Director, Revenue

Bain & Company, Inc.; Haryana; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Bain & Company, Inc. in India seeks a Director of Revenue to lead the end-to-end revenue function for the APAC region, partnering with the Regional CFO and senior leaders to drive an insight-driven operating model and profitable growth.

You will own revenue close, DSO reduction, policy compliance and transformation across revenue operations, with accountability for governance, systems (SAP, Agiloft, BI) and building a high-performing team.

Qualifications

• Experience with IFRS 15 / ASC 606 and order-to-cash processes.
• Ability to lead revenue transformations and CoE service model development.

Responsibilities

• Own revenue close quality across the region, including contract and revenue close governance, and ensuring timely reporting.
• Drive DSO reductions through transparent reporting and collections strategies in collaboration with Commercial Finance and FP&A.
• Govern revenue policy compliance and ensure consistent application of revenue accounting standards.
• Engage with tax and accounting teams to support processes and controls for tax, statutory and audits.
• Lead Revenue team delivery across end-to-end operations including invoicing, A/R reviews and month-end close.

Skills

Strategic revenue leadership

Senior stakeholder management

Executive communication

People leadership

Revenue recognition knowledge

Education

Bachelor's in Finance/Accounting/Commerce

CPA/CA preferred

Tools

SAP

Agiloft

BI/reporting tools

Job description

Director, Revenue is a senior Revenue leader accountable for the end-to-end Revenue function across the APAC region. The role is critical to the Finance agenda - building a connected, efficient and insight-driven revenue operating model that supports profitable growth across APAC.

The Director of Revenue serves as the primary advisor to the Regional CFO and senior business leaders on Revenue matters and owns the relationship between Revenue, Commercial Finance, Accounting and business leadership. The role ensures revenue is recorded and invoicing is delivered and collected from clients accurately, on time and in line with policy, manages the Revenue and Accounts Receivable team delivery, and sponsors continuous improvement and innovation across the revenue cycle.

PRINCIPAL ACCOUNTABILITIES

• Own revenue close quality across the region, including client contract and revenue close governance, operating cadence and ensuring accuracy, completeness and timeliness across all revenue reporting
• Drive reductions in days sales outstanding (DSO) through transparent reporting on key drivers of DSO and adoption of invoicing and collections strategies, with a focus on improving both days to invoice and days to collect. Collaborate with commercial and FP&A teams to deliver and enhance A/R reporting across the region
• Resolve complex case reviews, write-off approvals, fee adjustments and revenue policy matters, acting as final escalation for the Revenue team, in collaboration with regional CFO and Global Accounting.
• Govern revenue policy compliance and ensure consistent application of revenue accounting standards across the region in close partnership with global revenue and accounting teams.
• Engage with tax and accounting teams to support processes and controls for tax, statutory and external audit topics
• Support Private Equity practice with reporting, insights, escalations and recommendations at a PE Fund level relating to outstanding receivables and DSO.

Revenue Operations

• Oversee revenue team delivery to ensure quality standards of the end-to-end revenue operations across case set-up, revenue recognition, invoicing, A/R reviews, billed expense reconciliations, collections and month-end close
• Partner with Commercial Finance on case review cadences, invoice scheduling, unbilled fees, unbilled expenses and other DSO governance forums
• Ensure contract and revenue reporting tools are maintained accurately and support downstream reporting and audit requirements

Stakeholder Engagement

• Support Office Heads, Frontline Partners with revenue insights, including committed revenue status and other ad hoc support.
• Partner with Commercial Finance, FP&A and Accounting as primary Revenue leader to ensure one integrated, consistent set of revenue numbers
• Advise RCFO, Senior Finance Business Partners and senior business leaders on DSO risk, escalating where necessary, providing insights and recommendations related to collection optimisation strategies
• Act as senior point of contact for client AP teams in the case of escalations
• Contribute to global revenue function improvement as an APAC representative in firm-wide Revenue forums
• Sponsor transformation in revenue processes, systems, automation and regional service model design
• Drive innovation and efficiency in revenue operations, fostering an environment of continuous improvement - leveraging technology to eliminate manual touchpoints, redesign workflows and champion automation and self-service
• Build and embed best demonstrated practices across the revenue cycle, raising standards across the Revenue team

Team Leadership & Capability Building

• Lead, develop and performance-manage Revenue Managers and Specialists; build a high-performing, engaged Revenue team
• Build succession depth and capability across the Revenue function, including identification and development of future leaders
• Foster an inclusive and diverse team environment that creates equitable development opportunities, celebrates varied perspectives and delivers strong year-on-year team NPS results
• Drive a high-performance culture with strong standards for data accuracy, stakeholder service and continuous improvement

KNOWLEDGE, SKILLS & ABILITIES

• Strategic revenue leadership across governance, controls, operations and transformation at cluster or regional scale
• Understanding of revenue accounting, order-to-cash processes and professional services revenue recognition (IFRS 15 / ASC 606)
• Senior stakeholder management with business leaders, Commercial Finance, Accounting, client AP teams and auditors
• Mastery of revenue systems, reporting and operating model design (SAP, Agiloft and BI/reporting tools)
• Executive communication and judgement; advises senior audiences on revenue matters, risk and strategic trade-offs
• Proven people leader; builds inclusive teams, coaches talent and develops talent

EXPERIENCE

• 10-15 years' progressive experience in revenue, order-to-cash, financial operations or audit, with demonstrated leadership of revenue teams
• Experience leading end-to-end revenue functions in professional services or a comparable global matrix environment
• Track record of revenue transformation, including process redesign, systems implementation and CoE service model development
• Demonstrated success advising RCFO-level or senior business stakeholders on revenue governance, DSO performance and risk
• Audit, controls and SOX experience in a revenue or financial operations context

QUALIFICATIONS & EDUCATION

• Bachelor's degree in Finance, Accounting, Commerce or related field
• CPA / CA strongly preferred
• Recommended years of relevant experience: 10-15+

PERSONAL SPECIFICATION

• Collaborative leader with strong commitment to building inclusive, high-performing teams that embrace diverse perspectives
• Flexible attitude and ability to operate effectively in an ambiguous, fast-changing environment
• Commitment to meeting deadlines and delivering with a zero-defect mindset
• Proficient organisation, prioritisation and time management skills across competing demands
• Strong written, verbal and interpersonal communication skills; confident presenting to senior audiences
• Able to work on own initiative, be proactive and exercise sound judgement under pressure
• Analytically rigorous with a constructive challenge mindset
• Enthusiastic, dedicated and resilient - energised by building something new