Director, Lead-to-Cash Transformation & Billing Operations

At Wipfli, people count.
At Wipfli, our people are core to everything we do-the catalyst behind our ability to create exceptional impact and extraordinary results.
We believe in flexibility. We focus on relationships. We encourage each individual to follow their own path.
People truly matter and they feel it. For those looking to make a difference and find a professional home, Wipfli offers a career-defining opportunity.
Job Summary: Under the direction of Finance leadership, the Director, Billing & Collections provides enterprise leadership for billing operations, accounts receivable collections and the Finance components of the Lead-to-Cash value stream. The Director is accountable for creating a scalable operating model that improves realization, billing quality, cash conversion, transparency and the partner and client experience. This role leads day-to-day operating performance while partnering across Growth, Practice, Operations, ED&T, ERP and Finance to redesign processes, strengthen controls, establish decision rights, improve data and reporting, and deliver workflow and automation capabilities. The Director leads onshore and offshore teams, develops talent and service standards, and serves as the senior Finance owner for billing and collections transformation.
Essential Responsibilities:

• Provides enterprise leadership for billing and collections operations, establishing clear ownership, service standards, calendars, escalation paths and performance expectations across the full operating cycle.
• Leads the Finance workstreams within the Lead-to-Cash program and partners with executive sponsors, business owners, technology owners and program leaders to align scope, priorities, milestones, dependencies and measurable outcomes.
• Designs and implements a scalable billing operating model with a standard control core and configurable workflows appropriate for recurring, fixed-fee, milestone, time-and-materials, subscription/product and transaction-based revenue.
• Owns strategies to reduce aged WIP and AR, accelerate invoicing and collections, improve DSO and cash conversion, and increase accountability for unresolved balances, disputes and promised payments.
• Establishes governance for WIP adjustments, transfers, write-offs, write-downs, out-of-scope work, invoice approvals, holds, project closure and third-party collection referrals.
• Partners with Practice and engagement leaders to clarify billing roles and decision rights among REs, PBSs, analysts, billers, collections and Finance, with emphasis on billing quality and client experience.
• Defines the minimum commercial, engagement and project data required for effective billing, including scope, fee, rate, milestone, cadence, contact, purchase-order and exception information.
• Partners with ED&T, ERP, data and architecture teams to establish business requirements for workflow, dashboards, structured data, client/project identity, integrations, automation and AI-enabled capabilities.
• Provides business leadership for vendor discovery and implementation, ensuring that solution selection follows approved process design, architecture, controls, data requirements and measurable benefit expectations.
• Builds and governs a billing and collections scorecard covering WIP aging, WIP addressed, billing cycle time, realization, write-offs, AR aging, disputes, DSO, cash conversion and other measures.
• Ensures reliable management reporting, data definitions, monthly tie-outs, exception reporting and action-oriented review cadences for Finance and executive leadership.
• Leads root-cause analysis of billing delays, rework, leakage, write-offs, collection failures and recurring exceptions, translating findings into process, policy, data, training and system improvements.
• Develops the onshore/offshore operating model, capacity plan, role design, training curriculum, quality-review approach and succession plan for billing and collections teams.
• Recruits, leads, coaches and develops managers, analysts and operational professionals; creates an environment of accountability, collaboration, continuous improvement and respect for Wipfli culture.
• Partners with Accounting, FP&A and Treasury to align WIP, billing, AR, reserves, cash application, forecasting and management reporting, and supports audit and compliance requirements.
• Maintains policies, procedures, controls and documentation for billing and collections and ensures changes are communicated, adopted and sustained.
• Provides executive-level updates on operating performance, transformation progress, decisions, risks, capacity, vendor activity and financial outcomes.

