Revenue Operations Manager

HHAeXchange; Washington, Baltimore (District of Columbia, MD); On-site; USD 125,000 - 145,000; Full time

Benefits offered by this job

Health insurance

401(k) retirement plan

Paid time off

Company holidays

Job summary

HHAeXchange is seeking a Revenue Operations Manager to own bookings, ARR, and revenue integrity from closed-won through billing. You will manage CPQ quote structure, ensure compliant pricing, and collaborate with Sales, Finance, and Operations to reduce revenue leakage.

You will work with Salesforce, CPQ, and NetSuite, overseeing order release to Billing and driving process improvements across the quote-to-cash stack. This is a high-ownership, cross-functional role with travel up to 10%.

Qualifications

• Bachelor's degree in Business, Analytics, Finance, or related field.
• 8+ years in Revenue Operations, Sales Operations, billing, or finance in a subscription business.
• Hands-on Salesforce and CPQ experience, including quote structure, reporting, validation logic, and approvals.
• Knowledge of ARR mechanics and ASC 606 revenue recognition; order-to-cash understanding.
• Good judgment in ambiguous situations; know what to resolve and what to escalate.
• Detail-oriented and able to document processes clearly.
• Willingness to explore AI tools to boost productivity.

Responsibilities

• Review new-business opportunities and renewals against automated checks for compliance.
• Ensure pricing, terms, and contract terms are correct; escalate nonstandard items to Finance.
• Release validated orders to Billing in NetSuite and respond to order questions.
• Own CPQ quote structure standards and map to ARR classifications and Billing.
• Collaborate with Business Operations to configure CPQ templates and validation rules.
• Track bookings and ARR through go-live and tie to billing; reconcile variances.
• Support month-end and quarter-end close; provide audit-ready data.
• Develop controls, automation, and runbooks; train AMs/CSMs on quoting rules.
• QA AI-generated outputs and flag anomalies before stakeholders.
• Travel up to 10%.

Skills

Revenue Operations experience

Salesforce

CPQ

ARR mechanics

ASC 606 basics

Order-to-cash

Education

Bachelor's degree in Business, Analytics, Finance, or related field

Tools

Salesforce CPQ

NetSuite

Job description

HHAeXchange is the leading technology platform for home and community-based care. Founded in 2008, HHAeXchange was born out of an idea to create a fully comprehensive end-to-end homecare solution to help people who are aging or have disabilities thrive in their homes and communities. Our employees are passionate about transforming the healthcare space by building the only homecare ecosystem that fully connects patients, personal care providers, managed care organizations, and states.

The Revenue Operations Manager is the single accountable owner of bookings, ARR, and revenue integrity from closed-won through release to Billing. Hundreds of new and renewal deals close each month, and this role is the independent check before they flow into billing, the ARR rollforward, and revenue reporting. The role also owns how quotes are structured in CPQ, in partnership with Business Operations, so that errors are fixed at the source instead of caught one deal at a time.

Reporting to the VP, Revenue, the Revenue Operations Manager works daily with the Pricing Principal, Business Operations, Sales, Customer Success, Billing, and Finance. That proximity builds real fluency across the quote-to-cash stack (Salesforce, CPQ, NetSuite) and judgment on how deals are structured, how pricing decisions get made, and where revenue leakage actually starts.

To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily with or without reasonable accommodation. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Essential Job Duties

Closed-Won Review & Order Integrity

• Review every new-business opportunity and every renewal that fails automated checks before it is marked final, validating compliance with rules of engagement, discount approval tiers, and contract terms.
• Pass, return, or accelerate each deal with the specific reason, targeting same-business-day turnaround, including quarter end.
• Confirm that non-standard pricing carries the required approval; elevate nonstandard terms and rev rec questions to Finance Leadership.
• Release validated orders to Billing in NetSuite and serve as the point of contact for order questions.

CPQ Quote Structure

• Own the standards for how quotes are structured in CPQ (products, terms, ramps, add-on lines, and subscription versus usage components) so they map cleanly to ARR classifications and to Billing.
• Partner with Business Operations to turn those standards into CPQ configuration, templates, and validation rules, and test changes before release.
• Use review findings and Billing corrections to identify structural causes of quote errors and drive fixes.

ARR Roll forward Integrity

• Ensure bookings are classified correctly (new, renewal, expansion, contraction, churn) and flow into the ARR rollforward, with consistent treatment of multi-year deals and ramps.
• Track closed-won deals through implementation go-live so bookings not yet generating revenue are visible and tie to billing start.
• Reconcile bookings and ARR to NetSuite billing and finance reporting each month, and investigate variances.
• Support month-end and quarter-end close and audit requests.

Controls, Enablement & Automation

• Turn recurring errors reported by Billing (credit memos, disputes, and invoice corrections) into new controls and validation rules.
• Maintain the closed-won checklist, rules of engagement documentation, and process runbooks, and automate objective checks with Business Operations over time.
• Train AMs, CSMs, and sales leadership on quoting and closed-won requirements in partnership with Sales Enablement, and report monthly on review volume, return rate, turnaround time, and post-close error rates.
• Act as the QA layer on AI-generated outputs, flagging anomalies, edge cases, and failure modes before they reach stakeholders.

Other Job Duties

• Other duties as assigned by supervisor or HHAeXchange leader.

Travel Requirements

• Travel up to 10%, including overnight travel

Required Education, Experience, Certifications and Skills

• Education: Bachelor's degree in Business, Analytics, Finance, or a related field.
• Experience: 8+ years in Revenue Operations, Sales Operations, billing, or finance at a subscription business, including experience with subscription plus usage revenue and a mix of 12-month and multi-year contracts.
• Experience: Hands-on Salesforce and CPQ experience, including quote and product structure, reporting, validation logic, and approval flows.
• Skills: Working knowledge of ARR mechanics, revenue recognition basics (ASC 606), and order-to-cash.
• Skills: High judgment in ambiguous situations; able to distinguish what to resolve independently versus what to elevate.
• Skills: Able to say no to sales and customer success leaders and explain why.
• Skills: Detail-oriented, comfortable with volume, and able to document process clearly.
• Willingness to explore and adopt AI tools responsibly to enhance productivity and innovation in your role. Reaches for AI tools (Claude, ChatGPT, Copilot) to draft reports, clean data, or prototype solutions before building manually; production coding is not required, but you should be the person who tries the AI approach first.

Preferred Qualifications

• NetSuite experience.
• PE-backed or high-growth SaaS environment experience.
• Healthcare technology, Medicaid, or home and community-based care domain knowledge.
• Exceptional cross-functional communication: effective with sales reps, CS, Finance, Billing, and Business Operations without losing context between audiences.

The base salary range for this US-based, full-time, and exempt position is $125,000 - $145,000, not including variable compensation. An employee’s exact starting salary will be based on various factors including but not limited to experience, education, training, merit, location, and the ability to exemplify the HHAeXchange core values.

This is a benefits-eligible position. HHAeXchange offers competitive health plans, paid time-off, company paid holidays, 401K retirement program with a Company elected match, including other company sponsored programs.

HHAeXchange is an equal-opportunity employer. The Company offers employment opportunities to all applicants and employees without regard to race, color, religion, national origin, sex, sexual orientation, gender identity or expression, age, disability, medical condition, marital status, veteran status, citizenship, genetic information, hairstyles, or any other status protected by local or federal law.