Revenue Manager

Insurance touches people during some of the most challenging moments in their lives. Hi Marley is on a mission to transform how the P&C industry communicates, making those moments faster, easier, and more empathetic for carriers and the customers they serve. We build AI-powered software that keeps everyone in the claims conversation informed and connected. If you believe insurance can combine operational excellence and automation with a human touch, we’d love to meet you.

As we continue to grow, we’re looking for a Revenue Manager to build and lead a dedicated revenue function. Reporting to the Controller, you will own revenue accounting end to end: ASC 606 compliance, ASC 340-40 deferred contract costs, the revenue close, billing operations, and the selection and implementation of a revenue management platform. This is a build role — you partner with the controller to design the operating model, draft the policies and controls, and lay the foundation for a function that grows with the business. It is a role for someone who takes genuine satisfaction in a clean close, an accurate invoice, and a reconciliation that ties, and who brings that same discipline to the longer-horizon work of building a function that scales. You will also have real visibility and latitude, because revenue sits at the intersection of new product launches, pricing changes, and enterprise contract negotiation, and you will have a seat at the table for all three. Teamwork and shared enthusiasm are a core part of our culture, which is why this role involves joining us in the Boston office for 3 days each week.

What You’ll Do:

Build and Own the Revenue Function

• Carry revenue end to end, from contract execution through billing, recognition, deferred revenue, contract costs, and reporting to the Controller, CFO, and Board
• Partner with the Controller to design the revenue operating model — process, close calendar, roles, hand-offs, and documentation — and own the transition from current state
• Draft and maintain the revenue recognition policy, position papers, and desk procedures as products, pricing models, and contract structures evolve
• Serve as the company’s subject matter expert on revenue for auditors, diligence teams, and internal stakeholders. This is a build role: you will set the technical standard for revenue work and be positioned to grow into people leadership as the function scales.

Revenue Recognition & Technical Accounting

• Run the monthly ASC 606 revenue recognition process: review contracts, determine treatment for SaaS, usage-based, and professional services arrangements, and maintain schedules and deferred revenue roll forwards
• Maintain the stand-alone selling price (SSP) analysis and performance obligation allocation for multi-element arrangements, refreshed at least annually and on any material pricing change
• Manage deferred contract cost (ASC 340-40) accounting: capitalization policy, amortization period conclusions, schedules, and period-end reconciliations
• Research and write technical accounting memos on new products, contract structures, and non-standard arrangements; review conclusions with external auditors proactively

Revenue Close & Billing

• Lead the revenue workstream of the month-end close: close calendar, deliverables, journal entries, account reconciliations, flux analysis, and sign-off on revenue and related balance sheet accounts
• Manage the billing-to-revenue process, ensuring invoices align with contract terms and revenue schedules, and drive root-cause resolution of discrepancies rather than one-off fixes
• Partner with the Controller on order-to-cash performance — billing accuracy, unbilled balances, and collections tied to contract or invoicing issues — and cross-train so the close is not person-dependent

Revenue Systems — Selection and Implementation

• Lead the platform evaluation (requirements, market scan, vendor demos, scorecard, and business case) and serve as business owner for the implementation: data model design, configuration, migration, parallel runs, UAT, and go-live
• Define integration requirements across CRM/CPQ, billing, and NetSuite; partner with IT and Sales Operations so deal data and SKU structures flow without manual re-keying
• Own sales tax configuration and compliance in Avalara, and set the revenue recognition treatment for multi-element arrangements that blend AI usage and per-seat pricing
• Propose and track the automation roadmap for the function against defined measures: close-cycle time, manual journal volume, and reconciliation effort

Cross-Functional Partnership & Controls

• Act as Finance’s revenue voice with Sales, Legal, FP&A, Product, and Customer Success; serve as revenue reviewer in the deal desk for non-standard contract terms and recommend standard language and approval thresholds that keep most deals clean
• Engage Product and Go-to-Market teams during the development of new products, pricing models, and packaging changes to identify ASC 606 implications early and advise on which revenue structures are supportable — including emerging models such as case-based arrangements — so that recognition and billability are designed in before contracts are written; partner with FP&A so actuals, forecast, and ARR tell a consistent story to leadership, the Board, and investors
• Lead the revenue workstream of the annual audit, document and operate revenue cycle internal controls, and support SOX readiness for revenue ahead of any future public market or transaction event

