Chief Revenue Officer

Schellman is a leading provider of attestation and compliance services. Our professional services focus on security and privacy audits, assessments, and certifications. Schellman has become one of the largest cybersecurity assessment firms in the United States without providing any traditional accounting services, such as financial statement audits or tax preparation services, as other CPA firms. We are an accredited multi-framework ISO Certification Body for security, privacy, business continuity, and quality; a globally licensed PCI Qualified Security Assessor and a top provider to clients serving the federal DoD space as a leading FedRAMP 3PAO and the first assessment firm authorized as a CMMC C3PAO.

Job Summary

A Chief Revenue Officer (CRO) is a key executive responsible for overseeing all revenue-generating activities within the organization. In this role, you’ll focus on developing strategies, managing sales channels, and identifying market opportunities to drive revenue growth and maximize profitability. We’ll look to you to align sales/business development, marketing, and other revenue-focused functions to achieve business objectives. This role will participate in analyzing market trends, develop competitive strategies, and collaborate with various departments to optimize pricing, service & product development, and client satisfaction. You’ll oversee initiatives that encompass driving revenue generation, establishing partnerships, and resolving operational issues to ensure consistent

growth and financial success. We’ll want you to focus on improving sales performance, creating great service/product and pricing strategy, and delivering customer satisfaction to ultimately improve revenue

operations.

Essential Functions

• Grow new and existing paths of revenue and build the business process to meet and exceed firm revenue goals.
• Cross-functionally align the different business units and SME’s to work together towards a common goal of increasing firm revenue in the current year and forging a future focused growth mindset. This would include collaborating with finance, sales/business development, marketing, and service delivery leadership on pricing strategies and business models.
• Use predictive forecasting tools and modeling to identify market trends, momentum, forecast predicted revenue and potential revenue at risk. Provide competitive analysis, strategies and tactics.
• Ability to derive actionable insights from sales and market data. Develop accurate revenue forecasts and pipeline projections to guide strategic decision-making and resource allocation.
• Work with sales/business development teams and marketing on go-to-market strategy; monitoring the marketplace and analyze opportunities.
• Stay well-connected with clients to ensure broad market needs are being incorporated into service/product development and enhancement cycles.
• Foster strong relationships with key clients, understand their needs, and ensure the delivery of exceptional client experiences.
• Identify and resolve issues across the marketing/sales and account management functions
• Troubleshoot any recurring process issues, determining root cause and driving solutions.
• Assist with special projects as necessary
  
  

Knowledge, Skills, And Abilities

• At least 10 years of progressive experience as a Chief Revenue Officer or similar role. Big Four experience strongly preferred
• Deep understanding of the industry, market trends, and competitive landscape in professional service and IT audit/attestation work.
• Proven track record of growing revenue through service line/product development, cultivating new revenue-generating channels, client growth and developing our brand and market footprint.
• Define and monitor key performance indicators (KPIs) related to revenue generation, sales productivity client retention, and market share.
• Strong analysis skills. Experience in working with large data and spreadsheets in Excel along with general ledger and P&L experience/knowledge.
• Excellent interpersonal skills and ability to work effectively with peers and all levels of management
• Strong organizational skills. Effective in prioritizing work and following through on commitments
• Strong problem-solving skills – ability to determine solutions and alternative solutions based on the situation
• Positive attitude and a high level of enthusiasm. A willingness to embrace innovation and adapt to changes in the business environment to stay ahead of market trend is crucial.
• Ability to work effectively in a collaborative environment
• Proven ability to craft and execute a business strategy
• Ability to work additional hours to meet deadlines
  
  

Education, Work Experience, And Certifications

• Bachelor’s degree in Accounting, Finance, Business, Economics or other related fields.
• 10+ years work experience in professional services, prefer public accounting or IT audit & attestation firms.
• Advanced proficiency with Excel required
• CPA preferred; MBA or other advanced degree a plus
  
  

Schellman is an equal opportunity employer (EOE) and strongly supports diversity in the workplace; therefore, providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. Schellman uses E-Verify in our hiring process.

At Schellman, we strive to provide a flexible and balanced environment and therefore offer the opportunity to work remotely, unless otherwise stated in the job requirements. Connecting, collaborating and continuous education are also highly valued and therefore we require approximately 20% travel annually for our Operations roles, which can include in-person training, team meet-ups, and strategy meetings. Service Delivery team members will also be required to travel based on business and client needs.