

Previous experience with reporting of key revenue related financial metrics.
Public accounting experience, CPA.
Experience using Netsuite, Salesforce, and RevPro.
Experience with ARR reporting.
Knowledge of SQL and related tools (Snowflake, SQL notebooks, etc.) including comfort writing SQL to investigate data issues (e.g., joins, filters, basic aggregations) across systems and data tables.

Responsibilities

Architect and govern ARR recognition policy for Motive’s SaaS and services portfolio.
Understand policy and design policy improvements and work cross-functionally with Deal Desk, Order Management, and Sales Operations to enforce and communicate updates.
Create educational material, in partnership with Sales leadership, to help other teams understand ARR recognition, from Sales to the executive level.
Act as a primary ARR subject-matter expert for Sales, Deal Desk, and FP&A, including training, office hours, and ad‑hoc questions.
Drive and coordinate timely, accurate closes and reporting of ARR and partner to determine, and resolve, potential issues while bridging to expectations.
Investigate and correct scenarios requiring adjustments to the mostly automated data pipeline-driven reporting.
Understand the data flow from the CRM, to the billing system, through a custom data pipeline, to the data warehouse and reporting tools.
Assist in the revenue close and the review of the close by the Auditors.
Participate in Motive technical revenue reviews of contracts and processes and assist in setting policy and designing processes with a view to keeping processes simple and minimizing human effort. This will include process design, automation and technical review.
Apply ASC 606 guidance to complex SaaS and services arrangements, partnering with Accounting and external auditors as needed.
Identify and implement process improvements across Quote‑to‑Cash that improve accuracy, control, and efficiency, while minimizing manual effort.