Everyone deserves a home they love. We help make the search simple.
The Role
Lead the quote-to-cash organization, ensuring efficient billing and revenue recognition processes. Design scalable systems for pricing and collections while overseeing finance operations across departments.
Summary Generated by Built In
About Apartment List
About the Role
Requirements
Systems & Process Design
Leadership & Change Management
Accounting Leadership Foundation
Responsibilities
Quote-to-Cash Transformation
Pricing Governance & Deal Desk Operations
Systems & Technology Architecture
Revenue Attribution & Analytics
Billing & Collections Optimization
Partner Experience & GTM Alignment
Internal Controls & Risk Management
Team Leadership & Organizational Development
What Success Looks Like
Here's the Pay Range:
Apartment List is building the most trusted platform for renters to find homes they love. As a marketplace connecting renters with multifamily properties across the country, our platform powers millions of apartment searches each year.
Our business model is unique within the rental ecosystem. Unlike traditional Internet Listing Services that charge flat monthly listing fees, Apartment List operates largely on a Pay-Per-Lease (PPL) performance model, meaning our revenue is directly tied to successful renter outcomes. This creates a high-volume transactional billing environment with complex pricing models, partner agreements, and revenue attribution logic.
As we approach $200M in annual revenue, the scalability, accuracy and efficiency of our quote-to-cash infrastructure is becoming increasingly critical. Our systems, spanning Salesforce, NetSuite, internally developed lease attribution system, Versapay billing and Tesorio collections tools, must evolve to support the next stage of growth.
To help lead this transformation, Apartment List is seeking a Head of Revenue and Billing Operations to architect, modernize, and scale our quote-to-cash systems and processes.
About the Role
Apartment List is looking for a Head of Revenue and Billing Operations to lead our quote-to-cash organization.
Reporting to the CFO, this role will be responsible for designing and scaling the operational backbone of the business, ensuring contracts, pricing, billing, revenue recognition, and collections operate with high accuracy and efficiency as the company grows.
This leader will work at the intersection of Finance, Sales, Partner Success, Revenue Analytics, and Engineering to ensure our systems and processes are built for scale.
The role will oversee:
- Quote-to-Cash systems and process architecture
- Salesforce and NetSuite systems administration
- Pricing and deal desk operations
- Billing and collections workflows
- Revenue analytics and lease attribution processes
This position requires a rare combination of financial leadership, systems architecture expertise, and operational transformation capability.
The ideal candidate is equally comfortable establishing and enforcing operating policies, redesigning systems and workflows, improving contracting, billing and collections strategy, and implementing scalable systems and modern AI tools that support a scaling marketplace business.
This is a hands-on leadership role. The right candidate thrives in complex environments, diagnosing operational bottlenecks and designing scalable solutions that align Sales, Finance, and Operations.
Requirements
Systems & Process Design
- 10+ years leading finance operations, revenue operations, or accounting and AR functions in high-growth technology companies
- Deep experience architecting Quote-to-Cash systems and workflows using Salesforce and NetSuite
- Expertise designing pricing and contracting governance, deal desk approvals, billing automation, and collections workflows
- Experience supporting complex pricing models including performance-based pricing, subscription models, and hybrid revenue structures
- Strong understanding of data flow between CRM, billing systems, revenue recognition, and financial systems
- Experience with systems such as:
- Salesforce
- NetSuite
- Verspay, Tesorio or similar billing and collections platforms
- BI platforms such as Looker
- Proprietary revenue attribution platforms
- Experience supporting marketplaces or two-sided platforms strongly preferred.
Leadership & Change Management
- Proven ability to drive cross-functional operational transformations
- Experience aligning Sales, Finance, and Operations teams around shared processes and metrics
- Strong executive communication skills with the ability to influence senior stakeholders
- Experience hiring, mentoring, and developing high-performing finance and operations teams
- Ability to balance strategic planning with hands-on execution
Accounting Leadership Foundation
- Bachelor’s degree in Accounting, Finance, or Business required
- CPA and/or Big Four experience preferred
- Strong knowledge of US GAAP revenue recognition principles
- Experience managing month-end close, financial reporting, and audits
- Familiarity with internal controls frameworks and future SOX readiness
Responsibilities
Quote-to-Cash Transformation
Own the end-to-end quote-to-cash lifecycle, from contract creation through billing, revenue recognition, and collections.
Key responsibilities include:
- Redesigning the Opportunity-to-Cash operating model across Sales, Finance, and Operations
- Establishing governance for pricing approvals, contract configuration, and deal desk review
- Ensuring data integrity across Salesforce, revenue recognition and billing systems, and NetSuite
- Designing scalable processes to support new product offerings
- Implementing controls that prevent duplicate billing, incorrect pricing, or revenue attribution errors
Pricing Governance & Deal Desk Operations
- Establish formal pricing governance processes for all sales contracts
- Lead the design of scalable deal desk workflows and contract validation procedures
- Ensure Salesforce pricing and contracts terms rules and approvals reflect company policy
- Implement automated validation checks to prevent contract errors before downstream systems are triggered
Systems & Technology Architecture
Architect the company’s Quote-to-Cash technology ecosystem including:
- Salesforce configuration and governance
- NetSuite invoicing integration
- Internally developed lease attribution system
- Billing and collections platforms
- Customer reporting and dispute resolution infrastructure
Key initiatives include:
- Reducing manual workflows and reconciliation requirements
- Ensuring systems integration supports evolving pricing models
- Implementing automation and AI-driven validation for contract data integrity
- Driving improvements in data visibility for Sales, Finance, and Partner Success teams
Revenue Attribution & Analytics
Partner with Revenue Analytics and Data teams to ensure accurate revenue capture and attribution.
