CHIEF REVENUE OFFICER JOB DESCRIPTION

A CRO who cannot build a repeatable pipeline engine will watch ARR targets slide quarter after quarter with no structural explanation. The Chief Revenue Officer in B2B SaaS owns the architecture preventing that outcome: full accountability over the revenue function spanning marketing, sales, customer success, and revenue operations, with particular authority over enterprise pipeline health and net revenue retention. Few executive seats require holding both a long-range GTM roadmap and a live forecast simultaneously. This role demands fluency in SaaS economics, direct exposure to velocity-to-enterprise sales motions, and the organizational credibility to realign cross-functional teams around a single revenue number.

As the Chief Revenue Officer, you will define and execute a scalable GTM strategy that drives predictable ARR growth across new logo acquisition, expansion, and renewal within a B2B SaaS business. You will lead a unified revenue organization that encompasses sales, marketing, customer success, and RevOps, operating as a direct report to the CEO and a voting member of the executive team.

Career Impact: Owning the full revenue function at this seniority level, with P&L accountability and board-level visibility, is one of the fastest paths to a CEO mandate or operating partner role in the SaaS market.

Business Impact: Enterprise customers signing multi-year contracts depend on the discipline of the revenue organization you build; inconsistent forecasting or weak renewal motions translate directly into missed growth targets that affect every department.

Growth Opportunity: The scope progression available here, from managing a sub-100-person GTM team to scaling toward 200-plus while expanding into new verticals, builds the operational track record that commands top-tier equity packages at the next stage.

• Define and execute a multi-year GTM strategy spanning new logo acquisition, upsell, cross-sell, and renewal motions to meet ARR targets.
• Lead revenue organization hiring, onboarding, performance management, and career development across sales, marketing, customer success, and RevOps teams.
• Own pipeline architecture including territory design, quota setting, revenue forecasting, and compensation structure to ensure predictable and scalable growth.
• Drive RevOps integration, aligning technology, data, and process across all revenue-generating functions to produce a single source of truth for performance data.
• Partner with Product and Engineering leadership to translate market feedback and competitive signals into roadmap priorities that support enterprise sales cycles.
• Establish sales enablement programs, including structured onboarding and ongoing training, to raise quota attainment rates across the field.
• Monitor net revenue retention, churn signals, and expansion trends, directing customer success strategy to protect and grow the installed base.
• Report revenue performance, forecast accuracy, and pipeline health to the CEO and board on a regular cadence.

• Bachelor's degree in business, marketing, or a related field, or equivalent work experience.
• 10 or more years of B2B SaaS revenue leadership experience, with demonstrated ownership of ARR targets at the VP, SVP, or C-suite level.
• Proven track record of building and scaling GTM organizations through multiple growth phases, from early-stage pipeline construction through enterprise motion maturity.
• Deep fluency in SaaS revenue metrics including ARR, NRR, CAC, LTV, and churn, with the ability to translate those metrics into organizational priorities.
• Demonstrated success leading cross-functional revenue teams that include sales, marketing, customer success, and revenue operations under unified accountability.
• Experience managing enterprise sales cycles with complex procurement processes, multi-stakeholder buying committees, and multimillion-dollar contract values.
• Strong analytical and financial acumen, including hands-on experience with revenue forecasting models, scenario analysis, and board-level reporting.
• Excellent executive communication skills, with the ability to align diverse internal stakeholders and represent the revenue function credibly at board level.

• Prior experience scaling a B2B SaaS GTM organization from a $15M–$40M ARR baseline into a significantly larger revenue base, ideally across multiple geographies.
• Familiarity with supply chain, industrial IoT, or adjacent vertical SaaS markets, which accelerates strategic positioning with enterprise buyers in those segments.
• Experience designing or overhauling channel and partner programs as a supplementary growth lever alongside direct enterprise sales.
• Advanced degree (MBA or equivalent) with a demonstrated application to commercial strategy and organizational design.

• ARR growth rate, measuring new logo acquisition and expansion revenue against the annual plan.
• Net revenue retention (NRR) percentage, reflecting the health of the installed base through renewals and upsell activity.
• Pipeline coverage ratio (3x or higher target), indicating whether top-of-funnel generation supports reliable quarterly forecasting.
• Quota attainment rate across the sales organization, measuring whether compensation design and enablement translate to field execution.
• Forecast accuracy variance (within plus or minus 5% of monthly committed number), reflecting the reliability of the revenue intelligence function.
• Typical tools: CRM (commonly Salesforce or HubSpot); revenue intelligence and forecasting (commonly Clari or Gong); sales engagement (commonly Outreach or SalesLoft).

• Base Salary Range: $280,000 to $380,000 annually, depending on company stage and ARR scale
• Bonus: Annual performance bonus of 50% to 100% of base salary, tied to ARR and NRR targets
• Equity: Significant equity package typical; 0.5% to 2.0% for Series B or later-stage companies
• Health Benefits: Comprehensive medical, dental, and vision coverage for employee and dependents
• PTO: Unlimited or flexible PTO policy common at this seniority level; minimum 20 days observed in practice
• Common Perks: Home office stipend, executive coaching, conference and travel budget, and leadership development programs

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Background check completion is a condition of employment for this role, as the position carries P&L authority and board-level access. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to applicants and employees with disabilities upon request. Candidates must be authorized to work in the United States.

The Chief Revenue Officer owns end-to-end revenue accountability for the Market Intelligence division, driving top-line growth through Sales, Relationship Management, and Product Specialist teams while personally managing S&P Global's top 50 client relationships. Reporting into divisional leadership and partnering with Product and Data leaders, the Chief Revenue Officer shapes go-to-market initiatives that align commercial strategy with long-term revenue targets.

Key Responsibilities

• Identify opportunities to drive top-line revenue growth by leveraging existing products and integrating customer feedback into new product development and marketing efforts.
• Drive capitalization of cross-sell opportunities globally in close collaboration with regional and divisional sales leads.
• Share accountability with the marketing function for improving the individual customer experience and strategy to achieve sales revenue targets.
• Stay well-connected with customers and the market to ensure broad market needs are incorporated into the product development and enhancement cycle.
• Create, manage, and report on the annual financial plan, including revenues, expenses, and variances.
• Develop and align sales organization talent to meet commercial strategy and targets.
• Create a sense of ownership within teams, building on trust and a common understanding.
• Enhance commercial staff effectiveness by fostering a learning environment dedicated to developing individuals with tailored programs.
• Incorporate succession planning and bench-building into the overall staff development strategy.
• Define monthly operational metrics and review financial and activity reports to determine progress in attaining objectives.
• Revise objectives and plans in accordance with current conditions.
• Collaborate with colleagues in Product, Data, and Technology and communicate frequently to ensure the needs of customers are understood and addressed.
• Enhance and promote cross-divisional collaboration with other divisions.
• Promote the company as a leader in the industry by presenting a visible leadership role, participating in industry conferences and events, and engaging with influencers and thought leaders.

Required Qualifications

• 15 to 20 years of diversified leadership experience driving and implementing revenue growth initiatives and leading transformation.
• Experience managing large, complex sales teams in a global matrix environment.
• Proven track record building high-performing teams and leading successful global transformations.
• Solid understanding of the financial services landscape.
• Ability to communicate and translate diverse global customer needs into product and service requirements.
• Well-balanced strategic and operational mindset with strong discipline around long-term planning and near-term pipeline tools and reporting.
• Ability to make difficult decisions and set priorities based on imperfect information.
• Strong technical experience with Salesforce and other commercial tools.
• Understanding of how to collect and leverage customer, market, and competitive intelligence.

Embedded within the Executive Team, the Chief Revenue Officer leads commercialisation strategy and business development to drive market adoption of the organisation's diagnostic technology products. Working closely with clinicians, government bodies, healthcare providers, and investors, this role delivers the commercial infrastructure and pricing strategy needed to accelerate global growth.

Core Functions

• Drive the development and execution of the business' commercialisation strategy.
• Convince clinicians and a wider ecosystem that products work as they are developed.
• Build the commercialisation infrastructure and organisation to drive market adoption of products when appropriate funding is in place.
• Take a global perspective on market opportunities and lead in the assessment and prioritisation of geographic and market segment opportunities.
• Generate awareness of and excitement for the company's vision with a range of interested parties, including government, investors, healthcare providers, insurers, and consumers.
• Inspire confidence and generate excitement, enthusiasm, and commitment as the company executes its business plans, both internally and externally.
• Ensure all functions of the organisation are aligned to meet strategic commercial objectives within the overall business plan.
• Develop and drive the pricing strategy of the organisation.

Qualifications & Experience

• Demonstrable experience in developing and executing successful commercialisation strategies in early-stage companies, including experience in medical device or IVD companies.
• Experience in the development of the regulatory framework for diagnostic products and government initiatives such as Accelerated Access Review and Innovation and Technology Payment, desirable.
• Knowledge of venture capital, grant funding, UK healthcare or health insurance industries, NHS, and organisations such as the National Physics Laboratory and Laboratory of the Government Chemist, advantageous.
• Highly persuasive, with the ability to generate awareness of and excitement for the company's vision, including convincing industry partners and opening doors with government, healthcare providers, insurers, and consumers.
• Strong strategic, creative thinking, communication, negotiation, and analytical skills to develop solutions to complex business challenges, products, and routes to market.
• Exceptional flexibility and an innovative approach.
• Good organisational, IT, and administrative skills.
• Willingness and capacity to undertake extensive business travel in the UK and internationally.

Reporting to the executive team, the Chief Revenue Officer leads end-to-end growth strategy across lead generation, marketing, and M&A channels to crystallise profits for clients and the firm. Partnering with senior leadership to develop short- and long-term revenue forecasts, the Chief Revenue Officer shapes go-to-market initiatives that redefine the company's commercial future.

Primary Duties

• Align the lead generation, marketing, and M&A channels to drive profit and growth.
• Develop growth strategies with the executive team.
• Establish both short-term results and long-term strategy, including revenue forecasting.
• Produce appropriate metrics and coordinate compensation and promotions with these metrics.
• Construct and implement robust sales management processes.
• Prospect and build relationships with key target clients.
• Create and implement a standardised outreach for current and future clients.
• Monetise the digital marketing landscape.
• Use data to drive and adapt strategies and processes across the full revenue cycle.
• Oversee all channel and partner development and actively participate in negotiations.
• Build and train individuals across teams to work towards cohesive, firmwide goals.
• Leverage client research to provide strategic leadership for brand architecture and positioning.
• Participate in key industry events and travel as required.

Skills & Qualifications

• Knowledge of technology business models, including SaaS, e-commerce, and content.
• Strategic and highly analytical, with an aptitude to synthesise large amounts of information and develop innovative solutions.
• Commercially astute and target-driven.
• Exceptional interpersonal, communication, and negotiation skills.
• Resourceful self-starter, capable of working under high levels of pressure and implementing change.
• Highly energetic, with passion for the firm and its mission.
• Professional, with integrity, credibility, and character.

Sitting at the intersection of sales strategy and digital advertising innovation, the Chief Revenue Officer co-creates business strategy and leads Sales, Support, Customer Success, Pricing, and Marketing to optimise revenue across all channels. Operating across a global, competitive technology landscape, the Chief Revenue Officer builds the go-to-market sales framework and drives end-to-end operational excellence that increases market share and profitability.

Duties

• Provide strong and positive leadership for the sales organisation and foster a culture of high performance and accountability through consistent sales planning, execution, and team development.
• Develop and align the go-to-market sales strategy with overall business strategy, leading strategic planning, resource planning, forecasting, and budgeting for sales.
• Maintain efficient organisational structure and sales channels for effective resource deployment and sales execution.
• Lead oversight of sales plans and design compensation structures to motivate sustainable revenue generation.
• Develop attainable and transparent sales objectives and goals, including sales volume and profitability, and provide monthly, quarterly, and annual revenue forecasts.
• Be accountable for setting and meeting targets for sales volume and revenue, market share growth, and other key financial performance goals.
• Establish and implement learning and development objectives for the sales organisation, including performance metrics for sales roles across all markets and channels.
• Focus on change initiatives and assess the need for organisational shifts to scale sales year over year and maintain and increase market share.
• Establish and maintain strong industry, customer, and prospect relationships.
• Partner with decision-makers to identify business opportunities and changing customer needs.
• Manage oversight of channel and paid performance marketing, enablement strategy, and tools with key focus areas of cross-channel marketing, native advertising, programmatic, and the latest trends in digital advertising.
• Empower, build, and lead an outstanding team that can deliver revenue performance and expand the customer base.
• Partner with senior leadership on product, engineering, brand, retail, and research collaboration to achieve short- and long-term strategies.
• Develop sales goals and objectives with a focus on accuracy, predictability, and transparency, including sales volume, compensation programmes, cost of sales, and profitability.
• Develop packaging and pricing strategies that enhance revenue from all assets, collaborating with finance, product management, and marketing on messaging and business models.

Requirements

• 12 to 15 years of experience as a senior sales leader, including sales strategy and management, client marketing, and developing strong sales teams.
• Experience with deep partnership and collaboration with product, engineering, and content teams to build innovative, competitive online offerings.
• Deep understanding of the technology industry and ability to drive revenue generation across a competitive landscape.
• Ability to build strong relationships and develop long-term partnerships that lead to revenue opportunities.
• Strong, positive leadership skills, with the ability to coach, mentor, and build functional expertise and strategic capabilities across teams.
• Critical thinker with strong analytical skills and the ability to make decisions informed by data.
• Strong verbal, written, and presentation skills.
• Deep understanding of major tech and competitive trends shaping digital media and advertising.
• Ability to architect and drive transformational change and continuous improvement to advance business strategy and revenue generation.

A key member of the leadership team overseeing 100+ Marketers, Project Managers, and Localisation experts, the Chief Revenue Officer leads and scales Marketing, Acquisition, Communications, Brand, and Organic Growth departments to drive paid sign-up growth and renewal rates globally. Collaborating across Design, Technology, and Product teams, the Chief Revenue Officer builds revenue initiatives that deliver measurable impact for innovative cybersecurity products across all languages and platforms.

Functions

• Lead, hire, and train departments across Marketing, Acquisition, Localisation, Communications, Brand, and Organic Growth, managing Directors of each function and helping them scale to meet business goals.
• Make decisions about expenditure to maximise profit contributions.
• Develop strategies to compete and win against major competitors.
• Drive cross-brand global strategy within leadership councils and directly at C-Suite level.
• Oversee managers and tribe leaders that feed into growth plans.
• Work closely with Design, Technology, and Product leaders to assign resources and build new teams.
• Drive growth in paid sign-ups through partner and ad platforms across all languages, media types, and platforms.
• Increase 12-month plan mix amongst new paid sign-ups and improve renewal rates.
• Drive conversion optimisation experiments across website and apps to increase new paid sign-ups.
• Increase user adoption rate of features and referral rates amongst customers.
• Drive organic sales leads to websites across all languages through search engine rankings and traffic quality.

Experience & Qualifications

• 5 or more years of experience managing managers across at least two marketing functions.
• Experience leading large teams at B2C companies.
• Experience administering large budgets.
• Cross-functional leadership experience working with designers, copywriters, front-end developers, data analysts, localisation managers, and marketers.
• Strong analytical skills, including proficiency with spreadsheets, Tableau or similar tools, and pivot tables.
• Excellent stakeholder management, with the ability to work in a fast-paced, data-driven organisation.
• Excellent written and verbal English communication skills.
• Proven track record of making decisions that lead to measurable business results.

