Chief Revenue Officer
Industry: B2B SaaS / Enterprise Software
End Markets: Retail, Consumer Goods (CPG), Foodservice & E-Commerce
Reports to: Chief Executive Officer
Role: Executive Leadership Team
The Opportunity
We are partnering with a high-growth B2B SaaS business that provides a mission-critical technology platform to some of the world's leading Retail, Consumer Goods, Foodservice and E-Commerce organizations.
As the company enters its next phase of growth, we are seeking an accomplished Chief Revenue Officer (CRO) to take ownership of the global commercial organization and build a scalable revenue engine capable of supporting significant expansion.
Reporting directly to the CEO, the CRO will have overall responsibility for revenue generation, including Enterprise Sales, Business Development, Account Management/Expansion, Partnerships and Revenue Operations.
This is a highly strategic but hands-on leadership position. The successful candidate will define the company's commercial strategy while remaining closely involved with major customers, strategic opportunities and the development of the leadership team.
Key Responsibilities
Revenue Strategy & Growth
Own the company's overall revenue strategy and deliver against ambitious ARR, bookings and revenue growth objectives.
Develop and execute a multi-year commercial plan across Retail, Consumer Goods/CPG, Foodservice and E-Commerce markets.
Identify the customer segments, verticals, geographies and routes to market that offer the greatest opportunities for sustainable growth.
Build a predictable and scalable revenue engine across new customer acquisition, customer expansion, strategic partnerships and enterprise accounts.
Work closely with the CEO and Board to establish annual operating plans, revenue forecasts and longer-term growth objectives.
Sales Leadership
Lead, develop and scale a high-performing enterprise sales organization.
Establish clear sales methodologies, territories, account segmentation, quotas, compensation structures and performance expectations.
Recruit and develop exceptional commercial leaders and individual contributors as the organization scales.
Personally engage in strategic enterprise opportunities and executive-level negotiations with major customers.
Improve sales productivity, win rates, pipeline conversion and overall predictability.
Enterprise & Strategic Accounts
Develop executive-level relationships with major Retailers, Consumer Brands, CPG manufacturers, Foodservice organizations, restaurant groups and E-Commerce businesses.
Build a structured strategic-account approach capable of increasing penetration within the company's largest customers.
Drive land-and-expand strategies that increase ARR and establish the platform across additional business units, geographies and use cases.
Partner with Account Management and Customer Success to maximize retention, expansion and customer lifetime value.
Go-to-Market Strategy
Develop differentiated GTM strategies across the company's core industry verticals.
Evaluate opportunities across enterprise, mid-market, strategic accounts, channel partnerships and technology alliances.
Ensure the commercial proposition clearly articulates measurable customer outcomes and ROI.
Work closely with Marketing, Product and Customer Success to ensure positioning, product development and GTM execution remain aligned with customer requirements.
Revenue Operations & Forecasting
Establish a rigorous, data-driven operating cadence across the commercial organization.
Own pipeline management, forecasting accuracy, territory planning, quota allocation and commercial performance reporting.
Define and monitor key metrics including ARR, bookings, pipeline coverage, win rate, ACV, sales cycle, retention, expansion, NRR and CAC efficiency.
Provide the CEO, executive leadership team and Board with clear visibility into commercial performance, opportunities and risks.
Leadership & Organizational Development
Build the organizational structure required to support the company's next stage of growth.
Create a high-performance commercial culture focused on accountability, collaboration and customer outcomes.
Coach and develop the existing leadership team while identifying areas where additional senior talent is required.
Partner closely with Product, Marketing, Customer Success, Finance and Operations to ensure the entire organization is aligned around sustainable revenue growth.
Candidate Profile
The successful candidate will be an experienced SaaS commercial executive with a track record of building and scaling revenue organizations.
We are particularly interested in candidates who can demonstrate:
- Significant experience as a Chief Revenue Officer, Chief Sales Officer, EVP Sales, SVP Sales or equivalent senior commercial leader within B2B SaaS.
- A demonstrable record of scaling an enterprise SaaS business through a significant period of ARR growth.
- Strong domain experience selling software, technology, data or AI solutions into Retail, Consumer Goods/CPG, Foodservice and/or E-Commerce organizations.
- Experience leading complex enterprise sales involving multiple stakeholders and senior executive buyers.
- A track record of winning and expanding major enterprise customers.
- Experience building and leading multi-functional commercial organizations across Sales, Account Management, Partnerships and Revenue Operations.
- Strong understanding of SaaS economics and metrics including ARR, ACV, NRR, CAC, pipeline coverage and sales efficiency.
- Experience introducing commercial structure, process and forecasting discipline into a rapidly growing organization.
- Demonstrable success recruiting, developing and retaining high-performing sales leaders and teams.
- Experience operating in a founder-led, private equity-backed or venture-backed high-growth environment would be advantageous.
- International commercial leadership experience across North America, EMEA and/or APAC would also be beneficial.
Ideal Background
The ideal candidate will have spent their career within enterprise software and SaaS, with meaningful exposure to technology businesses serving the Retail and Consumer ecosystem.
Relevant backgrounds could include businesses providing solutions across:
Retail Technology | Consumer & CPG SaaS | E-Commerce Technology | Foodservice Technology | Retail AI | Commerce Intelligence | Digital Shelf | Retail Media | Supply Chain & Inventory | Pricing & Promotions | Customer/Data Platforms | Personalization | Analytics | Order Management | Marketplace Technology
They will combine the strategic capability expected of a C-suite executive with the commercial intensity of a hands-on sales leader.
Leadership Characteristics
We are looking for an executive who is:
Commercially ambitious — capable of setting and delivering aggressive but credible growth objectives.
Data-driven — able to use commercial metrics to diagnose performance and make informed decisions.
Customer-focused — comfortable developing relationships with C-suite executives at major enterprise customers.
Hands-on — willing to remain close to strategic deals, customers and the day-to-day commercial organization.
Scalable — experienced in building the people, processes and infrastructure required for the next stage of growth.
Collaborative — capable of aligning Sales, Marketing, Product and Customer Success around a unified go-to-market strategy.
Success in the Role
During the first 12–24 months, success will be measured by the CRO's ability to establish a predictable commercial operating model, accelerate new ARR growth, improve enterprise pipeline generation and conversion, increase expansion within strategic customers, strengthen forecasting accuracy and build a commercial organization capable of supporting the company's next phase of scale.
This represents an opportunity for an accomplished SaaS commercial executive to take ownership of the revenue organization of an ambitious technology company operating at the intersection of Retail, Consumer, Foodservice and E-Commerce.
