Chief Revenue Officer (CRO)

the EleFant | Full-Time | Leadership Role

Location: Ahmedabad

Reporting to: Founder & CEO

Experience: 12–18+ years, including senior revenue leadership experience

About the EleFant

At the EleFant, we are on a mission to change the way India interacts with toys and how children experience play.

We are building a technology-led childhood platform, starting with India's toy and book library, which gives children access to a world of toys, books and learning experiences through a membership model.

With a growing presence across India, thousands of subscribing families and an expanding partner ecosystem, we are now entering our next phase of growth.

Our ambition is to build the EleFant into a household brand and a platform that supports families through different stages of childhood.

We are looking for a Chief Revenue Officer who can help us turn this vision into a large, scalable and commercially sustainable business.

The Role

We are looking for a business builder, not just a sales leader.

The CRO will own the company's revenue strategy, execution, channel development, commercial performance and revenue-team leadership.

The person should be equally comfortable creating a three-year growth strategy, building a new distribution partnership, reviewing conversion funnels and stepping in to solve a critical revenue challenge.

The ultimate objective is simple: Build a revenue engine that grows predictably, profitably and independently of the founder's daily intervention.

Key Responsibilities

1. Own Overall Revenue and Growth

Take end-to-end ownership of revenue targets across all business verticals.
Build annual, quarterly and monthly revenue plans with clear channel-wise accountability.
Deliver consistent growth in paid memberships, renewals, franchise revenue and new revenue streams.
Establish predictable forecasting, revenue dashboards and operating rhythms.
Own the commercial performance of acquisition, conversion, retention and expansion.
Identify growth bottlenecks and drive timely, measurable corrective actions.

2. Scale Consumer Subscription Revenue

Lead the overall revenue strategy for the EleFant's B2C membership business.
Build a high-performance inside-sales organization with strong managers and team leaders.
Improve lead-to-sale conversion, sales productivity, follow-up effectiveness and payment closures.
Work closely with Marketing to improve lead quality and acquisition economics.
Develop high-converting WhatsApp, CRM, referral, reactivation and lifecycle campaigns.
Improve renewals, upgrades and customer lifetime value through cross-functional initiatives.
Build sales processes that are data-driven, repeatable and scalable across geographies.

3. Build New Distribution and Revenue Channels

A key expectation from the CRO is to create new sources of revenue beyond paid digital leads and inside sales.

This includes:

Schools and preschools: Institutional partnerships, parent communities and membership distribution.
Corporates: Employee-benefit programs, corporate memberships and parent-focused offerings.
Residential communities: Society activations, group-buy programs and community ambassadors.
Strategic brand partnerships: Collaborations with children's brands, retail chains and family-focused businesses.
Referral and affiliate networks: Structured programs that can scale nationally.
Events and activations: Offline customer acquisition with measurable returns.
New business verticals: Commercialization of emerging offerings such as the EleFant Club, birthday experiences and other childhood-related services.

The CRO must consistently identify, test, validate and scale channels that can contribute meaningful revenue.

4. Lead Franchise and Expansion Revenue

Develop and execute the commercial strategy for the EleFant's franchise and expansion model.
Build a strong franchise acquisition pipeline through networks, channel partners, referrals and structured outreach.
Improve franchise lead conversion and partner onboarding.
Work with Finance and Operations to evaluate the viability of new geographies.
Ensure expansion decisions are supported by demand, operating capacity and sustainable unit economics.
Build stronger relationships with existing franchise partners and identify expansion opportunities.

5. Own Revenue Economics

Drive growth with a clear understanding of contribution margins and profitability.
Track customer acquisition cost (CAC), conversion rates, customer lifetime value (LTV), retention and payback.
Improve marketing and sales productivity without compromising customer experience.
Collaborate with Finance on pricing, discounts, offers and promotional economics.
Evaluate new channels and partnerships based on revenue potential, margins and scalability.
Establish commercial discipline around budgets, discounts and revenue commitments.

6. Build and Lead High-Performance Teams

Build a strong leadership structure across sales, partnerships, franchise development and other revenue functions.
Recruit, coach and develop future revenue leaders.
Create a culture of ownership, speed, accountability and solution-oriented thinking.
Establish clear targets, scorecards, incentives and performance-review mechanisms.
Ensure that business continuity does not depend on the presence of one individual.
Drive collaboration across functions rather than allowing departments to operate in silos.

The CRO should build leaders who build teams, not personally manage every sales conversation.

7. Drive Cross-Functional Revenue Execution

Revenue is not the responsibility of the Sales team alone.

The CRO will work closely with:

Marketing: Demand generation, campaigns, lead quality, CAC and brand-led acquisition.
Technology and Product: Checkout conversion, app funnels, customer journeys, CRM and growth experiments.
Customer Support: Retention, renewals, churn reduction, win-back programs and customer trust.
Operations: Fulfilment capacity, city-level availability, delivery experience and growth readiness.
Finance: Revenue forecasting, pricing, unit economics and commercial profitability.

The CRO is expected to connect these functions around shared growth outcomes.

8. Act as a Business Leader and Founder's Strategic Partner

Participate in company-level business planning and strategic decisions.
Translate the founder's vision into executable revenue strategies.
Bring independent ideas, market intelligence and commercial opportunities.
Own critical revenue-related decisions without requiring daily founder intervention.
Identify risks early and present solutions rather than simply reporting problems.
Support leadership discussions, board reviews and investor-facing growth plans.
Build an organization capable of managing increasing scale and complexity.

Ideal Candidate Profile

Professional Experience

12–18+ years of experience, with significant responsibility for scaling revenue in a high-growth organization.
Experience in consumer internet, subscription businesses, D2C, marketplaces, consumer services, edtech or other B2C businesses.
Proven experience managing substantial revenue targets and multiple acquisition channels.
Strong experience in both direct and partnership-led revenue generation.
Demonstrated ability to build teams, develop managers and create scalable commercial systems.
Experience working closely with founders in an entrepreneurial environment.
Exposure to franchise, retail expansion or multi-city operations would be an advantage.

What We Value

A builder's mindset with the ability to operate in ambiguity.
Strong commercial judgment and ownership of outcomes.
Comfort with data, numbers and unit economics.
Bias for action and an ability to move quickly.
Ability to build relationships and open new distribution opportunities.
Strong leadership, communication and people-development skills.
High integrity and the confidence to challenge assumptions constructively.
Willingness to get hands-on when needed without becoming trapped in daily execution.

Who Will Not Be the Right Fit

This role may not be suitable for someone who:

Has managed only an inside-sales or telesales function.
Relies entirely on Marketing to generate leads and the Sales team to close them.
Is comfortable reporting numbers but not owning business outcomes.
Has never independently built a new revenue channel.
Needs detailed founder instructions to move initiatives forward.
Prefers large-company structures over the ambiguity and speed of a growing startup.
Measures success only by revenue, without understanding profitability and customer experience.

The Opportunity

The EleFant is at an exciting stage where the foundation has been built, the market opportunity is significant and the next phase requires stronger commercial leadership.

This is an opportunity to:

Build one of India's emerging consumer subscription and childhood-focused platforms.
Create and scale multiple revenue streams.
Shape the company's go-to-market and expansion strategy.
Build a revenue organization from the leadership level down.
Work directly with the founder and influence the company's long-term direction.
Participate in creating meaningful value as the business grows.

We are looking for someone who wants to build a business, not simply manage a department.

If you have built revenue engines, opened new markets, developed strong teams and believe you can help create the next phase of the EleFant, we would love to connect.

the EleFant — Changing the way India interacts with toys.

the EleFant Jobs

Chief Revenue Officer