Head of Revenue and Billing Operations

About Apartment List Apartment List is building the most trusted platform for renters to find homes they love. As a marketplace connecting renters with multifamily properties across the country, our platform powers millions of apartment searches each year. Our business model is unique within the rental ecosystem. Unlike traditional Internet Listing Services that charge flat monthly listing fees, Apartment List operates largely on a Pay‑Per‑Lease (PPL) performance model, meaning our revenue is directly tied to successful renter outcomes. This creates a high‑volume transactional billing environment with complex pricing models, partner agreements, and revenue attribution logic. As we approach $200M in annual revenue, the scalability, accuracy and efficiency of our quote‑to‑cash infrastructure is becoming increasingly critical. Our systems, spanning Salesforce, NetSuite, an internally developed lease attribution system, Versapay billing, and Tesorio collections tools, must evolve to support the next stage of growth. About The Role Apartment List is looking for a Head of Revenue and Billing Operations to lead our quote‑to‑cash organization. Reporting to the CFO, this role will be responsible for designing and scaling the operational backbone of the business, ensuring contracts, pricing, billing, revenue recognition, and collections operate with high accuracy and efficiency as the company grows. This leader will work at the intersection of Finance, Sales, Partner Success, Revenue Analytics, and Engineering to ensure our systems and processes are built for scale. The Role Will Oversee Quote‑to‑Cash systems and process architecture Salesforce and NetSuite systems administration Pricing and deal desk operations Billing and collections workflows Revenue analytics and lease attribution processes This position requires a rare combination of financial leadership, systems architecture expertise, and operational transformation capability. The ideal candidate is equally comfortable establishing and enforcing operating policies, redesigning systems and workflows, improving contracting, billing and collections strategy, and implementing scalable systems and modern AI tools that support a scaling marketplace business. This is a hands‑on leadership role. The right candidate thrives in complex environments, diagnosing operational bottlenecks and designing scalable solutions that align Sales, Finance, and Operations. Requirements Systems & Process Design 10+ years leading finance operations, revenue operations, or accounting and AR functions in high‑growth technology companies Deep experience architecting Quote‑to‑Cash systems and workflows using Salesforce and NetSuite Expertise designing pricing and contracting governance, deal desk approvals, billing automation, and collections workflows Experience supporting complex pricing models including performance‑based pricing, subscription models, and hybrid revenue structures Strong understanding of data flow between CRM, billing systems, revenue recognition, and financial systems Experience with systems such as: Salesforce NetSuite Verspay, Tesorio or similar billing and collections platforms BI platforms such as Looker Proprietary revenue attribution platforms Experience supporting marketplaces or two‑sided platforms strongly preferred. Leadership & Change Management Proven ability to drive cross‑functional operational transformations Experience aligning Sales, Finance, and Operations teams around shared processes and metrics Strong executive communication skills with the ability to influence senior stakeholders Experience hiring, mentoring, and developing high‑performing finance and operations teams Ability to balance strategic planning with hands‑on execution Accounting Leadership Foundation Bachelor’s degree in Accounting, Finance, or Business required CPA and/or Big Four experience preferred Strong knowledge of US GAAP revenue recognition principles Experience managing month‑end close, financial reporting, and audits Familiarity with internal controls frameworks and future SOX readiness Responsibilities Quote‑to‑Cash Transformation Own the end‑to‑end quote‑to‑cash lifecycle, from contract creation through billing, revenue recognition, and collections. Key Responsibilities Include Redesigning the Opportunity‑to‑Cash operating model across Sales, Finance, and Operations Establishing governance for pricing approvals, contract configuration, and deal desk review Ensuring data integrity across Salesforce, revenue recognition and billing systems, and NetSuite Designing scalable processes to support new product offerings Implementing controls that prevent duplicate billing, incorrect pricing, or revenue attribution errors Pricing Governance & Deal Desk Operations Establish formal pricing governance processes for all sales contracts Lead the design of scalable deal desk workflows and contract validation procedures Ensure Salesforce pricing and contract terms rules and approvals reflect company policy Implement automated validation checks to prevent contract errors before downstream systems are triggered Systems & Technology Architecture Architect The Company’s Quote‑to‑Cash Technology Ecosystem Including Salesforce configuration and governance NetSuite invoicing integration Internally developed lease attribution system Billing and collections platforms Customer reporting and dispute resolution infrastructure Key Initiatives Include Reducing manual workflows and reconciliation requirements Ensuring systems integration supports evolving pricing models Implementing automation and AI‑driven validation for contract data integrity Driving improvements in data visibility for Sales, Finance, and Partner Success teams Revenue Attribution & Analytics Partner with Revenue Analytics and Data teams to ensure accurate revenue capture and attribution. Responsibilities Include Oversight of lease attribution systems used to determine revenue earned Ensuring accurate pricing and contract data flows into revenue calculation systems Improving transparency into lease attribution and partner reporting Reducing revenue leakage caused by system mismatches Billing & Collections Optimization Oversee billing and collections infrastructure to improve cash conversion and partner experience. Responsibilities Include Implementing scalable invoicing processes for both property management companies and individual communities Improving AR case management and dispute resolution workflows Establishing escalation processes for overdue balances Aligning Finance and GTM teams on collections strategy and partner communication Partner Experience & GTM Alignment Work closely with Sales and Partner Success leadership to improve partner experience while protecting revenue integrity. Responsibilities Include Ensuring operational processes support partner success without compromising financial controls Establishing clear ownership boundaries between Account Management and Accounts Receivable teams Designing escalation workflows for billing disputes and overdue balances Improving system visibility for GTM teams to understand partner financial status Internal Controls & Risk Management Design and implement controls to mitigate operational and financial risks across the quote‑to‑cash lifecycle. Responsibilities Include Identifying systemic risks across Salesforce, billing systems, and financial reporting Implementing preventative controls that reduce billing errors and revenue leakage Supporting development of a SOX‑ready internal control environment Team Leadership & Organizational Development Build and lead a high‑performing team spanning Accounts Receivable, Revenue Operations, and Financial Systems. Responsibilities Include Recruiting and developing leaders across revenue operations, billing, and accounting Building scalable team structures as the company grows Establishing a culture of process discipline, accountability, and operational excellence What Success Looks Like Within the first 12 months, this leader will: Modernize the company’s quote‑to‑cash architecture Eliminate major sources of billing errors and reconciliation issues Improve cash conversion and collections efficiency Implement scalable pricing and contract governance Build infrastructure capable of supporting $500M+ revenue scale Pay Range At Apartment List, we carefully consider a variety of factors to determine compensation for each position, including the role, level, and work. The US Total Target Compensation (TTC) for this position is: Zone 1: $207,000 - $251,000 TTC (including $182,000 - $221,000 base salary) + equity Zone 2: $191,000 - $232,000 TTC (including $168,000 - $204,000 base salary) + equity Zone 3: $176,000 - $213,000 TTC (including $155,000 - $187,000 base salary) + equity This reflects the compensation target for new hire salaries for the position across all US locations. Please note, the compensation details provided do not include benefits and perks that we offer. #J-18808-Ljbffr