What Success Looks Like in Year One:

• 90 days: current revenue process documented end to end, gaps and risks identified, prioritized roadmap agreed with the Controller
• 6 months: revenue management platform selected, contracted, and in implementation with a signed-off requirements and design document
• 12 months: platform live, revenue schedules running out of the system rather than Excel, and revenue policy and controls current and audit-ready

What We’re Looking For:

Required

• Bachelor’s degree in Accounting, Finance, or a related field; CPA strongly preferred
• 7+ years of accounting experience, including at least 3 years of revenue accounting at a SaaS or technology company
• Demonstrated ownership of ASC 606 in a growth-stage company, including writing and defending technical positions with external auditors
• Working command of ASC 340-40 contract cost accounting
• Track record of building process from an unstructured starting point, not only operating an established one
• Hands-on experience with NetSuite
• Experience selecting or leading the implementation of a revenue recognition or billing platform
• Strong command of GAAP, internal control design, and enterprise contract review across multi-element revenue arrangements
• Ability to operate independently, manage a build agenda alongside a monthly close, and communicate clearly with executive leadership and external auditors
• Equal comfort writing an ASC 606 memo, running a vendor scorecard, and telling a Sales leader why a proposed contract term creates a revenue problem
• A genuine pull toward automation and systems, and the instinct to engage upstream so revenue is considered before products launch, not after
• Curiosity about AI and emerging technologies, paired with the judgment to apply them thoughtfully and responsibly

Preferred

• Experience with subscription or usage-based billing platforms such as Zuora, Maxio, or similar
• Experience with revenue recognition automation tools such as Zuora Revenue or Salesforce Revenue Cloud
• NetSuite Advanced Revenue Management (ARM) experience
• Public accounting experience, ideally with SaaS or technology clients
• Familiarity with Salesforce or comparable CRM/CPQ environment and data analytics tools such as Looker
• Experience in the insurtech, insurance, or financial services industry
• Experience managing a small accounting team, or supporting SOX readiness, an IPO, or investor diligence in a scaling company

Compensation, Benefits & Perks:
At Hi Marley, we are committed to fair and transparent pay practices. The annual base salary for this role is expected to fall within the range of [$109,900 - $204,100] depending on experience, skills, qualifications, and location. Offers are determined based on these factors as well as internal peer equity. It’s most common for new hires to start near the midpoint of the range, allowing room for growth as employees develop in their role.

In addition to base pay, we offer a comprehensive total rewards package that supports both your wellbeing and professional growth, including:

• Equity grants for all employees
• A 4% matching 401(k) program
• Medical, dental, vision, disability, and life insurance coverage for employees working 30+ hours per week
• Monthly wellness stipend
• Paid parental leave
• A flexible vacation policy - we all work hard and take time when we need it

Who We Are:
At Hi Marley, our culture is built on three core values that every employee embodies:

• Max Courage – We encourage our team, our customers, and their customers to dream big, try new ideas, and maximize impact by measuring risk.
• Be Humble – We lead with appreciation and promote a culture of humility, compassion, and openness to learn from anyone, anywhere.
• Ubuntu (“I am because we are”) – We believe true success is much bigger than any single individual or company. By aligning our individual aims behind a shared purpose, we can achieve our fullest potential — together.

Life at Hi Marley:

Life at Hi Marley is shaped by collaboration, learning, and genuine connection. We’re proud to foster an environment where people can do their best work, feel supported, and grow alongside a team that celebrates both individuality and shared purpose.

• A fun, lively startup culture that embraces creativity and innovation
• Core values-based leadership that guides our decision-making and daily interactions
• A culture of engagement, diversity, inclusion, and belonging — everyone’s voice matters
• Flexible, hybrid work environment that values balance and trust
• Ample opportunities to learn, take on new challenges, and make an impact in a fast-growing organization
• Meaningful work that directly supports our mission to help people and organizations communicate with empathy and clarity

Hi Marley is proud to be an equal employment opportunity employer. We celebrate diversity and do not discriminate based on gender, sexual orientation, gender identity, religion, race, veteran status, disability status, or any other characteristic protected by applicable law. We are committed to building an inclusive work environment representing a variety of backgrounds, perspectives, and skills, where all employees are encouraged to be their authentic selves.

Hi Marley participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. For more information, please review the documents under "E-Verify Poster" here: