Senior Manager, Revenue

About the Role:

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.

Why this role is exciting:

• Own the integrity of ARR metrics that inform executive and Board‑level decisions.
• Shape revenue policy, processes, and tooling in a fast‑growing SaaS environment.
• Partner closely with Finance, Sales, and Systems, gaining broad visibility across Motive.

What You’ll Do and What This Looks Like:

ARR & Data

• 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.
• Proven ability to rapidly trace data lineage and diagnose discrepancies across complex system architectures (CRM, billing, custom data pipelines, data warehouse). You won’t act as a data engineer, but you will be comfortable self‑serving queries and collaborating closely with BI and Enterprise Systems.

Revenue

• 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.
• Assist in the revenue close

Qualifications

• Previous experience with reporting of key revenue related financial metrics preferred.
• 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.
• Public accounting experience, CPA preferred
• Strong background working with Enterprise Systems to drive improvement and optimization in the Quote-to-Cash (QtC) process. Experience using Netsuite, Salesforce, and RevPro is preferred.
• 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.
• Experience with ARR reporting strongly preferred
• 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 is preferred.

Director, Technical & Operational Revenue

About the Role:

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 Director of Technical & Operational Revenue, reporting to the VP, OTC (Order-to-Cash), you will be a strategic leader and owner of our most critical accounting areas, playing a major role as Motive continues its fast-paced growth and expansion. You will be instrumental in defining and managing robust revenue processes and controls across a scaling business, ensuring both accuracy and compliance.

This is a high-impact, hands-on leadership opportunity, managing a team of 6+ professionals, including two managers. You will be interpreting and communicating complex ASC 606 and U.S. GAAP accounting issues to our cross-functional business partners and external auditors.

What You'll Do:

• Team Leadership & Development: Lead, mentor, and manage a team of 6+ FTEs (including managers), and scale the team through hiring to support Motive's continued growth.
• Participate in the design and operation of key metrics such as ARR.
• System roadmap and operational close: Lead the team through the revenue close and external auditor review. Determine how to leverage and improve systems to make the close more efficient and support growth.
• Technical Revenue Expertise: Lead technical accounting for contracts and the Motive business as a subject matter expert in ASC 606 and U.S. GAAP revenue recognition, ensuring proper and compliant recognition of revenue. Maintain and update the company's revenue recognition policies.
• Strategic Deal Support: Partner with the Deal Desk team to structure complex contracts and negotiations, providing critical revenue recognition guidance.
• Cross-Functional Partnership: Collaborate with key business stakeholders (Sales, Order Management, Legal, and Product) to provide revenue guidance on our growing product portfolio and business models.
• SEC Reporting & Compliance: Review, analyze, and update 10Q/K sections (Revenue, Deferred Revenue, etc.) to ensure strict compliance with U.S. GAAP, SEC, and industry reporting standards.
• Financial Planning Collaboration: Work closely with the FP&A team on accurate and timely revenue forecasting and analysis.
• Business Education: Develop and deliver ongoing, high-impact revenue training materials to cross-functional partners across the organization.

What We're Looking For:

• Experience as a leader in a US registrants revenue team
• Bachelor’s degree in Accounting
• 7+ years of revenue recognition work experience (5+ years as a Manager)
• Excellent coach with a history of developing the team and helping people grow their careers.
• Strong interest and track record in leveraging and implementing technology to improve the close and Revenue cycle.
• Experience reviewing and analyzing customer orders and contracts and related documentation to identify revenue-related issues
• 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.
• Public accounting experience, CPA preferred
• Strong background working with Enterprise Systems to drive improvement and optimization in the Quote-to-Cash (QtC) process. Experience using Netsuite, Salesforce, and RevPro is preferred.
• Detailed knowledge of ASC 606 and relevant current accounting rules relating to software, SaaS, and services revenue recognition.
• Exceptional detail-orientation and organizational skills, with a proven ability to manage multiple high-priority assignments and meet strict deadlines.
• Proactive, process-improvement mindset with the ability to expand scope and collaborate on generating ideas to enhance processes.
• Excellent written and verbal communication skills

Why Motive?

Motive is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Motive offers competitive compensation, equity, and a comprehensive benefits package, including health, dental, vision, paid time off, and 401k contributions (subject to eligibility requirements).

What You'll Do:

• Own the monthly and quarterly close across multiple entities, ensuring all close tasks are completed on time and in accordance with U.S. GAAP.
• Manage and maintain the FloQast close checklist, including assignment of tasks, daily status meetings, and final sign-off.
• Review journal entries (recurring, accruals, reclasses, manual entries) and ensure completeness, accuracy, and proper documentation in NetSuite.
• Oversee balance sheet reconciliations and flux analysis; investigate and resolve variances across key accounts.
• Oversee bank account reconciliations for all operating, collection, sweep, and investment accounts; ensure timely resolution of reconciling items.
• Partner with Tax and Treasury on internal cash transfers, funding of international entities, and monitoring global cash balances.
• Lead software and development cost capitalization (internal-use software and prepaid software), including review of capitalization workbooks and related journal entries.
• Lead lease accounting under ASC 842, including review of new and modified lease arrangements, maintenance of lease schedules, and validation of right-of-use assets and lease liabilities.
• Own key SOX controls across period-end close, treasury, lease, and software capitalization, ensuring documentation, evidence, and testing support are complete and accurate.
• Partner with the SOX / Internal Audit team on design and operation of controls, remediation of deficiencies, and process enhancements.
• Identify and drive process improvements and automation within NetSuite, FloQast, and related tools to support scalability and efficiency.
• Manage, mentor, and develop a team of accounting managers, senior accountants, and analysts, including goal-setting, coaching, and performance feedback.
• Collaborate with FP&A, Tax, Supply Chain, Procurement, AP, Payroll, and Revenue Accounting to ensure alignment on accounting treatment and close deliverables.
• Support external auditors with PBCs, walkthroughs, and audit testing for areas under your ownership.

What We're Looking For:

• 8+ years of progressive accounting experience, including at least 2+ years in a manager or senior manager role; mix of public accounting and industry strongly preferred.
• CPA license preferred.
• Strong working knowledge of U.S. GAAP.
• Extensive project management experience across multiple teams.
• Experience in SaaS, hardware, or technology companies strongly preferred
• Hands-on experience with a modern ERP, ideally NetSuite, and close management tools such as FloQast.
• Strong knowledge of SEC and SOX reporting requirements
• Demonstrated experience operating in a SOX environment, including ownership of key controls and support for internal/external audits.
• Strong analytical and problem-solving skills, with a bias toward process improvement and automation.
• Excellent communication skills and ability to partner effectively across finance and non-finance stakeholders in a fast-paced environment.
• Familiarity with tools such as Coupa, Navan, AuditBoard, and Jira strongly preferred. 
• Flexible working hours (if outside the Pacific Time Zone)