Reports to: Director of Growth
Location: Remote
Employment type: Full-time

The Opportunity

Column has over 900 small and medium sized customers and non-contracted advertisers - one-off filers, walk-up advertisers, and recurring but non-contracted customers. Today, there is no active account management process for these customers. This role will build and execute that process from scratch, directly impacting our customer success, expansion opportunities, and financial health.

This is a high-visibility, high-impact role with a direct line to the Director of Growth. You will be a dedicated revenue operations hire, with a clear path to broader finance and operations responsibilities as we scale.

What You'll Do

Build the Account Management process (first 60 days):

• Learn and document the current state of customers across all advertisers and their associated publishers
• Design and document the outreach cadence for non-contracted advertisers
• Set up tracking systems in Stripe, Front, and Looker to monitor health and collection status

Execute advertiser outreach (ongoing):

• Identify and prioritize past due individual notice invoices
• Contact advertisers via email and phone (Dialpad) to secure payment
• Coordinate with publishers to confirm payment status and resolve disputes
• Escalate complex cases to CSMs or Support when publisher confirmation is needed
• Document all outreach and outcomes in Front and our tracking systems

Optimize and scale (ongoing):

• Analyze customer behavior patterns to identify which customers can be expanded into large enterprise opportunities
• Recommend process improvements to reduce days sales outstanding (DSO)
• Collaborate with Engineering and Product on Stripe workflow improvements
• Build dashboards in Looker to track KPIs and report weekly to leadership

What You'll Need

Required:

• 5+ years in Account Management, Accounts Receivable, and Revenue Operations, or similar role
• Experience with Stripe or similar payment platforms
• Strong written and verbal communication skills - you will be emailing and calling advertisers directly
• Comfort with data and dashboards - you will track your own KPIs
• Self-starter mentality - this process does not exist yet; you will build it

Preferred:

• Experience in B2B SaaS or marketplace environments
• Familiarity with Front, HubSpot, Looker, or similar tools
• Understanding of basic revenue recognition principles (ASC 606)
• Experience working with publishers, governments, and law firms

Tools You'll Use

• Stripe - invoice lookup, payment status, customer data
• Front - customer communication and outreach tracking
• Dialpad - phone outreach to advertisers
• HubSpot - customer/contact lookup
• Looker - KPI dashboards and reporting
• Notion - SOP documentation and process notes
• Slack - coordination with CSMs, Support, and Finance teams

KPIs & Incentive Structure

Your performance bonus is tied to DSO reduction for the individual notice invoice portfolio.

Metric

Baseline (current state)

90-day target

12-month target

Expansion

No active tracking

$50k/year

Upsell

No active tracking

$100k/year

Days Sales Outstanding (DSO)

No active tracking

Establish baseline

Under 60 days

Outstanding balance

$500k+

Reduce by 25% ($125k)

Reduce by 50% ($250k)

Collection rate

No active process

50% of targeted invoices contacted

85% recovery on pursued invoices

Bad debt reserve

No reserve

10-15% of outstanding identified as uncollectible

Bonus structure:

Base bonus: Tied to expansion, upsell, and reducing our DSO

Compensation: $80,000-$85,000 + performance bonus tied to expansion revenue, new opportunity mining, and collection targets

Career Path

This role is designed as a stepping stone to broader finance and operations responsibilities. As Column scales and hires a Director of Finance, you will have the opportunity to:

• Expand into broader revenue operations (SaaS subscriptions, publisher payables)
• Lead process improvements across Finance, Support, and CSM teams
• Grow into a Revenue Operations Manager or similar role