You have the chance to join the world’s leader in tracking and predicting the spread of news and information online. This company has grown to eight figures of ARR with strong unit economics, new funding, and a large market opportunity ahead. They are looking for the right CRO to lead their commercial functions through their next growth phase.
As Chief Revenue Officer, you will be a key member of the executive team, reporting to the CEO and working alongside the People, Product and Finance leaders. You will play a pivotal role in the company's growth by developing and implementing a joined-up framework encompassing the marketing, sales and customer success functions, and be the key person responsible for leading the revenue function, managing and enabling the commercial managers, particularly the VPs of Sales, CS and Marketing.
As Chief Revenue Officer you will:
- Build Revenue Systems. Define and implement processes that ensure predictable, repeatable, and scalable sales, expansion and renewal outputs to meet the Company’s revenue growth targets
- Set Standards. Establish performance management expectations and frameworks, and guide our managers toward achieving consistently excellent results from their teams
- Lead. Be both leader and manager of our commercial managers, with over 50% of the company’s headcount (and over 40 people) in your org
- Hit Targets. Be accountable and responsible for meeting the Company’s revenue targets, with support from the rest of the Company’s leadership
- Input. As the ranking representative of the commercial function of the company, you’ll input to product strategy, company strategy, and almost all key decisions
- Stay on top of the numbers. Monitor the revenue pipeline and leads, through reporting, dashboards, and tracking channels to provide actionable insight to the Executive Team and the Board
- Participate on the Team. You’ll be a key member of our leadership team, and you’ll have energy ideas and help for those around you
- Build Trust. Develop relationships and partnerships with key existing and target clients, and help build awareness and trust among our ideal customer persona.s
- Get in the Weeds. Provide tactics and ideas to help move sales opportunities, improve pipeline management, improve forecasting
What you will have/be:
- Have previously grown a SaaS / subscription business from the $10 - 15m to $30 - $100m range at a high velocity
- 10+ years in commercial leadership roles in SaaS or B2B information subscription businesses, driving and implementing revenue growth, with at least 5 years spent in Sales or managing Sales
- A track record of designing and implementing high-growth GTM systems and processes, particularly on the Sales side of the business
- Track record of thoughtfully growing revenue through new business, expanding existing client accounts, pricing optimization, marketing, and partnerships
- Capability to motivate and lead a team focussed on high performance
- Ability to oversee strategic deals from prospecting to closing
- Experience in making decisions based on business metrics
- Ability to work, motivate a team, and perform well in a primarily remote-first work environment
- Ability to deliver clear, concise, and reliable reporting on all activities to key stakeholders
- Work with the CEO to optimize existing revenue models and create new revenue streams
- Experience in sales and managing functions of media monitoring technology is a plus
- Strong base salary with bonus and equity
- Compensation ranges from $250,000 - $550,000, comprising base salary, commission, and equity
- Medical, dental, and vision plans
- Paid time off allowing 20 days leave + public holidays
- 401(k) plan
- Remote office benefits
What will set you above the rest:
- Curiosity. You are interested in the customers and their problems. You are interested in the products and how they are used. You approach problems seeking to find the truth, rather than prove your own point.
- Hands-On. You will become a power user of the products. By 2 months in, you can do a good product demo.
- Entrepreneurial. They don’t have the deep layers of support - or bureaucracy - of a big company. That means you’ll have the most impact if you’re scrappy and can dig into solving problems - or when needed, crunching numbers - yourself.
Finally, they want to grow quickly but sustainably - closing customers that are the right fit and will be around long term. The right CRO for this job will like operating within this constraint and take pride in building a long-term sustainable business.