What are the responsibilities and job description for the Revenue Operations Lead position at Mainspring Energy?
The Opportunity
This is the first dedicated Revenue Operations hire in Mainspring’s history. We’re commercializing the linear generator — a breakthrough technology that converts a wide range of fuels directly into electricity — with a growing fleet of deployed systems and strong commercial traction.
You won’t be stepping into a defined lane. You’ll own the full quote-to-cash cycle, bring the technical accounting rigor our complex revenue streams demand, and build the processes that carry us through our next phase of growth. You’ll report directly to the VP of Finance and Controller, sit at the center of our most critical financial workflows, and have a front-row seat to everything ahead of us.
This is a role for someone who wants real ownership — not a process to maintain, but a function to build. If you’re technically sharp, hungry to make an impact, and motivated by meaningful work at a company solving a real energy challenge, read on.
Direct report to VP of Finance
IPO-readiness work
AI & cloud adoption in finance
Mission-driven clean energy company
Revenue recognition (ASC 606): Lead recognition analysis for all contracts — multi-element arrangements, milestone payments, third-party financing overlays. Document and defend positions with the Controller and external auditors.
Invoicing & billing: Drive the full cycle across equipment sales, LTSAs, O&M contracts, and project engagements. Own the Salesforce-to-NetSuite handoff — and improve it.
Accounts receivable & collections: Manage the AR ledger end-to-end: aging, cash application, collections, reconciliation, and KPI reporting to Finance leadership.
Project accounting & advances: Track revenue, cost, and margin by project. Manage customer advance payments from receipt through milestone-based revenue release.
Project finance support: Maintain billing and AR records in support of lender reporting, covenant compliance, and financing due diligence.
Sales tax compliance: Own multi-jurisdiction tax determination, exemption certificates, and coordination with external tax advisors.
Process improvement: This is where you leave your mark. Automate, streamline, and build the SOPs and system integrations that scale with the business.
You have deep, practical experience in revenue accounting or revenue operations — and you’ve been in the room when ASC 606 questions get complicated. You’ve managed billing tied to milestones, navigated financing overlays, and answered an auditor’s question without needing to check with anyone first. Just as important: you see the current manual workflow and want to fix it, not just run it.
Required
6 years in revenue operations, revenue accounting, or a closely related finance role
ASC 606 depth: multi-element arrangements, variable consideration, performance obligations — you can document and defend positions, not just describe them
Experience with project accounting or percentage-of-completion revenue models
Demonstrated ability to manage complex billing arrangements tied to contractual milestones
NetSuite (preferred) and Salesforce; hands-on experience with the quote-to-cash workflow
End-to-end ownership experience: invoicing, AR, collections, and booking revenue entries
Comfort managing a manual, spreadsheet-driven process while building toward automation and process improvement leveraging AI
Strong cross-functional communication — you can hold your own with auditors, Sales, Ops, and Legal, Project delivery
Great communication skills and willing to to be proactive when communicating cross functionally.
Preferred
Energy, cleantech, capital equipment, or project-based industry experience
Big Four background or public company revenue accounting experience
CPA or progress toward CPA
Exposure to project finance structures: tax equity, sale-leaseback, debt facilities
Familiarity with long-term service agreements (LTSAs) or operations & maintenance (O&M) contract structures
Experience managing customer advances and deposits in a project-based business
CPA or progress toward CPA
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
This position is onsite at our Menlo Park HQ. The salary will be adjusted to reflect local market conditions based on employee location as well as the experience of the employee. Along with the base salary, Mainspring offers pre-IPO stock options benefits.
Salary : $127,000 - $150,000