Chief Revenue Officer (CRO)

Role Overview

The Chief Revenue Officer (CRO) will be responsible for building a complete revenue engine that meets the unique needs of disparate customer cohorts (Enterprise, Core, and Essential). This includes shifting the culture from transactional order-taking to value-based selling, and owning growth expectations across new logo, renewal, and expansion. The CRO will design and implement the revenue architecture, including culture, GTM playbooks, comp and quota design, territory and book models, and the customer journey across acquire, grow, and defend.

What You Will Do

The CRO will own the complete revenue architecture, clear leadership and prioritization of the primary revenue motions, the revenue team, RevOps, direct sponsorship of the largest prospects, deals, and renewals, and cross-functional partnership. The CRO will also be responsible for recruiting, hiring, coaching, and developing the team leaders and staff, and holding each accountable to segment-specific KPIs.

Why It Might Be a Fit

The ideal candidate has carried a number and hit it as an individual, manager, and leader, and has designed and built the structures that fueled predictable and repeatable overachievement. They have attracted and led managers and staff who have successfully driven growth of their own, and are energized by designing org, comp, and process, not just running plays someone else drew up.

Requirements

• Ten or more years of progressive, successful B2B SaaS revenue leadership
• Four or more years of second-line leadership, managing other managers and leaders across both new-business and account management
• Proven ownership of the full revenue lifecycle (new logo, renewal, expansion) with an explicit track record of changing a growth trajectory
• Direct experience as a revenue architect: designing the org model, territory and book models, comp plans, and accountability rules for a segmented revenue org
• Experience standing up or maturing a RevOps function from a fragmented or immature state
• Command of SaaS unit economics (CAC, LTV, NRR/GRR, payback) and compensation design across different segments and motions
• A track record of leading cultural and operating-model change, with evidence of associated impact and outcomes
• Proven success at recruiting and building teams by attracting A-level talent through your own network and reputation
• Strong executive presence and communication: credible and provocative with sellers, prospects, customers, and the board

Benefits

• Competitive base + performance-based variable compensation + equity participation