Sales Operations Analyst

The Revenue Operations Analyst is a senior, partner-facing role responsible for end-to-end ownership of the revenue lifecycle across an assigned portfolio of partners and matters. Acting as a strategic advisor, the Revenue Operations Analyst combines commercial insight, financial oversight, and operational execution to optimize revenue performance, drive realization, and enhance cash flow. This role is built on a “single point of accountability” model—one individual owning the process from matter inception through billing and collection—while developing trusted relationships with partners and influencing key financial decisions. Key Responsibilities Strategic Partner Relationship Management Serve as the primary financial advisor to assigned partners, building strong, trusted relationships at a senior level Coordinate matter inception and ongoing matter maintenance, including review of matter setup details, billing rates, eBilling matter IDs, client billing requirements, and client name/address accuracy to ensure compliance with engagement terms and billing guidelines. Partner with Pricing and Rates teams to ensure matters are correctly configured in 3e and applicable eBilling platforms prior to invoice submission. Lead structured WIP, billing, and AR review discussions, providing clear recommendations and driving decisions Influence partner behavior through data-driven insights on realization, billing strategy, and collections Anticipate risks and opportunities across the partner portfolio and proactively recommend solutions Act as a thought partner on client-specific strategies, including complex billing arrangements, fee structures, and dispute resolution End-to-End Revenue Ownership Own the full revenue lifecycle: budget validation, WIP management, proforma generation, billing, and collections Ensure timely and accurate billing aligned with engagement terms, client guidelines, and internal controls Drive billing discipline and accountability, ensuring matters are billed promptly and efficiently Oversee AR strategy, including escalation of aged balances and coordination of collection efforts Maintain full visibility over portfolio performance, ensuring no revenue leakage Provide advanced financial analysis at the matter and partner level, including realization, margin, and working capital metrics Advise on rate strategy, discounts, and fee arrangements, ensuring alignment with firm and client expectations Support partners in navigating complex financial scenarios (e.g., budget overruns, write-offs, alternative fee arrangements) Translate financial data into clear, actionable insights that drive decision-making Operational Oversight & Execution Update and maintain the forecast file for each assigned partner Lead the proforma-to-invoice process, ensuring high-quality outputs and efficient turnaround times Coordinate across billing/eBilling, and AR teams to ensure seamless execution Ensure compliance with client billing guidelines, eBilling requirements, and internal policies Resolve complex billing issues, including rejections, disputes, and system-related challenges Manage the monthly accrual process for assigned partners and matters, including preparation, analysis, tracking, and communication of accrual estimates and revenue recognition updates. Monitor matter financial performance and proactively identify issues related to rates, budgets, realization, collections, eBilling compliance, and matter profitability. Process Improvement & Governance Identify and implement process improvements to enhance efficiency, accuracy, and scalability Establish and enforce best practices across the revenue cycle Maintain high-quality data integrity across financial systems Contribute to the development of reporting frameworks and performance dashboards Qualifications & Experience Degree in Finance, Accounting, Business, or equivalent experience 5+ years of experience in legal billing, revenue management, or professional services finance Demonstrated experience working directly with senior stakeholders or partners Strong understanding of complex billing structures, e-billing platforms, and client guidelines Executive Presence: Ability to influence and advise senior partners with confidence and credibility Ownership Mindset: End-to-end accountability with a proactive, solutions-driven approach Commercial Acumen: Deep understanding of profitability, pricing, and revenue drivers Relationship Management: Strong interpersonal skills with the ability to build trust and drive alignment Analytical Expertise: Advanced Excel and financial analysis capabilities Operational Excellence: Ability to manage complexity while maintaining accuracy and efficiency For individuals assigned and/or hired to work in New York and California or reporting to someone in those states, Freshfields is required by law to include a reasonable estimate of the compensation range for this role. This compensation range is specific to the States of New York and California and takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled, and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $120,000 to $140,000. EEO Statement Freshfields US LLP is proud to be an equal employment employer. Our policies and practices will be free from unlawful discrimination based upon race, color, ethnicity, religion, creed, sex (including pregnancy, childbirth or related medical conditions), national origin, citizenship, immigration status, ancestry, age, marital status, protected veteran status, military service, disability, medical condition, genetic information, sexual orientation, gender identity, or any basis prohibited under federal, state or local law. We strive to promote an atmosphere that encourages equal opportunities and prohibits discriminatory practices, including sexual harassment. Disability Accommodation for Applicants to Freshfields US LLP Freshfields US LLP is an Equal Employment Opportunity employer and provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. 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