The Chief Revenue Officer (CRO) will be the key executive responsible for driving all aspects of revenue generation across sales, marketing, and customer success. This is a hands-on turnaround role suited for a decisive, data-driven leader who thrives in complex environments and can quickly diagnose underperformance, rebuild foundational sales processes, and ignite growth momentum.

The CRO will play a pivotal role in rebuilding a struggling sales organization, establishing sales discipline and consistency, aligning go-to-market strategy across departments, and instilling accountability at every level. This leader will shape the future structure of the commercial organization and ensure that revenue execution meets or exceeds aggressive growth targets.

Key Responsibilities

Sales Leadership & Strategy

Assess current sales organization, structure, talent, and processes; implement a disciplined sales methodology and performance culture.
Develop and execute a comprehensive go-to-market plan that accelerates new customer acquisition and drives repeatable growth.
Define clear sales goals, pipeline metrics, and compensation structures aligned with company objectives.
Personally engage in high-value sales pursuits, customer meetings, and negotiations to close near-term deals and mentor team members.
Establish consistency in messaging, value articulation, and pricing strategies across all sales channels.

Organizational Transformation

Serve as a prescriptive “fixer”quickly identify what’s broken, implement immediate remedies, and drive cultural accountability.
Make tough decisions regarding underperforming personnel; rebuild the sales leadership bench as needed.
Strengthen alignment between sales, marketing, and customer success for an integrated customer-lifecycle approach.
Lead with urgency and pragmatism. This role requires someone who will both strategize and execute.

Market Development

Lead go-to-market efforts targeting energy-intensive sectors such as quick-serve restaurants and entertainment venues.
Position the company as the premier energy-management partner through credible storytelling, ROI-driven value propositions, and strong customer references.
Partner with Product and Technology to ensure alignment between customer needs, product roadmap, and sales enablement.

Performance Management

Establish near-term growth targets and turnaround KPIs to restore revenue trajectory.
Create a transparent sales reporting and forecasting cadence.
Develop incentive structures that reward high performance and deal conversion.

Qualifications

10–15+ years of progressive experience in B2B sales leadership roles (VP, CRO, or CSO level), ideally within technology, SaaS, energy management, or sustainability-driven industries.
Proven success leading commercial turnarounds or sales-organization restructures; strong operational and cultural transformation skills.
Demonstrated ability to drive revenue growth rapidly and consistently exceed aggressive sales quotas.
Skilled at working with investor-backed companies and board-level stakeholders (experience with Goldman Sachs portfolio companies a plus).
Track record of closing large enterprise deals ($1M–$3M+ average deal size) and scaling pipelines in complex solution sales.
Comfortable operating with limited direction, high ambiguity, and fast-paced decision cycles.

MBO Partners

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Chief Revenue Officer