Our client is a leading Software as a Service provider. Their unique solution offering has just been upgraded to the cloud and they are in search of a tactical Chief Revenue Officer to help scale up a marketing-focused sales team to leverage their recent on-prem to cloud conversion.
The Chief Revenue Officer will be responsible for implementing the sales and marketing strategies needed to increase on-prem to cloud SaaS user conversions and revenue opportunities. This role is a critical role to play in transforming the go-to-market tactics required to achieve the company’s short and long-term sales goals and growth objectives.
This Role Offers:
- Competitive base salary plus uncapped comprehensive benefits package: PTO, medical/dental/vision, 401K, expense account, travel perks, and more.
- Thought-leadership opportunity – as a member of the executive team, there is a generous bonus plan as well as company ownership opportunities.
- Work within a team of highly successful executives that are mastering the SaaS market.
- Small, entrepreneurial team backed by a multimillion-dollar budget.
- Tightly knit and results-focused team with a strong work-life balance.
- High visibility within the team and a high degree of influence on projects and company strategy.
- Company and executive team is low bureaucracy, low red-tape, and results-focused. The best ideas will always win.
Focus:
- Hire, develop, and retain a team of exceptional sales leadership and marketing professionals through the on-prem to cloud SaaS conversion and opportunities.
- Develop sales strategies to motivate sales leaders to enable their teams on new sales strategies to increase users.
- Design and implement initiatives to accelerate new revenue generation, improve customer retention, and drive the expansion of revenue.
- Coach and drive internal teams to adhere to operating rhythm to capture results and define different pieces of the process.
- Partner with the Revenue Enablement and Marketing teams to design the education and training programs needed to improve core sales skills, enhance seller effectiveness, and uncover prospecting opportunities.
- Assist with pricing, commission comp plans, sales objectives, scaling sales team, and other revenue-based initiatives based on findings. Report business KPIs.
- Report on competitor operations and scalability.
- Enable and support the sales team with analytics and market data to strengthen their value props and guide sales efforts. Influence change in processes by reporting predictive findings and analytical trends to the executive team and key stakeholders.
- Serve as Subject Matter Expert on SaaS sales, marketing, and revenue-generating trends.
Skill Set:
- 10+ years of sales leadership experience in SaaS or enterprise sales organization supporting B2B sales with a recurring revenue model.
- 5+ years of in-depth experience with CRM management, SaaS metric reporting, tracking, etc.
- Bachelor’s degree in an applicable field is required. MBA or advanced degree a plus.
- Must have proven success in scaling a revenue-focused sales team for an on-prem to SaaS conversion, leveraging business analytics.
- Proven ability to leverage marketing lead generation to increase sales.
- Expertise in product marketing and digital marketing.
- High attention to detail and an analytical approach to problem-solving.
- Previous experience in analyzing SaaS sales metrics within an on-prem to cloud conversion.
- Experience with change management is preferred.
- Prior experience in the legal technology industry or case management software is preferred.
- Ability to work in a fast-paced, ambiguous environment with independence and excellence while managing simultaneous projects.