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

Palo Alto Networks; Santa Clara (CA); On-site; USD 150,000 - 242,000; Full time

Job summary

Palo Alto Networks seeks a seasoned Senior Manager in Revenue Operations to architect and enable the global revenue lifecycle in the AI era, bridging accounting standards with automation for seamless product launches and monetization models.

You will lead cross-functional teams including Product, GTM, Legal, and Finance; own UAT for SAP-based revenue systems; and drive ASC 606 policy implementation while mentoring a high-performing team.

Qualifications

• Bachelor's degree in Accounting or Finance with 10+ years in Revenue Operations, Revenue Accounting, or Big 4 public accounting in tech.
• Deep knowledge of ASC 606 principles and SOX controls and their impact on revenue systems.

Responsibilities

• Lead NPI Operational Readiness: collaborate with Product, GTM, Legal, and Finance to enable and scale new offerings (SaaS, hardware, consumption-based).
• Architect Revenue Models: design complex revenue flows for platformization, flexible software licensing, and usage-based offerings.
• Drive Cross-Functional Execution: act as Revenue SME across all speedboats; oversee NPI discovery and sign-offs; embed revenue considerations in development lifecycle.
• UAT Governance: own revenue UAT lifecycle from scope to system validations in SAP S/4HANA and SAP RAR for data integrity and compliance.
• Policy Implementation: partner with Technical Revenue to implement ASC 606 policies and document revenue requirements for translation.
• Process Transformation: identify bottlenecks; lead automation to shift-left validation upstream in NPI cycle.
• Team Leadership: build and mentor a high-performing revenue operations team; set goals and drive accountability.

Skills

Leadership

Strategic thinking

Communication

Education

Bachelor's degree in Accounting or Finance

Tools

SAP S/4HANA

SAP RAR

Salesforce/CPQ

NetSuite

Job description

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Our Mission

At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place.

Who We Are

In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! We believe collaboration thrives in person. That’s why most of our teams work from the office full time, with flexibility when it’s needed. This model supports real-time problem-solving, stronger relationships, and the kind of precision that drives great outcomes.

Job Summary

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.

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.

Compensation Disclosure

The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.

$149,600.00 - $242,000.00/yr

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [e-mail].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

All your information will be kept confidential according to EEO guidelines.

Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position.