Senior Manager, Revenue Operations - New Product Introduction (NPI)

Palo Alto Networks; San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Job summary

Palo Alto Networks in San Francisco seeks a Senior Manager of Revenue Operations to lead the global revenue lifecycle architecture and ensure new offerings are operationally enabled and compliant from Day 1.

You will partner with Product, GTM, Legal, and Finance to design revenue models for SaaS, hardware, and consumption-based offerings, drive cross-functional execution, and own UAT governance for ASC 606 alignment across SAP S/4HANA and related systems.

Qualifications

• Bachelor's degree in Accounting or Finance; 10+ years in Revenue Operations or related fields
• CPA or equivalent certification is highly preferred

Responsibilities

• Lead NPI readiness with Product, GTM, Legal, and Finance to enable scalable new offerings (SaaS, hardware, consumption).
• Design and operationalize revenue flows for platformization, flexible licensing, and usage-based offerings.
• Serve as Revenue SME across all speedboats; lead NPI discovery and design sign-offs; ensure revenue in development lifecycle.
• Own UAT lifecycle for revenue; define test scope and validate data in SAP S/4HANA and SAP RAR.
• Partner with Technical Revenue to implement ASC 606 policies and document revenue checklists and business requirements.
• Identify bottlenecks and lead automation initiatives to shift validation upstream in the NPI cycle.
• Build and mentor a high-performing revenue operations team; set goals and coach for excellence.

Skills

Leadership

ASC 606 knowledge

NPI readiness

Revenue operations

Education

Bachelor's degree in Accounting or Finance

CPA or equivalent

Tools

SAP S/4HANA

SAP RAR

Salesforce/CPQ

NetSuite

Job description

• As a highly strategic Senior Manager within our Revenue Operations team, you will be a lead architect for our global revenue lifecycle . You will not just operate—you will design and build the revenue processes and systems for the AI era, bridging the gap between technical accounting standards and world-class automation. This role focuses on ensuring that every new product launch, complex monetization architecture, and acquisition is operationally enabled and compliant from Day 1.

Qualifications

• Key Responsibilities:
• Lead NPI Operational Readiness: Partner with Product, GTM, Legal, and Finance during the inception phase to ensure new offerings—including SaaS, hardware, and consumption-based business models—are operationally enabled and scalable .
• Architect Revenue Models: Design and operationalize complex revenue flows for strategic initiatives like platformization, flexible software licensing, and usage-based offerings .
• Drive Cross-Functional Execution: Serve as the primary Revenue SME across all "speedboats," leading NPI discovery, solution design sign-offs, and ensuring revenue considerations are embedded throughout the development lifecycle.
• UAT Governance: Own the User Acceptance Testing (UAT) lifecycle for revenue, from defining test scenario scope to executing system validations in SAP S/4HANA and SAP RAR to ensure data integrity and compliance.
• Policy Implementation: Partner with Technical Revenue to operationalize ASC 606 revenue accounting policies and formally document revenue checklists and business requirements for technical translation.
• Process Transformation: Identify operational bottlenecks and lead automation initiatives to eliminate manual workarounds, specifically focusing on "shift-left" strategies that move validation upstream in the NPI cycle.
• Team Leadership & People Management: Build, mentor, and lead a high-performing team of revenue operations professionals. Establish clear performance goals, provide ongoing coaching, and foster a culture of accountability, continuous learning, and operational excellence.

Qualifications:

• Education & Experience: Bachelor’s degree in Accounting or Finance; 10+ years of progressive experience in Revenue Operations, Revenue Accounting, or Big 4 public accounting, specifically with technology companies.
• Technical Expertise: Deep functional knowledge of Quote-to-Cash (QTC) ecosystems, including SAP S/4HANA, SAP RAR, Salesforce/CPQ, and NetSuite.
• Subject Matter Mastery: Strong understanding of ASC 606 principles and their impact on revenue systems and internal controls (SOX compliance).
• NPI Proficiency: Proven track record managing operational readiness for complex product launches, M&A integrations, and evolving consumption-based models.
• Leadership: Demonstrated ability to lead, mentor, and develop high-performing teams while managing relationships with executive stakeholders across Finance, IT, and Product Management.
• Certification: CPA or equivalent is highly preferred.