Sustained revenue growth across both B2B and B2C channels depends on the Chief Revenue Officer, who builds the sales engine, leads client lifecycle optimisation, and assembles the leadership team needed to deliver budgeted growth metrics. Serving as the senior commercial authority, the Chief Revenue Officer oversees enterprise customer funnels and partners with Marketing, Technology, and Product to continuously improve product and client experience.

Accountabilities

• Drive the growth strategy for the B2B business domestically and internationally.
• Drive, optimise, and memorialise the client value proposition and develop monthly, quarterly, and annual narratives that demonstrate the efficacy of the product offering across relevant KPIs.
• Assemble and lead a world-class leadership team with the appropriate skills and cultural bias to move the organisation forward.
• Drive the ongoing optimisation of enterprise customer funnels, from acquisition through engagement and retention.
• Build adequate top-of-funnel and closing velocity to deliver budgeted revenue and growth metrics.
• Drive portfolio growth using strong relationship management and ongoing demonstration of value proposition.
• Build, iterate, and optimise the people, systems, and infrastructure to support long-term goals within the B2B vertical.
• Implement better business intelligence through the introduction of tools, processes, and management around key KPIs and scorecards.
• Partner closely with Marketing, Technology, and Product teams to deliver and continually improve the product and client experience.
• Manage internal and external stakeholders to ensure employees and partners are focused on driving positive outcomes for B2B clients.

Technical Qualifications

• 10 or more years of prior experience in a relevant leadership role within consultative sales, working with large and complex enterprise-level clients.
• Experience defining, coordinating, and optimising sales processes end-to-end, from inbound and outbound lead generation through qualification, proposal development, contract negotiation, and client renewal and expansion.
• Demonstrated success leading, growing, and optimising sales organisations with accountability for new logo acquisition and growth within existing customers.
• Proven track record exceeding targets while operating in a matrixed environment, partnering with Customer Success, Marketing, and Product.
• Experience developing a compelling narrative to drive sales efforts at various levels within client organisations.
• Demonstrated leadership abilities, with a track record of hiring and developing best-in-class teams while cultivating a high-performance culture.
• Relevant experience with selling technology and SaaS solutions.
• Track record leading organisations to meet and exceed goals, particularly in high-growth environments.

As the Chief Revenue Officer, this role delivers revenue strategy for the US market, implementing scalable sales processes and overseeing territory development, quota planning, revenue forecasting, and sales compensation to achieve profitable year-on-year growth. The executive team relies on this work to drive integration and alignment across all revenue-related functions while building the sales organisation's capabilities from pre-sale through post-sale.

Activities

• Grow revenue year-on-year and scale and efficiently develop revenue strategy to achieve growth goals, both short and long term.
• Institute sales and revenue generation processes that drive predictable, repeatable, and scalable expansion.
• Provide support to the sales organisation, drive and oversee process optimisation, territory and quota development, revenue forecasting, sales compensation, and overall sales force success.
• Provide leadership and vision for a dispersed sales team while effectively handling performance across the team to hit goals for respective regions.
• Define and coordinate sales training programmes that enable staff to achieve their potential and support company sales objectives.
• Define and oversee sales team compensation and incentive programmes that motivate the sales team to achieve sales targets.
• Own and improve the sales process and customer experience from pre-sale to post-sale.
• Examine and improve key business processes that drive scalable growth.
• Meet with key clients to assist the sales team in maintaining relationships and negotiating and closing deals.
• Prepare periodic sales reports showing sales volume, potential sales, and areas of proposed client base expansion.
• Partner with other members of the executive team to define, refine, and execute a strategic company plan, develop plans, and go-to-market strategies.
• Drive integration and alignment between all revenue-related functions.

Position Requirements

• Bachelor's degree in a related field or equivalent; MBA preferred.
• Consistent record of sales success in a consultative software services environment.
• Experience leading and developing sales teams, including evaluating and building on existing teams, attracting top talent, and retaining successful sellers.
• Experience creating, implementing, and overseeing business strategies and processes.
• Strong track record of achieving revenue and profitability targets.
• Proven ability to drive the sales process from start to finish and develop client-focused, innovative, and achievable solutions.
• Demonstrated ability in all aspects of sales leadership.
• Self-starter with experience working in entrepreneurial and high-growth environments.

Chief Revenue Officer shapes all commercial and business development strategies for the financial services and payments sector, overseeing Sales, Marketing, and Customer Success to maximise profitability and build the sales pipeline end-to-end. The work directly supports short-term revenue targets and long-term market expansion, requiring close partnership with the CEO, finance, Product, Engineering, and Customer Success stakeholders.

Operational Focus

• Work closely with the CEO and leadership team to develop commercial and business development strategies for short-term results and long-term business goals.
• Execute corporate vision, including corporate development and global business strategy.
• Provide leadership and direction to ensure growth of existing teams and markets, and guide further expansion into new markets.
• Build the sales pipeline and ensure qualified marketing leads are converted to sales-accepted leads for pipeline growth.
• Manage the end-to-end sales cycle and processes.
• Build and train a high-performing team to execute end-to-end sales, including pitching, demos, negotiation, closing deals, and implementation.
• Develop and oversee an effective marketing strategy using advertising to boost company and product awareness among the target demographic.
• Assist in the development of sales budgets and financial metrics.
• Create customer proposal documents and develop company promotional items and materials.
• Recommend and oversee company participation in industry events and business development activities.
• Generate reports comparing actual versus budgeted sales.
• Provide frequent updates to the CEO regarding sales achievements and shortfalls.
• Develop partnerships with internal and external key stakeholders.