Responsibilities include:
- Oversight of lease attribution systems used to determine revenue earned
- Ensuring accurate pricing and contract data flows into revenue calculation systems
- Improving transparency into lease attribution and partner reporting
- Reducing revenue leakage caused by system mismatches
Billing & Collections Optimization
Oversee billing and collections infrastructure to improve cash conversion and partner experience.
Responsibilities include:
- Implementing scalable invoicing processes for both property management companies and individual communities
- Improving AR case management and dispute resolution workflows
- Establishing escalation processes for overdue balances
- Aligning Finance and GTM teams on collections strategy and partner communication
Partner Experience & GTM Alignment
Work closely with Sales and Partner Success leadership to improve partner experience while protecting revenue integrity.
Responsibilities include:
- Ensuring operational processes support partner success without compromising financial controls
- Establishing clear ownership boundaries between Account Management and Accounts Receivable teams
- Designing escalation workflows for billing disputes and overdue balances
- Improving system visibility for GTM teams to understand partner financial status
Internal Controls & Risk Management
Design and implement controls to mitigate operational and financial risks across the quote-to-cash lifecycle.
Responsibilities include:
- Identifying systemic risks across Salesforce, billing systems, and financial reporting
- Implementing preventative controls that reduce billing errors and revenue leakage
- Supporting development of a SOX-ready internal control environment
Team Leadership & Organizational Development
Build and lead a high-performing team spanning Accounts Receivable, Revenue Operations, and Financial Systems.
Responsibilities include:
- Recruiting and developing leaders across revenue operations, billing, and accounting
- Building scalable team structures as the company grows
- Establishing a culture of process discipline, accountability, and operational excellence
What Success Looks Like
Within the first 12 months, this leader will:
- Modernize the company’s quote-to-cash architecture
- Eliminate major sources of billing errors and reconciliation issues
- Improve cash conversion and collections efficiency
- Implement scalable pricing and contract governance
- Build infrastructure capable of supporting $500M+ revenue scale
Here's the Pay Range:
At Apartment List, we carefully consider a variety of factors to determine compensation for each position, including the role, level, and work. The US Total Target Compensation (TTC) for this position is:
- Zone 1: $207,000 - $251,000 TTC (including $182,000 - $221,000 base salary) + equity
- Zone 2: $191,000 - $232,000 TTC (including $168,000 - $204,000 base salary) + equity
- Zone 3: $ 176,000 - $213,000 TTC (including $155,000 - $187,000 base salary) + equity
This reflects the compensation target for new hire salaries for the position across all US locations. Please note, the compensation details provided do not include benefits and perks that we offer.
Here's what's in it for you (full-time US based employees only; does not apply to contract roles):
- Competitive Compensation: Including annual salary, pre-IPO stock options, and other financial compensation (if applicable)
- Medical, Dental, and Vision Coverage: 100% of premiums covered for you AND all of your dependents
- Unlimited Flexible Time Off: Unlimited FTO in addition to 12 company holidays per year, quarterly “recharge” days, and a week-long holiday break
- Home Office Reimbursement: To cover home office furniture and supplies, monthly home internet, and monthly cell phone (if applicable)
- Health & Wellness Reimbursement: To cover monthly gym membership or other qualifying expenses
- Parental Support: Generous parental and family leave, fertility benefits, and employer-sponsored stipends towards family forming services
- 401k Plan: To support you in your individual retirement goals
- Team Events: Frequent team-building events, fun team off-sites, and bi-annual company meetups
- Commitment to DEI: To prioritize Diversity, Equity, and Inclusion within our workplace and to stay true to our values and mission
- Mentorship and Training: To get you onboard quickly, learn new professional skills, and invest in your career development
- Impact and Visibility: To expose you to and provide the opportunity to work on highly strategic initiatives that will transform the business
- Encouragement and Empowerment: To explore and adopt new technologies and drive meaningful decisions and outcomes
- At Apartment List we believe that everyone deserves a home they love AND a career they love. We strive to build a diverse team that is a reflection of the people we serve; this is made possible through our commitment to fostering a culture of diversity, inclusion, equity, and connectedness.
As a proud equal opportunity employer, we celebrate the collection of individual differences, life experiences, ideas, perspectives, knowledge, and talent. We hire candidates of any race, color, ancestry, religion, sex, national origin, sexual orientation, gender identity, age, marital or family status, disability, Veteran status, and any other status. #LIRemote
Skills Required
- 10+ years leading finance operations, revenue operations, or accounting and AR functions in high-growth technology companies
- Deep experience architecting Quote-to-Cash systems and workflows using Salesforce and NetSuite
- Expertise designing pricing and contracting governance, deal desk approvals, billing automation, and collections workflows
- Experience supporting complex pricing models including performance-based pricing, subscription models, and hybrid revenue structures
- Strong understanding of data flow between CRM, billing systems, revenue recognition, and financial systems
- Bachelor's degree in Accounting, Finance, or Business required
- CPA and/or Big Four experience preferred
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The Company
What We Do
For us, renting is personal — we’re a company built by renters for renters. We’re here to deliver renters a home they love at the value they deserve. Whether renters are embarking to a new city, in search of a quieter neighborhood, or making the jump to a two-bedroom apartment — we’re here to find them their perfect apartment match. We’ve made it our mission to revolutionize renting by making it a stress-free, simple, and holistic experience, connecting ready-to-move renters with compatible city living. Home is a feeling everyone should own, and we’re on a mission to help renters find it.
Why Work With Us
Want a job that makes a difference? There are over 100 million renters in the US, and at Apartment List, we strive every day to remove the hassle from renting and make the process better for every single one of them. Together, we can change the narrative around what it means to be a renter.
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