Company:

The mission of the company is to deliver impactful payment and messaging solutions into Enterprise Level Consumer Finance and highly regulated markets. With a recent Series A injection of funding from an established VC; the company is well positioned to accelerate growth in 2023.

Position:

Reporting to the CEO, the CRO will drive revenue growth of our business through development and execution of repeatable, actionable and scalable motions, designed to expand marketplace presence and over-achieve annual revenue targets. The CRO will create and drive a culture of accountability and achievement for both short and long-term goals and objectives across the sales, channel and customer success organization. Working collaboratively with the CEO and senior management team, in particular CFO, CMO and CPO, the CRO will clearly articulate, create, lead and execute company’s revenue plans.

Responsibilities:

1. Building High Performing Teams and Leading Them to Success

Develop staffing plans and hire A players, that fit the Challenger Sale profile. Expected to always be recruiting, for present needs and to develop a network so we are able to grow efficiently in the future.
Coach team to improved performance, shortening deal cycles and improving forecasting accuracy. Ensure that all components of the customer value proposition are mapped effectively and serve as executive sponsor to drive higher close rates and increased average deal value.
Create a culture of continuous learning and training in which wins are shared and replicated and losses are shared and avoided.
Ensure product knowledge, and sales and success delivery philosophy/strategy are established and understood by sales and customer success organizations through focused team development and training programs.
Identify team processes and skill deficiencies for ongoing training development to drive increased performance and success of reps and customer success managers.
Decrease time from hire to productivity through leading the development and implementation a new training/onboarding program.

2. Driving Repeatable Sales & Customer Success Processes

Penetrate priority markets, and align strategies and resources, including marketing, channel and product resources, to maximize identified opportunities.
Using Salesforce, develop and implement scalable processes, to enable land & expand processes that are metrics driven, providing actionable and accurate information for building, managing and executing a balanced pipeline that supports achievement of acquisition, expansion and renewal targets.
Create a culture of strong Salesforce hygiene, in which if it is not documented there, it didn’t happen, and one where the team is expected to enter complete and accurate data into Salesforce.

3. Forecasting. Develop and implement revenue cycle management disciplines, including regular pipeline reviews, in order to provide senior management with dependable and accurate monthly revenue forecasts (goal of 90%+ accuracy).

4. Revenue Operations. Develop and implement a comprehensive Revenue Operations function, including accountability for pipeline management discipline, product and market training, new hire onboarding, quota and compensation plan development and tracking, and development and tracking of a comprehensive sales and success management dashboard.

5. Cross-Functional Collaboration

Work closely with Executive Team to ensure sales efforts are in synch with all growth strategies and initiatives
Work closely with the Marketing team to define shared measurable goals and execute on demand generation strategies that efficiently build and accelerate both land and expand pipelines.
Work closely with CFO and HR to effectively recruit & hire A Players.
Work closely with CEO as strategic advisor.

Requirements:

Familiarity and demonstrated capabilities with the Challenger sales model. Proven successful track record with enterprise-level land & expand strategies.
Industry Domain: Experience in enterprise SaaS for financial services and/or other regulated industries; communications technology, fintech and payments knowledge a plus.
Ability to Over-Achieve: Proven track record of consistently over-achieving annual revenue targets for companies at the $10-50M revenue range.
Effective Negotiator: Proven sales skills in complex deal development, financial structuring, negotiations and closing with both new and existing clients.
Successful track record of building and leading a highly productive, scalable sales process and team.
Trustworthy: shows the highest level of integrity, intent, ability and results in all endeavors building trust with all stakeholders.
Analytically Capable and Metrics Driven: Makes data driven decisions with understanding of the data and its sources. Is continuously working to improve data sources and success metrics to improve decision making.
External Relationships: Has a track record of establishing C-Level relationships across a variety of industries.
Proven track record of hiring and developing A players: Sources, selects and sells A players to join the company
Closer: Able to close and teach others to close complex B2B deals.
Strategist and tactician: Able to set the multi-year plan to meet revenue objectives, coalesce these strategies into tactical plans, set objectives for team members and hold people accountable to achieve the agreed objectives.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

ISC

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