Job Details

Overview

Senior Manager / Director of Revenue – Norstella. Location: Remote, United States. Employment Type: Full Time.

About Norstella

At Norstella, our mission is simple: to help our clients bring life-saving therapies to market quicker—and help patients in need.

Founded in 2022, but with history going back to 1939, Norstella unites best-in-class brands to help clients navigate the complexities at each step of the drug development life cycle —and get the right treatments to the right patients at the right time.

Each organization (Citeline, Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making. Together, via our market-leading brands, we help our clients:

• Citeline – accelerate the drug development cycle
• Evaluate – bring the right drugs to market
• MMIT – identify barrier to patient access
• Panalgo – turn data into insight faster
• The Dedham Group – think strategically for specialty therapeutics

By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics.

As one of the largest global pharma intelligence solution providers, Norstella has a footprint across the globe with teams of experts delivering world class solutions in the USA, UK, The Netherlands, Japan, China and India.

About the Role

We are seeking a Senior Manager / Director of Revenue to own and evolve our revenue function. This leader will be responsible for accurate and compliant revenue recognition, while also driving efficiencies, automation, and technology adoption to scale our processes as the company grows. The role requires a balance of technical revenue expertise, process optimization, and change leadership, working closely with Sales, Legal, FP&A, and Technology teams to enable growth and operational excellence.

Key Responsibilities

• Revenue Recognition & Compliance
• Oversee the company's revenue recognition process in compliance with ASC 606.
• Review complex contracts, provide guidance on structuring, and support audit readiness.
• Ensure robust internal controls over revenue and reporting.
• Process Optimization & Technology Implementation
• Assess existing revenue processes and identify areas for improvement and automation.
• Lead the evaluation and implementation of technology solutions (e.g., revenue automation, ERP, CPQ, data integration tools) to streamline reporting, close, and forecasting.
• Establish scalable, standardized workflows to support new revenue streams and future growth.
• Partner with IT and business systems teams to drive data accuracy and system enhancements.
• Cross-Functional Business Partnering
• Collaborate with Sales, Deal Desk, and Legal to structure contracts that balance compliance with business goals.
• Work with FP&A to deliver timely and accurate revenue forecasts, analytics, and scenario modeling.
• Act as a trusted advisor to senior leadership on the financial impact of strategic initiatives.
• Leadership & Team Development
• Build, lead, and mentor a high-performing revenue accounting team.
• Develop team capabilities in process improvement, automation, and digital tools.
• Foster a culture of continuous improvement, efficiency, and innovation.

Qualifications

• Bachelor's degree in Accounting, Finance, or related field; CPA strongly preferred.
• 8+ years of progressive accounting/finance experience, with at least 3+ years focused on revenue recognition.
• Strong expertise in ASC 606 and proven ability to apply guidance to complex arrangements.
• Demonstrated success in implementing technology solutions and automating finance processes.
• Experience with ERP systems (e.g., NetSuite) and revenue automation platforms (e.g., Zone).
• Strong leadership skills with experience building and scaling teams.
• Excellent communication and influencing skills across finance and non-finance stakeholders.

What We Offer

• Opportunity to shape and modernize the revenue function at a high-growth company.
• A leadership role at the intersection of finance, operations, and technology.
• Competitive compensation, equity, and benefits package.
• A collaborative, innovative culture that values continuous improvement.
• Medical and prescription drug benefits
• Health savings accounts or flexible spending accounts
• Dental plans and vision benefits
• Basic life and AD&D Benefits
• 401k retirement plan
• Short and Long-Term Disability
• Paid parental leave
• Open vacation policy

Location

Remote [Preference for Central Time Zone candidates]

Reports To

VP Finance/ Controller

The expected base salary for this position ranges from $145,000 to $155,000. It is not typical for offers to be made at or near the top of the range. Salary offers are based on a wide range of factors including relevant skills, training, experience, education, and, where applicable, licensure or certifications obtained. Market and organizational factors are also considered. In addition to base salary and a competitive benefits package, successful candidates are eligible to receive a discretionary bonus.

Norstella is an equal opportunities employer and does not discriminate on the grounds of gender, sexual orientation, marital or civil partner status, pregnancy or maternity, gender reassignment, race, color, nationality, ethnic or national origin, religion or belief, disability or age. Our ethos is to respect and value people's differences, to help everyone achieve more at work as well as in their personal lives so that they feel proud of the part they play in our success. We believe that all decisions about people at work should be based on the individual's abilities, skills, performance and behavior and our business requirements. Norstella operates a zero-tolerance policy to any form of discrimination, abuse or harassment.

Norstella is an equal opportunity employer. All job applicants will receive equal treatment regardless of race, creed, color, religion, alienage or national origin, ancestry, citizenship status, age, physical or mental disability or handicap, medical condition, sex (including pregnancy and pregnancy-related conditions), marital or domestic partner status, military or veteran status, gender, gender identity or expression, sexual orientation, genetic information, reproductive health decision making, or any other protected characteristic as established by federal, state, or local law.

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