Order to Cash Operations Senior Manager
Designation: Order to Cash Operations Senior Manager
Qualifications:CA Inter
Years of Experience:16 to 25 years
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What would you do? You will be aligned with our Finance Operations vertical and will be responsible for Contract Management & Billing Accuracy is accountable for end-to-end contract governance and revenue billing integrity, ensuring 100% billing accuracy through strong controls, disciplined execution, and continuous improvement. This leader drives operational excellence across contract lifecycle management (CLM), pricing/fee setup, billing operations, dispute prevention, and revenue assurance, ensuring invoicing aligns precisely to contractual terms, rate cards, approvals, and regulatory/compliance requirements. This role partners closely with Sales, Legal, Finance/Controllership, Revenue Recognition, Delivery/Operations, Product, and Client leadership to ensure “contract-to-cash” predictability, audit readiness, and best-in-class customer experience & industry practices to improve existing process. Design the process and configure the technology to support the process of creating and issuing customer invoices as per contract and ensure 100% accuracy. Coach team to improve and adapt to industry best practices.
What are we looking for? 15+ years progressive leadership in Contract Management, Billing Operations, Revenue Assurance, Order-to-Cash, or Finance Operations in a complex B2B environment. Proven track record leading large teams and delivering measurable improvements in billing accuracy and dispute reduction. Deep understanding of commercial constructs: pricing models, rate cards, SOWs/MSAs, change controls, entitlements, and billing triggers. Strong governance and controls mindset; experience in audit environments (SOX/internal/external). Systems orientation: experience with CLM platforms and billing/ERP systems (e.g., SAP, Oracle, Salesforce, Zuora, or equivalents). Exceptional executive communication, stakeholder management, and ability to influence cross-functionally. Commercial & Contract Mastery: Expert in interpreting MSAs/SOWs, rate cards, pricing models, and change controls, with the ability to translate contract terms into executable billing rules. Billing Accuracy & Revenue Assurance: Proven track record of delivering right-first-time invoicing through strong preventive controls, RCA discipline, and zero-defect mindset. End-to-End O2C Ownership: Deep understanding of contract-to-cash processes, with clear governance, SLAs, and accountability across handoffs. Controls, Compliance & Audit: Strong control mindset (SOX/ICFR-ready), ensuring audit-ready documentation, traceability, and zero material billing findings. Systems & Automation Enablement: Functional expertise in CLM and billing platforms, driving automation, data governance, and reduction of manual exceptions. Executive & Client Leadership: Confident, direct communicator who owns escalations end-to-end and builds stakeholder and client trust. People & Performance Leadership: Ability to lead large, multi-layer teams, build capability, and enforce standards with measurable outcomes. Data-Driven Decision Making: Uses dashboards and KPIs (accuracy, disputes, leakage, cycle time) to drive action and continuous improvement.
Roles and Responsibilities: 1) Contract Governance & Commercial Integrity Own the contract interpretation framework ensuring billing rules, pricing, and deliverables are unambiguously defined and executable. Establish and enforce contract intake, review, and approval workflows (including pricing approvals, deviations, and deal desk alignment). Ensure every contract has a clear billing model (one-time, recurring, usage, milestone, hybrid) and measurable billing triggers. 2) 100% Billing Accuracy (Revenue Assurance) Accountable for billing accuracy KPI (target 100%) across all products/services, geographies, and customer segments. Implement a robust billing assurance program: preventive controls, maker-checker validations, automated reconciliations, exception management, and post-bill audits. Drive consistent root cause analysis (RCA) for defects and ensure permanent fixes (process, people, system, data). 3) Order-to-Cash Execution Excellence Lead the end-to-end billing operating model: contract setup, rate table maintenance, invoice generation, credit/debit adjustments, and customer billing queries. Define SLAs and ensure timely billing cycles, zero surprises, and predictable invoice readiness. Standardize operating procedures and ensure adherence through governance and periodic health checks. 4) Dispute Prevention & Client Experience Reduce disputes through “right-first-time” invoicing and proactive alignment with client stakeholders. Own the customer issue/escalation mechanism for billing, including dispute triage, response standards, and closure SLAs. Partner with Account/Client leads to ensure transparent communication on changes impacting invoices. 5) Controls, Compliance, Audit Readiness Ensure compliance with revenue recognition policies, internal controls, segregation of duties, and audit requirements. Lead regular control testing and ensure documentation for SOX / internal audit / external audit is always current. Maintain evidence trails for contract approvals, rate updates, invoice adjustments, and exception closures. 7) People Leadership & Capability Building Lead a multi-layer organization (Managers, Leads, Analysts) across contract ops, billing ops, and QA/revenue assurance. Establish role-based competency frameworks, training, certification, and a strong performance culture. Build a pipeline of future leaders; ensure cross-skilling and resilience. •
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