Sales Operations Executive

Role overview:

The Sales Operations Specialist will own the end‐to‐end order‐to‐cash operations

supporting the B2B and SaaS sales teams, with a strong focus on invoicing, billing

accuracy, collections, and revenue hygiene. The role sits at the intersection of Sales,

Finance, and Customer Success to ensure deals are booked correctly, invoices go out

on time, and cash is collected efficiently while maintaining a positive customer

experience.

Key responsibilities:

● Manage the sales order lifecycle from deal closure to invoice issuance, ensuring

pricing, discounts, contract terms, and tax details are accurate for B2B and

subscription customers.

● Create, review, and send invoices (one‐time, recurring, usage‐based) in line with

SaaS billing schedules, including proration, renewals, upgrades/downgrades, and

credit notes.

● Monitor accounts receivable aging, follow up on overdue invoices, and

coordinate structured collections outreach with Sales, Customer Success, and

Finance.

● Serve as the primary operational point of contact for billing and collections

queries from customers and internal teams, resolving discrepancies and

disputes promptly.

● Partner with Finance/Accounting to reconcile billing data with the general ledger

and revenue reports, ensuring clean data for financial closes and audits.

● Maintain and optimize the CRM and billing tools (e.g., Salesforce/HubSpot plus

subscription or billing platforms), ensuring data integrity, deal hygiene, and

accurate reporting.

● Build and maintain dashboards and reports on billings, collections, DSO,

churn‐related write‐offs, and sales pipeline to support leadership decisions.

● Contribute to process design and automation for order‐to‐cash, including

standardizing payment terms, approval workflows, and dunning/collections

sequences.

● Support SaaS contract lifecycle operations such as bookings hygiene, renewals

workflows, and coordination of price increases and upsell motions.

Required experience:

● 3–6 years of experience in Sales Operations, Revenue Operations, or AR/Billing

Operations, preferably in a B2B SaaS or subscription business.

● Hands‐on experience with invoicing, collections, and billing processes for

mid‐market or enterprise B2B customers, including working with AR aging and

collections follow‐ups.

● Strong working knowledge of CRM (e.g., Salesforce/HubSpot) and at least one

billing or subscription management tool, plus comfort with spreadsheets and

basic analytics.

● Demonstrated ability to work cross‐functionally with Sales, Finance, and

Customer Success, and to communicate clearly with external customers on

billing topics.

● Familiarity with SaaS metrics (ARR, MRR, churn, expansions, downgrades) and

how billing and collections impact revenue recognition and cash flow.

Skills and competencies:

● Strong attention to detail and data accuracy across contracts, quotes, and

invoices.

● Analytical mindset with the ability to interpret AR and sales data, identify patterns

(e.g., recurring billing errors, late‐paying segments), and recommend process

improvements.

● Excellent written and verbal communication skills for handling sensitive

collections conversations while preserving customer relationships.

● Comfort working in a fast‐growing SaaS environment with evolving processes

and tools.

● High ownership, bias for action, and ability to prioritize across multiple

stakeholders and deadlines.