Knowledge, Skills & Abilities

• 10 or more years of working experience in the financial services or payments industry.
• Experience as a CRO or leader of Sales, Marketing, Customer Success, or a related senior role.
• Proven track record of delivering new business acquisition and quantifiable growth.
• Extensive experience in sales leadership of regional sales teams, including management of senior sales leaders.
• Experience in market research and analysis.
• Knowledge of budgeting processes and performance reporting.
• Experience in strategic business planning.
• Experience collaborating with Marketing, Product, Engineering, and Customer Success teams to ensure strategic alignment.
• Excellent leadership and communication skills.
• Must be a self-starter, detail-oriented, and well-organised.

The Chief Revenue Officer oversees sales, customer success, marketing, and business development functions at a mid-stage crypto or fintech company, owning the P&L and driving GTM strategies to optimise retention, monetisation, and growth across short, mid, and long-term horizons. Scaling a highly skilled and diverse team, the Chief Revenue Officer ensures the organisation delivers investable plans and exceeds agreed revenue targets each planning cycle.

Key Deliverables

• Drive growth and oversee sales, customer success, marketing, and business development functions.
• Own the P&L and ensure the organisation and its leaders are delivering investable plans for each planning cycle, covering short, mid, and long-term horizons.
• Set team KPIs and objectives.
• Scale the team by hiring, training, and retaining a highly skilled, diverse, and effective workforce.
• Build scalable processes and departmental systems, and automate processes to enable the company to scale while achieving efficiency and quality improvements.
• Take responsibility for accurate forecasting and meeting and exceeding agreed-upon sales and revenue targets.
• Develop GTM strategies and launch and guide initiatives to optimise retention, monetisation, and growth.

Professional Experience

• 15 or more years of successful revenue and sales leadership experience.
• Experience presenting to company boards as well as prospective and existing investors.
• Seasoned executive with experience building models and conducting scenario and sensitivity analysis.
• Demonstrated ability in scaling and managing all aspects of the P&L.
• Demonstrated leadership success in a high-growth startup or scaleup.
• Proven track record of growing revenue through new product development, marketing, branding, and partnerships.
• Commercial awareness of trends and opportunities within business-to-consumer industries and the digital marketing marketplace.
• Executive-level presence with the ability to establish relationships with key partners, influencers, and decision-makers.
• Proactive approach to management with proven ability to build successful teams.
• Ability to coach, grow, and influence others in a fast-paced and diverse environment.
• Ability to work under pressure and deliver to deadlines.

Embedded within a startup leadership structure, the Chief Revenue Officer drives overall revenue through global sales and partnerships, aligning sales strategy with business objectives and conducting ongoing competitor analysis to identify areas of competitive advantage. Working closely with the product and freelancer acquisition teams, the Chief Revenue Officer develops high-level client relationships and coordinates with cross-functional leadership to shape product strategy and revenue outcomes.

Areas of Ownership

• Drive overall revenue through various sources, including global sales and partnerships.
• Spearhead the creation and development of sales strategy and ensure it aligns with objectives when executed.
• Generate creative ideas to boost revenue by analysing existing strategies and suggesting improvements.
• Direct competitor analysis and identify key areas of competitive advantage.
• Review the performance of team members regularly and ensure targets are met.
• Develop and maintain high-level professional relationships with clients.
• Achieve target growth and sales revenue targets.
• Work with the product team to shape product strategy.
• Work with the freelancer acquisition team to create the right pipeline for upcoming projects.
• Coordinate with cross-functional leadership to align with the business strategy.

Background & Experience

• 7 or more years of relevant experience.
• Prior experience in startups is required.
• Experience selling a technology product.
• Ability to drive revenue globally.
• Process-oriented and strategic mindset.
• Strong leadership attributes.

Reporting to the leadership team, the Chief Revenue Officer develops and executes a full end-to-end revenue machine across Marketing, BDR, Sales, Customer Success, and RevOps, translating Horizon 1 strategy into go-to-market tactics and rebuilding the revenue organisation for sustained performance. Partnering with operators across all departments, the Chief Revenue Officer identifies new growth opportunities, stops ineffective initiatives, and defines the structure, KPIs, and key results that drive measurable client impact.

Role Responsibilities

• Translate the Horizon 1 strategy into go-to-market tactics across all departments of the revenue function, including Marketing, BDR, Sales, Customer Success, and RevOps.
• Drive decisions on revenue organisation structure, KPIs, and key results.
• Define and ensure execution of client penetration, positioning and communication, marketing channels, pricing and packaging, and sales organisation structure.
• Rebuild, improve, and maintain the revenue machine end-to-end.
• Stop ineffective initiatives and increase the client-facing time of the team.
• Identify new growth opportunities and prioritise these by impact and effort.

