Revenue Operations & Collections Specialist

Column is the software platform for public information. We build automated tools and workflow solutions that help governments, law firms, and media organizations notify the public. Today, thousands of publishers and tens of thousands of agencies, firms, and individuals rely on Column to keep their communities informed every day. We’re reimagining how public information connects people, institutions, and media.

We're a remote-first team of engineers, designers, and builders who are committed to creating software that supports an informed public.

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 <10% write-off rate

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