Director, Revenue is a senior Revenue leader accountable for the end-to-end Revenue function across the APAC region. The role is critical to the Finance agenda - building a connected, efficient and insight-driven revenue operating model that supports profitable growth across APAC.
The Director of Revenue serves as the primary advisor to the Regional CFO and senior business leaders on Revenue matters and owns the relationship between Revenue, Commercial Finance, Accounting and business leadership. The role ensures revenue is recorded and invoicing is delivered and collected from clients accurately, on time and in line with policy, manages the Revenue and Accounts Receivable team delivery, and sponsors continuous improvement and innovation across the revenue cycle.
PRINCIPAL ACCOUNTABILITIES
Revenue Leadership
Own revenue close quality across the region, including client contract and revenue close governance, operating cadence and ensuring accuracy, completeness and timeliness across all revenue reporting
Drive reductions in days sales outstanding (DSO) through transparent reporting on key drivers of DSO and adoption of invoicing and collections strategies, with a focus on improving both days to invoice and days to collect. Collaborate with commercial and FP&A teams to deliver and enhance A/R reporting across the region
Resolve complex case reviews, write-off approvals, fee adjustments and revenue policy matters, acting as final escalation for the Revenue team, in collaboration with regional CFO and Global Accounting.
Govern revenue policy compliance and ensure consistent application of revenue accounting standards across the region in close partnership with global revenue and accounting teams.
Engage with tax and accounting teams to support processes and controls for tax, statutory and external audit topics
Support Private Equity practice with reporting, insights, escalations and recommendations at a PE Fund level relating to outstanding receivables and DSO.
Revenue Operations
Oversee revenue team delivery to ensure quality standards of the end-to-end revenue operations across case set-up, revenue recognition, invoicing, A/R reviews, billed expense reconciliations, collections and month-end close
Partner with Commercial Finance on case review cadences, invoice scheduling, unbilled fees, unbilled expenses and other DSO governance forums
Ensure contract and revenue reporting tools are maintained accurately and support downstream reporting and audit requirements
Stakeholder Engagement
Support Office Heads, Frontline Partners with revenue insights, including committed revenue status and other ad hoc support.
Partner with Commercial Finance, FP&A and Accounting as primary Revenue leader to ensure one integrated, consistent set of revenue numbers
Advise RCFO, Senior Finance Business Partners and senior business leaders on DSO risk, escalating where necessary, providing insights and recommendations related to collection optimisation strategies
Act as senior point of contact for client AP teams in the case of escalations
Transformation & Continuous Improvement
Contribute to global revenue function improvement as an APAC representative in firm-wide Revenue forums
Sponsor transformation in revenue processes, systems, automation and regional service model design
Drive innovation and efficiency in revenue operations, fostering an environment of continuous improvement - leveraging technology to eliminate manual touchpoints, redesign workflows and champion automation and self-service
Build and embed best demonstrated practices across the revenue cycle, raising standards across the Revenue team
Team Leadership & Capability Building
Lead, develop and performance-manage Revenue Managers and Specialists; build a high-performing, engaged Revenue team
Build succession depth and capability across the Revenue function, including identification and development of future leaders
Foster an inclusive and diverse team environment that creates equitable development opportunities, celebrates varied perspectives and delivers strong year-on-year team NPS results
Drive a high-performance culture with strong standards for data accuracy, stakeholder service and continuous improvement
KNOWLEDGE, SKILLS & ABILITIES
Strategic revenue leadership across governance, controls, operations and transformation at cluster or regional scale
Understanding of revenue accounting, order-to-cash processes and professional services revenue recognition (IFRS 15 / ASC 606)
Senior stakeholder management with business leaders, Commercial Finance, Accounting, client AP teams and auditors
Mastery of revenue systems, reporting and operating model design (SAP, Agiloft and BI/reporting tools)
Transformation mindset; sponsors automation
Executive communication and judgement; advises senior audiences on revenue matters, risk and strategic trade-offs
Proven people leader; builds inclusive teams, coaches talent and develops talent
EXPERIENCE
10-15 years' progressive experience in revenue, order-to-cash, financial operations or audit, with demonstrated leadership of revenue teams
Experience leading end-to-end revenue functions in professional services or a comparable global matrix environment
Track record of revenue transformation, including process redesign, systems implementation and CoE service model development
Demonstrated success advising RCFO-level or senior business stakeholders on revenue governance, DSO performance and risk
Audit, controls and SOX experience in a revenue or financial operations context
QUALIFICATIONS & EDUCATION
Bachelor's degree in Finance, Accounting, Commerce or related field
CPA / CA strongly preferred
Recommended years of relevant experience: 10-15+
PERSONAL SPECIFICATION
Collaborative leader with strong commitment to building inclusive, high-performing teams that embrace diverse perspectives
Flexible attitude and ability to operate effectively in an ambiguous, fast-changing environment
Commitment to meeting deadlines and delivering with a zero-defect mindset
Proficient organisation, prioritisation and time management skills across competing demands
Strong written, verbal and interpersonal communication skills; confident presenting to senior audiences
Able to work on own initiative, be proactive and exercise sound judgement under pressure
Analytically rigorous with a constructive challenge mindset
Enthusiastic, dedicated and resilient - energised by building something new