Required Qualifications

• Former operator and leader in a relevant domain, ideally Marketing, Sales, or RevOps, within a B2B SaaS company.
• Experience as an executive and leadership team member, with the ability to align strategic direction with go-to-market motion.
• Experience leading through hyper-growth, including periods of organisational change such as layoffs.
• Experience defining a 3-year roadmap for a revenue department.
• Proficiency in revenue processes, tools, and automation.
• High degree of self-leadership with the ability to hold oneself and others accountable.
• Analytical mindset with the ability to build connections across different contexts and functions.
• Passion for upgrading organisational processes and empowering people to operate within them.

Sitting at the intersection of life sciences sales and commercial operations, the Chief Revenue Officer develops pricing strategies, manages sales campaigns, and advances a player-coach model across new and existing client accounts in a fast-paced, high-growth environment. Operating across business development, account management, and organisational leadership functions, the Chief Revenue Officer drives succession planning and ensures the sales team consistently meets targets with effective one-on-one coaching and performance management.

Job Functions

• Provide strategic and operational direction to the business development organisation to maximise sales revenues and meet organisational objectives.
• Develop sales targets related to volume, opportunity size, and functional focus area.
• Ensure sales goals and forecasts are consistent with long-range strategic objectives.
• Develop pricing strategies and sales campaigns with marketing executives.
• Develop sales plans including objectives, programme plans, territories, training, and benchmarks.
• Identify and develop new markets and distribution channels.
• Work with the executive team to develop strategies to increase market share and revenue.
• Communicate across departments to develop goals and client strategies.
• Manage all aspects of the sales function, including account management.
• Direct and develop employees in sales roles across new and existing clients.
• Oversee activities of sales management, including training, recruiting, appraisals, compensation, motivation, and discipline.
• Evaluate the effectiveness of employees and recommend necessary changes and adjustments.
• Conduct ongoing reviews within the business unit to determine if organisational objectives are being met.
• Work closely with marketing to establish and maintain a favourable image with clients, potential clients, employees, and the business community, and to help grow and develop the brand.
• Analyse current and emerging competitors and industry trends.
• Recruit, hire, train, and coach the team to facilitate success.
• Conduct effective one-on-one meetings and manage employees toward successful completion of goals and development plans.
• Conduct performance appraisals, identifying strengths and weaknesses and offering coaching in required areas.
• Identify areas for improvement in internal processes and suggest solutions.
• Generate enthusiasm among team members and challenge others to develop as leaders while serving as a role model.
• Manage the process of innovative change and lead internal teams and task forces.

Qualifications & Experience

• Bachelor's degree in business, marketing, or sales management; post-graduate education or training may be required.
• 15 or more years of experience in sales within the life sciences and/or professional services industries, with a verifiable track record of exceeding quota.
• Experience working with private equity-backed companies and onboarding new acquisitions.
• Experience working in a fast-paced, high-growth environment.
• Experience working with small, self-serve clients as well as large, complex enterprise customers with varying needs.
• Proven expertise in sales strategy planning and execution, sales operations, account management, business planning, and sales support management.
• Demonstrated financial acumen and a history of decision-making based on business metrics.
• Willingness to travel for board and leadership meetings, executive sales presentations, tradeshows, and corporate events.
• Ability to analyse problems and identify resolutions at a strategic and functional level.
• Ability to develop and maintain positive working relationships across a wide audience, from technical staff to management, clients, and coworkers.
• Proficiency with Microsoft Office Suite, including Outlook, Word, Excel, and PowerPoint.
• Excellent verbal and written communication skills.
• Strong attention to detail, with the ability to multitask and self-motivate.

A key member of the executive leadership, the Chief Revenue Officer develops and scales a high-calibre sales and marketing team across Health, Travel, Financial Institutions, and Corporate Insurance lines in the US, setting and achieving aggressive business growth targets through new business and existing accounts. Collaborating across product, marketing, and operational departments, the Chief Revenue Officer advances brand visibility and builds trusted client and stakeholder relationships in a player-coach culture.

What You'll Do

• Drive growth and retention of business across all Health, Travel, Financial Institutions, and Corporate Insurance lines of business within the US.
• Contribute to and drive the overall strategy across businesses, including understanding and segmenting target markets, sizing business development opportunities, and steering transversal business development towards solutions, upselling, and cross-selling.
• Lead product and marketing teams to define value propositions, campaign messages, channel selection, and budget allocation.
• Steer marketing development, product development, and sales analytics and financial planning, using data to drive new business growth.
• Create, identify, and implement new and unique ways to partner with clients and prospects to drive top-line growth.
• Set and achieve aggressive business growth targets through new business and current accounts.
• Drive brand visibility and positioning.
• Institute sales and revenue generation processes that enable predictable, repeatable, and scalable market expansion, including business development, partner programmes, and pricing across all platforms.
• Recruit, train, and retain top-tier sales talent, and promote and build an outcome-driven, disciplined sales culture focused on clients, quality, and growth.
• Build trusted relationships and partnerships internally with employees and externally with customers, prospective customers, and other stakeholders.
• Work cross-functionally with various departments to build compelling propositions and ensure client and customer satisfaction through profitable business.
• Lead across the business by personal example, upholding a collaborative, player-coach culture, and actively participate in C-level discussions regarding overall company strategy and performance.

