Sales Operations Analyst, MSP Billing & Reporting

MSP Billing & Reporting Specialist (Sales Operations)

Location: Office
Department: Sales Operations
Reports To: VP, Sales Operations, VP Global MSP Partners (TBD)

Druva is the leading provider of data security solutions, empowering customers to secure and recover their data from all threats. The Druva Data Security Cloud is a fully managed SaaS solution offering air-gapped and immutable data protection across cloud, on-premises, and edge environments. By centralizing data protection, Druva enhances traditional security measures and enables faster incident response, effective cyber remediation, and robust data governance. Trusted by nearly 7,500 customers, including 75 of the Fortune 500, Druva safeguards business data in an increasingly interconnected world. Visit druva.com and follow us on LinkedIn, X and Facebook.

Overview

The MSP Billing & Reporting Specialist is responsible for managing the end-to-end revenue recognition (RevRec) process for Druva’s Managed Service Provider (MSP) business, ensuring accuracy and timeliness in inbound data handling, validation, and outbound partner reporting.
This role is a blend of data operations, financial accuracy, and partner transparency, requiring exceptional attention to detail, strong data fluency across systems like Sigma, Firebird, NetSuite, Salesforce (SFDC), and Google Sheets, and a deep understanding of SaaS consumption and billing workflows.

The ideal candidate is a structured operator who thrives on precision, automation, and process improvement — capable of navigating multiple datasets and translating them into actionable insights for internal accounting and external MSP partners.

Key Responsibilities

Revenue Recognition & Data Processing

• Manage all inbound RevRec data feeds, including exports from Sigma (InSync, Phoenix, All Factor, Firebird) and NetSuite.
• Validate and scrub data from multiple systems to ensure tenant-level accuracy across consumption, contract, and rate card data.
• Identify, validate, and map discrete tenants (new, conversions, or legacy) to ensure complete revenue capture.
• Maintain and prepare monthly RevRec folders, scrub and clone templates, archive prior month scorecards and consumption reports.
• Apply new contracts, amendments, and tier updates; reconcile mismatched data between SFDC and internal rate card tables.
• Work with DBA and BI teams to ensure correct batch execution, ingestion, and data integrity post-import.
• Reconcile revenue recognition data against internal accounting templates and provide variance explanations.

MSP Partner Reporting & Communication

• Manage all outbound MSP scorecards, consumption reports, and custom partner summaries for monthly billing cycles.
• Translate internal revenue recognition data into partner-facing reports, highlighting consumption trends, overages, and renewal triggers.
• Partner with MSP account managers to validate data with partners and ensure accurate billing communications.
• Support partner reconciliation meetings by preparing detailed usage, overage, and underage analyses.
• Maintain master MSP mappings, ensuring Prime/Sub relationships are accurately reflected across datasets.

Cross-Functional Coordination

• Liaise between Accounting, BI, and MSP teams to reconcile discrepancies and ensure alignment on blended rates, accruals, and true-ups.
• Coordinate timing and data flow between RevRec completion, BI upload, and forecast reporting in Sigma.
• Track and resolve ongoing system or data issues in partnership with CloudOps, PM, and IT teams.
• Assist in preparing flux analyses and quarterly reporting summaries for leadership and Finance.

Automation & Process Improvement

• Drive consistency and efficiency across manual RevRec workflows — from tenant identification to monthly data uploads.
• Identify automation opportunities to reduce manual data transformation and reconciliation work.
• Document processes and maintain operational runbooks for monthly RevRec and MSP reporting cycles.
• Proactively flag data anomalies, rate mismatches, or mapping gaps before reporting deadlines.

Required Skills & Qualifications

Technical Proficiency

• Advanced Excel / Google Sheets (formulas, pivots, vlookups, data cleaning, deduplication, validation logic).
• Experience with BI tools and data pipelines (Sigma, Tableau, Power BI, etc.).
• Familiarity with NetSuite, Salesforce, and Firebird (or similar data warehouse environments).
• Strong grasp of data transformation workflows (exports, mapping, joins, batch validation).

Business & Financial Acumen

• Understanding of SaaS consumption-based billing, rate card logic, and tiered pricing structures.
• Knowledge of revenue recognition principles (ASC 606 familiarity is a plus).
• Experience in reconciling data between accounting and operational systems.
  
  

Soft Skills

• High attention to detail and ability to work accurately under tight monthly deadlines.
• Excellent written and verbal communication skills — able to explain data logic to non-technical teams and partners.
• Comfortable working cross-functionally with accounting, finance, product, and sales teams.
• Strong problem-solving mindset — ability to identify root causes of data anomalies and design durable fixes.
  
  

Preferred Qualifications

• 3–5 years of experience in SaaS billing, revenue operations, or data analytics.
• Experience with Managed Service Provider (MSP) business models.
• Proven ability to manage recurring monthly operational cycles with precision.
• Prior exposure to automating RevRec or usage-based billing workflows.

Success Indicators

• 100% accuracy of monthly RevRec data post-validation.
• On-time delivery of MSP Scorecards and outbound reporting packages.
• Reduction in manual reconciliation time and partner data disputes.
• Increased automation and reduced dependency on ad-hoc data manipulation.