Revenue Operations Jobs in Raleigh, NC (NOW HIRING)

What the Backlog & Revenue Lead does at Worldwide Clinical Trials

The Backlog & Revenue Lead owns end-to-end governance of order backlog and revenue realization. This role ensures that booked demand converts into revenue predictably, accurately, and on time by orchestrating cross-functional processes across Sales, Finance, and Operations. The ideal candidate builds robust controls, drives root-cause resolution of variances and delays, and provides decision-ready insights that improve forecast accuracy, backlog conversion, and customer experience.

What you will do

• Maintain a single source of truth for backlog, including order aging, conversion timelines, and constraints such as credit, material availability, capacity, and compliance

• Lead weekly backlog review cadence, prioritize de-risking actions, and escalate blockers to leadership

• Segment backlog, such as strategic accounts, therapeutic areas, and long-lead items, to optimize conversion and margin

• Partner with Operations to align backlog forecasts with revenue targets and customer milestone dates

• Collaborate with Accounting and Financial Planning & Analysis (FP&A) to ensure revenue recognition policies are correctly applied to units, services, milestones, and subscriptions

• Own cutoff controls and period-end procedures to minimize deferrals, returns, and post-close adjustments

• Drive order-to-cash quality, including upfront releases, revenue and billing accuracy, contract signature timeliness, and dispute resolution

• Build and maintain backlog conversion models

• Deliver weekly and monthly reports on bookings, backlog, revenue, and variance analysis versus plan and prior periods

• Provide scenario analyses, including best-case, base-case, and worst-case scenarios, and flag risks and opportunities to meet quarterly targets

• Map and continuously improve processes

• Define and monitor audit-relevant controls for orders, modifications, and revenue recognition

• Implement data quality standards and master data governance for customers, pricing, and contract terms

• Serve as the central liaison among Sales, Finance, Operations, Strategic Finance, and Information Technology

• Partner with Information Technology and data teams to enhance enterprise resource planning (ERP), customer relationship management (CRM), and professional services automation (PSA) reporting, dashboards, and workflow automation

• Lead change management for new policies, metrics, and tooling, and train stakeholders on backlog and revenue best practices

Perform other duties as assigned. The duties and responsibilities listed above are representative of the nature and level of work assigned and are not necessarily all-inclusive.

What you will bring to the role

• Ownership and bias for action, moving from insight to resolution with urgency

• Systems thinking with an understanding of end-to-end flows across ERP, CRM, and PSA platforms

• Data rigor with a high bar for accuracy and the ability to simplify complex data into clear narratives

• Influence without authority, aligning stakeholders around trade-offs and timelines

• Customer and compliance mindset, balancing customer commitments with policy and control requirements

Your experience

• Bachelor of Science degree in Finance, Accounting, or a related field

• Eight or more years of experience in revenue operations or financial planning and analysis

• Strong knowledge of revenue recognition principles, such as Accounting Standards Codification 606 (ASC 606) under United States Generally Accepted Accounting Principles (US GAAP), and order-to-cash processes

• Advanced proficiency in ERP, CRM, and PSA systems such as NetSuite, Microsoft Dynamics, Salesforce, and Certinia, as well as reporting tools including Power BI and Tableau

• Excellent analytical skills with the ability to build predictive models and actionable dashboards

• Proven cross-functional leadership with the ability to drive accountability across Sales, Operations, and Finance

Promotion to the next level is not automatic based on years of experience. Personnel are evaluated on proven competency, level of responsibility, and ability to work independently.