Chief Revenue Officer

Role Overview

• Own the full revenue number: new business, expansion, renewal, and retention across all segments (Enterprise, Mid-Market, and emerging PLG).
• Design and execute the go-to-market strategy to scale from $30M to $100M ARR within 3–4 years while maintaining profitability.
• Build and operationalize a quarterly planning cadence with bottoms-up forecasting, pipeline coverage models, and segment-level unit economics tracking.
• Establish minimum deal size thresholds and systematically prune low-value accounts that dilute team capacity and drag down margins.
• Drive cross-sell and upsell motions across the five-product portfolio, increasing average contract value and multi-product adoption rates.
• Build a scalable, multi-channel demand generation engine spanning outbound prospecting, content marketing, digital campaigns, events, partner referrals, and product-led growth.
• Own pipeline coverage ratios and ensure 3–4x pipeline-to-quota coverage at all times across segments.
• Implement rigorous pipeline inspection and deal management processes with weekly forecasting reviews, stage-gate criteria, and data-driven coaching.
• Personally engage in strategic pipeline development for enterprise accounts, including executive-to-executive relationship building.
• Design and execute a PLG motion that creates a self-service entry point into the platform, converting free or low-cost users into enterprise contracts.
• Build the instrumentation, analytics, and product-sales handoff processes required to identify and convert PLG-qualified leads into sales-assisted opportunities.
• Personally lead and close strategic enterprise deals with Fortune 500 accounts, particularly in regulated industries with complex procurement and compliance requirements.
• Develop an account-based strategy for the top 50 target accounts with dedicated pursuit plans, relationship maps, and executive engagement cadences.
• Drive gross revenue retention from current levels to 92%+ through proactive customer health monitoring, risk identification, and executive intervention processes.
• Implement a structured customer lifecycle management process from onboarding through renewal, with clear ownership, milestones, and escalation paths.
• Lead and scale a global revenue organization encompassing Sales (Enterprise and Mid-Market), Marketing (Demand Gen, Product Marketing, Field Marketing), Business Development (SDR/BDR), Customer Success, and Revenue Operations.
• Maintain and improve unit economics as the company scales: CAC payback under 18 months, LTV-to-CAC ratio above 3x, and gross margins consistent with best-in-class SaaS benchmarks.

Requirements

• Proven track record scaling a B2B SaaS company from $20–40M to $100M+ ARR as CRO, VP of Sales, or equivalent revenue leadership role.
• Direct, personal experience closing six
• and seven-figure enterprise deals with Fortune 500 or equivalent large enterprise customers.
• Experience leading a global, multi-functional revenue organization including Sales, Marketing, and Business Development with 50+ total team members.
• Demonstrated ability to build and operate a demand generation engine that produces predictable, inspectable pipeline across multiple channels.
• Deep understanding of modern SaaS unit economics including CAC, LTV, payback period, gross margin, GRR, and NRR—with evidence of running a profitable or capital-efficient operation.
• Experience implementing or scaling a product-led growth motion alongside traditional enterprise sales.
• Track record of improving gross revenue retention to 90%+ and net revenue retention to 110%+ at scale.
• Experience selling into regulated industries (financial services, healthcare, government, life sciences) with complex compliance and security requirements.
• Minimum 15 years of progressive revenue leadership experience, with at least 5 years in a CRO or equivalent role.

Benefits

• Competitive compensation, incentive structure, and company equity
• Daily coaching, mentorship, and growth opportunity
• Remote-first team!
• Be part of a global, mission-driven team
• Learn from top leaders in Salesforce DevOps and SaaS sales
• Work on exciting challenges in a rapidly growing industry
• Unlimited Flex Time Off Plan + All Major holidays