Required Qualifications:

• Bachelor's degree in Finance, Accounting, Business Administration, Operations, Information Systems or a related field.
• 10 or more years of progressive experience in billing, accounts receivable, collections, revenue operations, finance operations or related Lead-to-Cash functions.
• 5 or more years of people leadership experience, including leading managers or complex multi-location teams.
• Demonstrated experience leading enterprise process redesign, operating-model change, workflow implementation or finance transformation across multiple business functions.
• Experience in professional services, consulting, accounting, legal, engineering or another project-based and relationship-led services environment strongly preferred.
• Working knowledge of WIP, realization, write-offs, billing methods, AR aging, DSO, disputes, cash application, reserves and financial controls.
• Experience translating business processes into technology, data, dashboard, integration and automation requirements; Workday Financial Management experience preferred.
• Experience leading onshore and offshore teams and managing change across diverse stakeholder groups.
• MBA, CPA, CMA, Lean/Six Sigma, PMP or comparable process, finance or program credential preferred.

Skills & Abilities:

• Enterprise leadership - The ability to convert an end-to-end business problem into a clear operating model, roadmap, governance structure and measurable outcomes.
• Business acumen - The ability to understand how the firm makes money and connect commercial terms, delivery, billing, realization, collections and cash flow.
• Strategic thinking - The ability to see future possibilities, sequence practical improvements and balance near-term control with long-term transformation.
• Process and systems thinking - The ability to identify root causes across people, process, technology, data and controls rather than optimizing one isolated step.
• Influence and communication - The ability to develop and deliver multi-mode communications, facilitate decisions and build alignment across executives, partners, operations and technical teams.
• Financial and analytical judgment - The ability to interpret operating and financial data, identify risk and opportunity, and recommend practical solutions.
• Change leadership - The ability to establish sponsorship, engage users, manage resistance, build capability and sustain new ways of working.
• Talent leadership - The ability to recruit, coach and develop diverse teams, clarify expectations and create accountability while preserving a positive culture.
• Execution discipline - The ability to manage multiple priorities, establish cadence, surface risks, resolve dependencies and deliver under recurrent deadline pressure.
• Ability to exhibit behaviors aligned with Wipfli's core values.

Req# 2026-8424
Tiffany Farnsworth, from our recruiting team, will be guiding you through this process. Visit her LinkedIn page to connect!
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Additional Details:
Wipfli is an equal opportunity/affirmative action employer. All candidates will receive consideration for employment without regards to race, creed, color, religion, national origin, sex, age, marital status, sexual orientation, gender identify, veteran status, disability, or any other characteristics protected by federal, state, or local laws.
Wipfli is committed to providing reasonable accommodations for people with disabilities. If you require a reasonable accommodation to complete an application, interview, or participate in our recruiting process, please send us an email at [email protected]
Wipfli values fair, transparent, and competitive compensation, considering each candidate's unique skills and experiences. The estimated base pay range for this role is $156,000 - $210,000 with offers typically not made at the maximum, allowing for future salary increases. The actual salary at the time of offer depends on business related factors like location, skills, experience, training/education, licensure, certifications, business needs, current associate pay, and relevant employment laws.
Individuals may be eligible for an annual discretionary bonus, subject to participation rules and based on a variety of factors including, but not limited to, individual and Firm performance.
Wipfli cares about our associates and offers a variety of benefits to support their well-being. Highlights include 8 health plan options (both HMO & PPO plans), dental and vision coverage, opportunity to enroll in HSA with potential Firm contribution and an Employee Assistance Program. Other benefits include firm-sponsored basic life and short and long-term disability coverage, a 401(k) savings plan & profit share as well as Firm matching contribution, well-being incentive, education & certification assistance, flexible time off, family care leave, parental leave, family formation benefits, cell phone reimbursement, and travel rewards. Voluntary benefit offerings include critical illness & accident insurance, hospital indemnity insurance, legal, long-term care, pet insurance, ID theft protection, and supplemental life/AD&D. Eligibility for all benefits programs is dependent on annual hours expectation, position status/level and location.
"Wipfli" is the brand name under which Wipfli LLP and Wipfli Advisory LLC and its respective subsidiary entities provide professional services. Wipfli LLP and Wipfli Advisory LLC (and its respective subsidiary entities) practice in an alternative practice structure in accordance with the AICPA Code of Professional Conduct and applicable law, regulations, and professional standards. Wipfli LLP is a licensed independent CPA firm that provides attest services to its clients, and Wipfli Advisory LLC provides tax and business consulting services to its clients. Wipfli Advisory LLC and its subsidiary entities are not licensed CPA firms.