Chief Revenue Officer (CRO)
Industry: Transportation & Logistics (Trucking + Freight Brokerage)
Reports To: CEO / President
Location: Tampa, Florida, or Chicago, IL
Position Overview
We are seeking a dynamic and strategic Chief Revenue Officer (CRO) to lead all revenue-generating functions for a rapidly growing transportation and logistics organization that operates both an asset-based trucking fleet and a freight brokerage division.
The CRO will be responsible for developing and executing the company's overall commercial strategy while aligning sales, marketing, pricing, and customer success initiatives to drive sustainable revenue growth and profitability.
This executive will play a key role in expanding market share, strengthening strategic shipper relationships, and ensuring coordination between asset operations and brokerage solutions to maximize customer value.
Key Responsibilities
Revenue Strategy & Leadership
- Develop and execute the company's revenue growth strategy across trucking and brokerage divisions
- Align sales, marketing, and customer success teams around revenue targets and performance metrics
- Identify new market opportunities, verticals, and service offerings to drive growth
- Partner with executive leadership to establish long-term revenue forecasts and strategic goals
Sales & Business Development
- Lead and scale the sales organization, including national account executives, business development managers, and strategic account leaders
- Establish processes for pipeline development, forecasting, and performance tracking
- Build and maintain executive-level relationships with key shipper accounts
- Oversee enterprise sales initiatives targeting mid-market and large shippers
Integration of Asset & Brokerage Services
- Develop commercial strategies that leverage both asset-based trucking capacity and brokerage solutions
- Ensure the sales organization effectively sells multimodal solutions including truckload, dedicated, and brokerage services
- Partner with operations leadership to ensure alignment between capacity and customer demand
Pricing & Profitability
- Implement pricing strategies that balance margin optimization and market competitiveness
- Monitor market trends, capacity cycles, and pricing dynamics within both trucking and brokerage markets
- Work with finance and operations to ensure revenue growth translates into sustainable profitability
Team Development & Culture
- Recruit, mentor, and develop high-performing commercial leaders
- Build a culture of accountability, collaboration, and customer focus
- Establish KPIs and performance management systems across the commercial organization
Qualifications
- 10+ years of senior leadership experience in transportation, logistics, or supply chain
- Proven success leading sales and revenue teams within trucking, brokerage, or 3PL organizations
- Deep understanding of both asset-based trucking operations and freight brokerage models
- Demonstrated ability to scale revenue and build high-performing commercial teams
- Strong experience selling complex logistics solutions to enterprise and mid-market shippers
- Strategic thinker with strong financial and operational acumen
Preferred Experience
- Experience leading multimodal logistics organizations with both asset and non-asset divisions
- Track record of scaling revenue in a high-growth transportation company
- Experience working with private equity-backed or rapidly expanding companies
- Familiarity with transportation technology platforms (TMS, pricing tools, data analytics)
Key Leadership Competencies
- Strategic vision and execution capability
- Customer-centric mindset
- Strong financial discipline and revenue forecasting expertise
- Ability to build alignment between sales, operations, and executive leadership
- Data-driven decision-making and performance management
Impact of the Role
The Chief Revenue Officer will play a critical role in shaping the company's commercial future by:
- Driving top-line revenue growth
- Expanding strategic shipper partnerships
- Integrating asset-based and brokerage services into unified solutions
- Building a scalable commercial organization capable of supporting long-term growth
