Company: On Call Computer Solutions LLC
Reports to: President / CEO
Location: Flexible (preferred: hybrid with travel to Tallahassee / Jacksonville / Virginia Beach as needed)
Type: Full-time, executive leadership
Role Summary
The Chief Revenue Officer (CRO) owns revenue growth end-to-end—strategy, pipeline, sales execution, marketing alignment, and customer expansion. This leader will build the systems, team structure, and operating cadence required to scale from a growth-stage business to a $100M+ revenue organization, without creating chaos, margin erosion, or delivery strain.
This is a “builder + operator” role: you will set the strategy, but you’ll also install the playbook, coach leaders, and drive measurable outcomes.
What Success Looks Like (First 12–18 Months)
- Predictable, measurable revenue engine with clear funnel metrics and accountability.
- Increased qualified pipeline and improved conversion rates.
- Shorter sales cycles and improved win rates through better qualification and sales process.
- Improved retention and expansion motions (QBRs, upsell/cross-sell, renewals discipline).
- Strong alignment across Sales, Marketing, and Operations so growth is deliverable and profitable.
Key Responsibilities
- Revenue Strategy & Planning
- Own annual/quarterly revenue plan: targets, segmentation, ICP, capacity model, and budget assumptions.
- Define pricing/packaging strategy (MSP bundles, compliance offerings, projects) to protect margin and increase ARPA/ARPU.
- Create a repeatable go-to-market (GTM) strategy for new markets, verticals, or services.
Sales Leadership (New Business)
- Lead the entire sales org: SDR/BDR, Account Executives, Sales Ops (as applicable).
- Build and enforce a consistent sales process (qualification, discovery, proposal, close).
- Install forecasting discipline and pipeline hygiene in CRM.
- Coach and develop sales leadership; hire as needed.
Marketing Alignment (Demand Gen)
- Partner with marketing to define lead targets, channel strategy, and campaign calendar.
- Ensure clear lead definitions (MQL/SQL), routing rules, and feedback loops.
- Measure and improve CAC efficiency, lead-to-opportunity conversion, and velocity.
Customer Growth (Retention + Expansion)
- Partner with service delivery/account management to improve retention and expansion.
- Establish QBR cadence, renewal process, and expansion playbooks.
- Create customer segmentation and account plans for top accounts.
Revenue Operations (Systems + Cadence)
- Build a revenue operating system: weekly scorecards, monthly reviews, quarterly planning.
- Implement KPIs, comp plans, territories, SLAs (Sales/Marketing handoff), and enablement.
- Ensure CRM and reporting are accurate, usable, and decision-ready.
Cross-Functional Leadership
- Align growth with operational capacity (onboarding, staffing, project delivery).
- Identify strategic partnership and acquisition opportunities that accelerate revenue growth.
KPIs & Scorecard
Pipeline & Conversion
- Qualified pipeline created per month/quarter
- SQL → Opportunity conversion %
- Win rate %
- Sales cycle length
- Average deal size / gross margin per deal
Revenue Performance
- New ARR/MRR (or recurring contract value)
- Net revenue retention (NRR)
- Gross revenue retention (GRR)
- Expansion revenue (upsell/cross-sell)
Efficiency
- CAC and payback period (as measurable)
- Forecast accuracy
- Productivity per rep (pipeline and closed revenue)
Required Experience & Qualifications
- Proven CRO or better leadership experience scaling revenue in a B2B services business (MSP, cybersecurity, compliance, IT services, or similar).
- Demonstrated success building teams and systems that scale (not just “hero selling”).
- Strong command of modern outbound + inbound motions (SDR programs, account-based selling, partnerships).
- Experience operating with a KPI-driven cadence and reliable forecasting.
- Strong business judgment around pricing, packaging, and margin protection.
- Comfortable in a high-accountability, fast-moving environment.
Preferred
- Experience (Verifiable) Proscaling into the $50M–$100M+ revenue range.
- MSP/Security / Compliance familiarity (CMMC, assessments, managed services, governance).
- M&A integration experience or strategic partnership leadership.
Core Competencies (What We’re Screening For)
- Builder mentality + operational rigor
- Data-driven leadership (scorecards, forecasting, funnel math)
- Ability to recruit, develop, and lead high-performing revenue teams
- Executive presence with clients and internal leaders
- Systems thinking: process, enablement, accountability, repeatability
Pay: $250,000.00 - $500,000.00 per year
Benefits:
- Dental insurance
- Health insurance
- Life insurance
- Paid time off
- Professional development assistance
- Retirement plan
- Vision insurance
Work Location: Remote
