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

The Opportunity

Column has over 900 small and medium sized advertisers and non-contracted filers. Today, there is no active collections or account management process for these customers. We are sitting on $500k+ in past-due individual notice invoices with no systematic follow-up.

This role will build our collections and revenue operations function from scratch. You will own the full AR lifecycle for individual notice invoices, from identifying past-due balances to contacting advertisers, resolving disputes, and reducing our days sales outstanding (DSO). This is a high-visibility role with a direct line to the Director of Growth and a clear path to broader revenue operations responsibilities as we scale.

What You'll Do

Build the collections process (first 60 days):

• Learn and document the current state of our $500k+ outstanding individual notice invoice portfolio
• Design and document the outreach cadence for past-due advertisers
• Set up tracking systems in Stripe, Front, and Looker to monitor collection status and DSO

Execute collections and AR outreach (ongoing):

• Identify and prioritize past-due individual notice invoices by age, amount, and likelihood of recovery
• 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

Business Development Responsibilities

• Identify and target high-volume accounts with strong potential to become strategic partners.
• Prospect and qualify prospective accounts based on volume, fit, and partnership potential.
• Conduct product demonstrations that clearly communicate the benefits and value of Column.
• Build relationships with key decision-makers and stakeholders.
• Manage prospective partners through the sales process from initial outreach through close.
• Negotiate and close new partnership agreements.
• Develop and establish new strategic partnerships that drive business growth

What You'll Need

Required:

• 5+ years in Collections, Accounts Receivable, Revenue Operations, or Credit & Collections, with a proven track record of reducing DSO and recovering past-due revenue
• Hands-on experience with Stripe or similar payment platforms for invoice lookup, payment status tracking, and customer outreach
• Experience making outbound collection calls and sending collection emails to customers; comfort with phone-based follow-up is essential
• Strong written and verbal communication skills; you will be emailing and calling advertisers directly to secure payment
• Comfort with data and dashboards; you will track your own KPIs and report on them
• Self-starter mentality; this process does not exist yet and you will build it

Preferred:

• Experience in B2B SaaS or marketplace environments
• Familiarity with Front, HubSpot, Looker, or similar CRM and BI 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 and collection recovery for the individual notice invoice portfolio.

Metric

Baseline (current state)

90-day target

12-month target

Expansion

No active tracking

$50k/year

Upsell

Upsell

No active tracking

$100k/year

Upsell

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 DSO reduction, collection recovery, and expansion/upsell targets

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