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Chief Revenue Officer

Talentstra • Full-time • Seattle, WA, US • 13h ago

Position- Chief Revenue Officer

Location- Dallas, TX/Seattle, WA/California/Washington/Oregon

Interview- Phone and Skype

Duration- Full-Time Opportunity

Role Overvie

wClient is building a next-generation data center platform focused on hyperscale colocation, enterprise infrastructure, AI-ready hosting, and network-rich connectivity services. As the business scales capacity and market presence, it requires a senior commercial leader to architect and execute a predictable, governance-driven revenue engine

.
The Chief Revenue Officer (CRO) will own the entire revenue lifecycle, spanning hyperscale anchor tenants, large enterprises, ecosystem partners, and renewals/expansio

n.This role goes beyond sales leadership. It is accountable for revenue strategy, execution discipline, commercial governance, and forecast predictabilit

y.
The CRO will build and lead a functionally specialized commercial organization, ensuring scalability, rigor, and repeatability across the entire customer lifecyc

le.
Mandate & Value Crea

tionThe CRO’s mandate is to create long-term, high-quality revenue visibility while balan

cingaggressive growth with margin discipline and risk governa

nce.Key value levers incl

ude:● Landing and scaling anchor hyperscale custo

mers● Building repeatable enterprise and ecosystem rev

enue● Institutionalizing forecasting accuracy and pipeline discip

line● Driving high Net Revenue Retention (NRR) through renewals and expans

ions● Establishing Client as a trusted, long-term infrastructure par

tner
Commercial Organization

ScopeThe CRO will lead a multi-function commercial organization with clear role specializatio

n andaccountability across the following a

reas:Hyperscaler Sales (Strategic Acco

unts)● Ownership of global hyperscalers, sovereign cloud operators, and AI infrastru

ctureplat

forms● Negotiation of multi-year, multi-site cont

racts● Anchor tenant acquisition and capacity reservation agree

ments
Enterprise & Domestic

Sales● Enterprise colocation, hybrid cloud, DR/BC, and managed infrastructure se

rvices● Focus on mid-to-large enterprises and government cus

tomers● Vertical-led, account-based sales

model
Channel & Al

liances● Global system integrators (GSIs), cloud ecosystems, telecom carriers, a

nd MSPs● Development of partner-led and co-sell revenue

motions● Scalable ecosystem-driven pipeline c

reationPre-Sales & Solution Engineering ( Matrix reporting under Colocation and

Cloud)● Architecture, solution design, bid management, and capacity val

idation● Technical and commercial feasibility input into comple

x deals● Critical capability for hyperscale and AI-driven wo

rkloadsMarketing & Demand Gen

eration● Brand positioning and market me

ssaging● Demand generation, analyst engagement, and industry p

resence● Pipeline creation aligned to strategic revenue pri

oritiesRevenue Operations (

RevOps)● Pipeline governance and CRM ow

nership● Forecasting cadence and a

ccuracy● Pricing and discount gov

ernance● Sales analytics and executive das

hboards● Acts as the control tower of the revenue

engine
Customer Success & Account Ma

nagement● Renewals, expansions, and customer lifecycle o

wnership● SLA governance and retention

strategy● Focus on Net Revenue Retention and lifeti

me valueCore Responsi

bilitiesTotal Revenue O

wnership● Accountability for bookings, revenue growth, and pipelin

e health● Alignment of revenue growth with profitability and capacity uti

lization● Forecast accuracy and long-term revenue vi

sibility
Hyperscale Revenue

Strategy● Lead pursuit and closure of anchor hyperscale

customers● Structure long-term, defensible contracts with strong risk and pricing d

iscipline● Enable multi-site and phased capacity co

mmitmentsEnterprise & Ecosyst

em Growth● Drive vertical-led enterprise growth across BFSI, telecom, IT/ITES, manuf

acturing,and g

overnment● Scale partner-led revenue through GSIs and cloud e

cosystems
Commercial

Governance● Pricing discipline and margin

integrity● Contract governance and commercial risk

management● Structured deal review and approval

mechanismsRevenue Pred

ictability● Establish standardized sales and forecasting

processes● Define pipeline coverage ratios and conversion

benchmarks● Move the organization toward a highly predictable reve

nue engine
Key Performan

ce MeasuresRevenue &

amp; Growth● Annual bookings and rev

enue growth● Pipeline coverage and

conversion● Average deal size and rev

enue per MW
Execution &amp

; Operations● Forec

ast accuracy● Win rates and sales cy

cle duration
Cus

tomer Metrics● Net Revenue Re

tention (NRR)● Churn and expansion revenue

contribution
Lead

ership Pro

fileExperience● 20–25+ years of senior commercial leaders

hip experience● Strong background in one or more of

the following:o Data centers and digital

infrastructureo Telecom or network-heavy

infrastructureo Cloud and enterprise infrastru

cture services
Must-

Have Experience● Leading large, complex, long-cycle infra

structure deals● Direct engagement with hyperscale or mega-enter

prise customers● Operating in environments requiring strong governance and

predictability
C

ore CompetenciesComme

rcial Leadership● Building and scaling disciplined sal

es organizations● Clear orientation toward process, cadence, and

execution rigorDeal &

Financial Acumen● Deep understanding of pricing models, contract structures, and

risk allocation● Ability to balance long-term capacity commitments with r

eturn objectivesTechnic

al Understanding● Hyperscale data center operations and power densit

y considerations● AI infrastruct

ure requirements● Network connect

ivity ecosystems
Leadership S

tyle & Traits● Structured, data-driven, and go

vernance-oriented● Strong forecast discipline and accou

ntability mindset● Comfortable operating at bo

ard and CXO level● Builder mentality with the ability to scale

teams and systems
First-Year

Success Defin

itionFirst 90 Days● Assess pipeline quality, deal risks, an

d forecasting gaps● Evaluate maturity of co

mmercial functions● Establish governance cadence an

d operating

rhythm
90–180 Days● Strengthen hyperscaler and anc

hor tenant pipeline● Deploy standardized sales, pricing, and de

al review processes● Institutionalize RevOps and for

ecasting dis

cipline
180–365 Days● Close anchor

hyperscale contracts● Improve revenue predictability and

pipeline conversion● Build a strong renewal

and expansion engine

Why This Role MattersThe CRO will play a foundational role in shaping Client market

position a

nd revenuedurability.Success in this role wil

l directly determine:● Speed and quality of h

yperscaler onboarding● Long-term utilization of

data center capacity● Predictability of c

ash flows and returns● Credibility with global c

ustomers and partners

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