Skills & Qualifications

• Broad commercial experience of more than 10 years.
• Sales and Marketing Senior VP, Business Unit VP, or General Management and P&L Management experience.
• 5 or more years.
• Marketing knowledge of 3 to 5 years.
• Experience selling across a portfolio of complex services, with the ability to execute on and motivate a team around growth.
• Solid background of operational and financial rigour and excellence.
• Hands-on experience within health and insurance industries, advantageous.
• Proven track record in recruiting and developing a high-calibre sales and marketing team.
• Substantial consultative sales experience and proven success scaling a high-growth company or business unit.
• Proven success transforming an organisation to meet new requirements, implementing programme innovations, and continually improving performance.
• Ability to establish an accountable, performance-driven culture and build a scalable, dependable model for driving consistent revenue growth.

Sustained multi-market revenue growth in a high-growth B2B SaaS environment depends on the Chief Revenue Officer, who develops and executes a global GTM strategy encompassing Marketing, Business Development, Sales, and Customer Success across regions and product segments. Based within the Executive Team and collaborating with founders and senior leaders, the Chief Revenue Officer refines inbound and outbound lead generation and scales a partner, channel, and agency programme to expand into new industries.

Day-to-Day Responsibilities

• Collaborate with the Executive Team, Board Members, and other key stakeholders to develop and execute a global GTM strategy to achieve business and revenue strategic objectives.
• Deeply understand the company's value proposition, collaborate on Product Development strategy, and contribute to ensuring the company maintains and consolidates its market leadership.
• Ensure strategies and plans are translated into actionable milestones across Marketing, Business Development, Sales, and Customer Success.
• Build and develop existing GTM key leaders to deliver success across regions and product segments.
• Attract, hire, and retain a best-in-class team with a diverse background, ensuring an environment of continuous learning, high performance, and development.
• Integrate and break down silos between Sales and Marketing teams to ensure a holistic and coordinated GTM strategy across all teams.
• Develop strategies to establish new business in key segments through experimentation, sales enablement, and effective cross-functional collaboration.
• Establish and lead a best-in-class operations team that integrates technology tools and processes to ensure a high-performance, data-driven GTM strategy.
• Lead inbound and outbound teams in best-in-class strategies to ensure a consistent and predictable lead-generation engine for all relevant segments.
• Build and scale a partner, channel, and agency programme to help expand across additional regions and industries.

Requirements

• 10 or more years of experience building and leading high-performing, data-driven GTM organisations including high-velocity, enterprise, inbound marketing, channel, and customer success functions.
• Proven success as a CRO, CMO, CSO, or in a similar role, ideally within a velocity-to-enterprise B2B SaaS company.
• Track record of owning and driving a successful multi-market SaaS sales organisation, including lead generation, pipeline management, closing deals, and growing existing accounts.
• Significant experience in hiring, retaining, and developing high-performing GTM teams through periods of rapid growth.
• Experience working within a high-growth or hyper-growth technology company, collaborating with founders and senior leaders to create a scalable GTM strategy.
• Experience in establishing foundations in high-growth B2B SaaS in terms of people, processes, and technology to enable a predictive lead and sales generation engine.
• Proven excellence in leading an organisation working with small, medium, and large enterprise accounts across different industries and geographies.
• Strategic mindset with the ability to understand supply chain industry dynamics and existing opportunities to create a unique GTM strategy.
• Collaborative leader with clear communication skills and a highly analytical and data-driven thinking style.

As the Chief Revenue Officer, this role produces a long-term strategy for predictable, repeatable, and scalable sales results, leading sales, marketing, customer success, and professional services teams to drive enterprise SaaS platform revenue through direct sales, upsell, cross-sell, and churn reduction. The revenue organisation relies on this work to meet ambitious growth targets, with the Chief Revenue Officer overseeing territory planning, sales compensation, onboarding, and multi-faceted brand and lead-generation initiatives.

Scope of Work

• Define and execute a long-term strategy that ensures predictable, repeatable, and scalable sales results to meet company revenue growth targets.
• Drive revenue growth through direct sales of the SaaS platform to enterprise accounts, and accelerate revenue through upsell and cross-sell while maintaining existing revenue through renewals and churn reduction.
• Provide leadership and operational direction to the teams responsible for revenue generation and execution, including sales, marketing, customer success, and professional services.
• Inspire and drive performance of the sales team and all revenue-driving teams to meet or exceed goals.
• Drive and oversee process optimisation, territory and quota development, revenue forecasting, sales compensation, and overall sales force success.
• Oversee hiring, onboarding, training, performance management, career development, coaching, and mentoring of the sales team, and manage the sales department budget.
• Partner with Marketing to develop and execute a multi-faceted brand-building and lead-generation strategy across web, social and digital, trade conferences, speaking events, and other initiatives.
• Instil a customer-centric culture across all sales and revenue teams.

Experience & Qualifications

• Bachelor's degree or equivalent required; MBA a plus.
• 10 or more years of hands-on sales management experience in a progressive sales leadership role as VP or SVP of Sales within market research or B2B SaaS, including sales strategy, planning and execution, sales operations, business planning, and sales support management.
• Experience evaluating new markets, channels, and other strategic relationships, and building and optimising predictive revenue models.
• Global experience to help drive international expansion preferred.
• Proven track record in managing and growing revenue of $40 million or more.
• Proven success exceeding expectations in hitting revenue targets and retaining and growing customer relationships within a fast-paced, constantly evolving environment at a market research or B2B SaaS company.
• Strong leadership skills, with the ability to hire, mentor, develop, and lead a high-performing enterprise sales organisation.
• Advanced written and verbal communication skills, with proficiency in PowerPoint, Word, Excel, and Outlook.

