Director of Revenue

Description:

VAST Data is looking for a Director of Revenue to join our growing team!

This is a great opportunity to be part of one of the fastest-growing infrastructure companies in history, an organization that is in the center of the hurricane being created by the revolution in artificial intelligence.

"VAST's data management vision is the future of the market."- Forbes

VAST Data is the data platform company for the AI era. We are building the enterprise software infrastructure to capture, catalog, refine, enrich, and protect massive datasets and make them available for real-time data analysis and AI training and inference. Designed from the ground up to make AI simple to deploy and manage, VAST takes the cost and complexity out of deploying enterprise and AI infrastructure across data center, edge, and cloud.

Our success has been built through intense innovation, a customer-first mentality and a team of fearless VASTronauts who leverage their skills & experiences to make real market impact. This is an opportunity to be a key contributor at a pivotal time in our company’s growth and at a pivotal point in computing history.

As our Director of Revenue, you will be a key leader responsible for revenue assurance, revenue accounting and reporting, billing operations, accounts receivable and cash collection, and SOX compliance. You will set the strategic direction for VAST’s revenue accounting organization within a high-growth environment defined by complex software licensing, hybrid consumption models, and rapidly expanding public cloud offerings.

This role requires deep technical expertise, fluency in complex revenue models, and the ability to build scalable, high-performing teams and processes capable of supporting VAST’s trajectory toward a multi-billion-dollar business. You will also be a highly visible partner in commercial and go-to-market decision making, influencing deal structures, and modeling deal outcomes.

You will report to the Vice President, Global Controller and work closely with FP&A, Sales, Deal Desk, Product, Engineering, Legal, and external partners. You will play a critical role in driving operational excellence, ensuring accurate and timely revenue recognition, and establishing best practices to support VAST’s continued scale.

What You'll Do:

• Set direction for the revenue accounting organization and develop strategic plans aligned with VAST’s hyper-growth roadmap and multi-product monetization strategy.
• Lead Billing, Collections, and Revenue Accounting teams.
• Design, build, and scale end-to-end revenue processes, ensuring they support complex software licensing arrangements, hybrid and public cloud consumption-based revenue models, and rapidly expanding global operations.
• Drive maturation, automation, and standardization of billing and revenue systems and processes, ensuring scalability to multi-billion-dollar volume.
• Establish and enhance revenue policies under ASC 606 and ASC 340-40, with specific ownership for complex licensing, usage-based billing, cloud services, multi-element arrangements, and hybrid monetization structures.
• Review, structure, and document complex commercial arrangements, including large enterprise licenses, multi-year cloud consumption plans, flexible ramp schedules, and strategic partnership agreements.
• Serve as a trusted advisor to Sales, Deal Desk, Product, and GTM leadership on deal structuring, pricing models, and commercial terms.
• Maintain strong cross-functional partnerships with Engineering, Product, Sales Operations, Legal, FP&A, IT, Accounting, and Tax.
• Ensure timely and accurate revenue close and compliance with US GAAP.
• Manage external auditor relationships and support quarterly reviews and annual audits.
• Provide ongoing education on complex revenue topics to Sales, Product, and leadership.
• Ensure a robust control environment and effective SOX compliance across revenue-related processes and systems.
• Foster a culture of continuous improvement and operational excellence across the revenue organization.
• Recruit, develop, and retain a high-performing team.

• Bachelor’s degree with 10+ years of progressive accounting experience, including 6+ years in revenue leadership roles within hyper-growth software, cloud, or data-infrastructure companies.
• CPA with deep expertise in US GAAP, including ASC 606 and ASC 340-40.
• Demonstrated experience with complex software licensing models, hybrid consumption-based arrangements, and public cloud marketplace monetization.
• Proven experience architecting and scaling quote-to-cash processes, systems, and teams for a high-growth or multi-product software company.
• Expertise with Netsuite, Netsuite ARM, SFDC, Tableau, and similar technologies.
• Ability to balance strategic planning with hands-on execution in a fast-paced, evolving environment.
• Strong project management skills with the ability to lead multiple high-impact initiatives concurrently.
• Excellent communication skills with the ability to simplify and explain complex revenue concepts to technical and non-technical stakeholders.
• Demonstrated ability to lead and grow high-performing teams.
• Experience implementing and managing financial systems in a software or cloud environment.

Nice-to-Have

• Experience in high-growth enterprise software, data infrastructure, or cloud platform environments similar in scale or trajectory to VAST Data.
• Experience working with large datasets or complex usage-metering environments.
• Prior involvement in consumption-based businesses (software, cloud, data center, or similar).