Title: Chief Revenue Officer (Crux and Razor Risk)
Salary: Competitive
Location: New York or London
Role: Full-time, permanent
Crux and Razor Risk are highly successful businesses, each with a strong growth track record, proven institutional-grade technology and a global blue-chip client base.
Working with clients including Goldman Sachs and Brevan Howard, Crux onboards, validates and monitors the external data pipelines that feed financial firms. Razor Risk delivers real-time credit, market, clearing and liquidity risk management to banks, CCPs, treasury managers and broker-dealers, supporting clients including the Australian Stock Exchange (ASX).
We're now looking for a Chief Revenue Officer to lead the commercial function across both businesses. The mandate is to convert that combined foundation into repeatable, forecastable growth with new institutional clients on a truly global basis, across the US, EMEA and APAC, and to build the commercial engine to sustain it.
The businesses are backed by Parabellum Investments, the family office of Rami Cassis, which has a long record of scaling mid-market enterprise software and financial technology businesses. Its recent exits include Parseq to Paragon Group.
The role
As CRO, you own the entire commercial agenda for the two businesses. Parabellum Investment recently completed the acquisition of Crux, and you will own all revenue and all client relationships ahead of an eventual but carefully considered merger. That means winning new institutional clients and making sure existing clients remain exceptionally well looked after, across both businesses.
The product suite and the client credibility are already in place, but how Razor Risk and Crux goes to market from here is genuinely open and yours to shape. You'll set the segment strategy, coverage model and process, and you'll be judged on whether it works rather than on how closely you followed someone else’s method.
You'll report directly to the CEO in a small, senior environment where decisions happen in days. You'll work alongside the CEO, CTO and Head of Strategy to shape business strategy, build the go-to-market plan, set marketing and account plans, and feed relevant input into product roadmaps.
There may well be subsequent acquisitions. The role may involve integrating additional commercial teams over time, but the role is firmly focused on driving organic growth.
Responsibilities
- Own all revenue and client relationships across Razor Risk and Crux, winning new institutional clients while ensuring existing clients remain exceptionally well looked after
- Drive headline revenue growth without growing the underlying cost base, owning the global commercial plan across the West Coast US, East Coast US, Europe, Asia and Australia
- Set segment strategy across Tier-1 banks, CCPs, clearing houses and exchanges, as well as mid-tier institutions the large incumbents underserve
- Lead the highest-value opportunities end to end, from first conversation through to signature
- Navigate multi-stakeholder buying groups spanning risk, tech, procurement, compliance and the board
- Put in place a defined sales process, including qualification standards, stage gates, account planning and CRM discipline, and deliver a forecast the board can plan against
- Grow revenue from existing clients through expansion, renewal and providing additional high-value advisory services
- Close the gap between how good the technology is and how well the market knows it
- Define the partner and reseller model where it extends reach without extending cost
- Lead and develop the existing commercial resource, raising performance without raising cost, and integrate additional commercial teams as the group acquires
Experience
- This is a working leadership role, not a merely supervisory one. You will carry a number, run the deals and build the machine at the same time.
- A track record selling complex technology into sophisticated financial institutions across risk, regulatory technology or financial data infrastructure
- Fluency in long-cycle enterprise sales, where deals are generally measured in quarters not weeks
- An existing book of institutional relationships you can activate
- Credibility with technical and regulatory buyers as well as commercial ones
- Evidence of building sales process and forecast, without building headcount to do it
- Comfort operating lean, in a business where the commercial function is you plus what you can create
- Experience carrying a commercial remit across more than one business, and the judgement to know where they converge and where they do not
- Appetite for leading an international growth agenda spanning the US, Europe, Asia and Australia