Chief Revenue Officer develops and implements go-to-market strategies for New Directions and Tridiuum technology-enabled services, overseeing marketing and sales to consistently deliver revenue growth and expansion targets across healthcare and technology accounts. The work directly supports long-term enterprise value creation through strategic territory planning, pipeline management, and high-performing team development, in partnership with strategy, product, and innovation functions.

Work Activities

• Revenue goals, strategically prioritise sales opportunities, and drive long-term enterprise value creation through new and existing accounts.
• Develop and implement go-to-market strategies to consistently deliver revenue growth and expansion targets.
• Serve as strategic thought partner to the CEO on commercial strategy and execution.
• Partner with strategy, product, innovation, and other functional areas to develop cohesive strategies aligned with long-term growth objectives.
• Provide direct and indirect oversight of the team's goals, metrics, and results to execute on the strategic and annual plan.
• Develop and implement commercial practices for territory planning, pipeline management, forecasting, sales enablement, value-based sales strategies, and expansion into existing strategic accounts.
• Attract, develop, and retain high-performing sales and marketing teams in support of consistently delivering revenue growth.
• Oversee and lead marketing, via management of internal and external resources, to promote and develop the enterprise brand for continued growth.

Technical Qualifications

• Bachelor's degree required; Master's degree or MBA preferred.
• 15 or more years of demonstrated success in leading a sales team to growth.
• 5 or more years of experience providing strategic leadership to a team of professionals.
• Demonstrated experience executing enterprise healthcare sales, preferably with health plans, involving multimillion-dollar contract values.
• Experience selling technology and/or technology solutions preferred.
• Extensive knowledge of the industry and the value drivers for customers.
• Proven track record of meeting or exceeding targets and driving sales growth.
• Experience with a CRM and sales enablement tool in support of building, analysing, and optimising the sales process.
• Excellent communication, presentation, and executive presence.
• Team-oriented collaborator.
• Flexible and adaptable, with openness to new ideas and approaches.
• Strategic thinker who executes with urgency and precision.
• Experience selling in healthcare, technology, and large-scale businesses.

The Chief Revenue Officer guides a hypergrowth sales organisation scaling from 10 markets to a nationwide service, creating a high-performing customer-facing team that delivers consistently outstanding experience across SMB sales, geographic expansion, and multiple product lines. Reporting into senior leadership and building strong feedback loops with product and financial programmes, the Chief Revenue Officer drives a multi-functional growth model for an organisation scaling to 200 or more client-facing and growth team members.

Performance Expectations

• Drive continued hypergrowth by inspiring sales teams, scaling customer-facing and growth teams to 200 or more people, and driving a multi-functional growth model.
• Scale from approximately 10 markets to a nationwide service and brand.
• Scale the go-to-market organisation to sell multiple products and services.
• Create a high-performing customer-facing organisation that delivers consistently outstanding customer experience.
• Build strong employee experience and internal development paths for the go-to-market teams.
• Build feedback loops into product, financial products, and programmes to continuously improve the offering.

Position Requirements

• Experience leading an organisation through rapid growth and scale, and developing processes and strategies to enable successful penetration into new markets.
• Experience selling to real estate professionals such as agents and lenders is a plus.
• Strong local network effects and driving rapid geographical expansion.
• Experience running a customer organisation that drives end-to-end customer experience from initial touch to close to ongoing account management.
• Data-driven and efficiency-oriented approach to scaling, with measurable success in improving sales processes, methodologies, and systems.
• Proven ability to lead teams of 150 or more people and work effectively cross-functionally across the organisation.
• Mission-driven with a strong bias to action and the ability to move at the speed required for high growth.
• Highly collaborative and communicative, with a builder mentality.
• Champions a culture that promotes diversity, equity, and inclusion.

Embedded within a startup and enterprise SaaS environment, the Chief Revenue Officer creates the go-to-market functionality needed to scale annual recurring revenue from $15M to $20M and beyond, leading teams focused on enterprise-based customers with complex sales cycles and large-scale contracts. Working closely with cross-functional stakeholders and leveraging HubSpot, ZoomInfo, and related tools, the Chief Revenue Officer develops and executes business strategy while building and mentoring fast-growing go-to-market teams.

Core Responsibilities

• Shape the direction of revenue and revenue growth as the company continues to scale.
• Manage a global sales team focused on driving business growth.
• Improve customer experience and strategy.
• Lead contract negotiations and provide strategic input for pricing.
• Monitor revenue leads and pipeline, adjusting as needed to create sustainable growth.

Knowledge Skills & Abilities

• Experience growing annual recurring revenue and setting up go-to-market functionality to help companies scale from $15 million to $20 million and beyond.
• Experience leading teams selling to enterprise-based customers with large-scale contracts and complex sales processes and cycles.
• SaaS and startup company experience.
• Financial modelling and P&L experience.
• Experience developing and executing business strategy.
• Experience in construction, IoT, oil and gas, manufacturing, real estate, or related industries.
• Strong leadership experience, including a background in recruiting, hiring, and mentoring fast-growing go-to-market teams.
• Proficiency with HubSpot, ZoomInfo, and other relevant tools.