Chief Revenue Office

The Chief Revenue Officer is the executive owner of profitable revenue growth across all lines of business. This role integrates Sales, Marketing, Customer Success/Account Management, Partnerships, and Pricing/Revenue Operations into a single go-to-market (GTM) engine. The CRO is accountable for setting revenue strategy, building scalable processes, and delivering predictable, high-quality growth while strengthening customer retention and lifetime value.

Revenue Strategy & Planning
• Own multi-year revenue strategy aligned to corporate goals; define growth levers by segment, product/solution, and geography.
• Build the annual and quarterly revenue plan: bookings targets, net revenue retention, gross margin guardrails, CAC/LTV, and GTM investment allocation.
• Lead pricing and packaging strategy; run pricing experiments and margin governance in partnership with Finance and Operations.
• Establish market-entry and expansion strategies (verticals, regions, new services), including partner/channel plays.

Pipeline Generation & Deal Execution
• Oversee full-funnel discipline from top-of-funnel (demand gen, events, referrals) to close; enforce stage definitions, conversion thresholds, and SLA handoffs.
• Drive enterprise, mid-market, and strategic account motions; personally engage in top 10–20 deals each quarter.
• Implement rigorous forecast hygiene (weekly), with bottom-up pipeline audits, risk flags, and recovery plans.
Customer Retention, Expansion & Experience
• Own Net Revenue Retention (NRR) through renewal, expansion, cross-sell, and upsell programs; maintain executive sponsor coverage for key accounts.
• Partner with Operations/Service Delivery to uphold SOW compliance, quality, and issue resolution that protects revenue and reputation.
• Implement Voice of Customer (VoC), QBRs/EBRs, and closed-loop feedback driving product/service roadmap input.

Revenue Operations (RevOps) & Tooling
• Build a unified RevOps function covering GTM analytics, territory design, quota/comp plans, enablement, and tech stack (CRM, CPQ, marketing automation, BI).
• Standardize playbooks, proposals/SOW templates, pricing guardrails, and approvals matrix.
• Establish a single source of truth for funnels, bookings, retention, and margin performance; democratize dashboards to leaders.

Leadership, Talent & Culture
• Recruit, develop, and retain high-performing leaders across Sales, CS/AM, Marketing, and RevOps; institute coaching, onboarding, and certification paths.
• Cascade goals and OKRs; align incentives to profitable, sustainable growth and cross-functional collaboration.
• Champion ethical selling, safety, DEI, and brand standards in every customer interaction.

Cross-Functional Collaboration
• Partner with the CFO on forecasting, pricing governance, and unit economics; with the COO on delivery quality and capacity planning; and with HR on workforce planning and sales compensation.
• Coordinate with Legal on MSAs/SOWs, risk terms, and compliance; with IT on data integrity and systems integration; with Marketing on brand and demand strategy.

Success Metrics (Primary KPIs)
• New Bookings (ACV/TCV) vs. plan
• Net Revenue Retention (NRR) and Gross Revenue Retention (GRR)
• Gross Margin by line of business and segment
• Sales Velocity (win rate × deal size × conversion ÷ cycle length)
• Pipeline Coverage (≥3× next-quarter target) and Forecast Accuracy (±5–10%)
• Customer Health: churn %, expansion rate, NPS/CSAT
• CAC Payback and LTV: CAC
• Rep Productivity: quota attainment distribution, ramp time, time-to-first deal

Required Skills and Competencies
• 10+ years leading multi-segment B2B revenue organizations (Sales + CS/AM), including 5+ years in an executive GTM role (VP/SVP/CRO).
• Proven success building $50 Million + revenue engines with recurring or multi-year contract models.
• Experience in services/outsourcing, facilities management, commercial cleaning, staffing, logistics, or adjacent industries is strongly preferred.
• Track record in pricing strategy, complex contracting/MSAs, and enterprise account management.
• M&A commercial diligence and post-deal integration experience are a plus.

Tools & Systems
• CRM (e.g., Salesforce) as the system of record; mandatory pipeline hygiene and activity logging.
• Marketing automation (e.g., HubSpot/Marketo), enablement/LMS, CPQ/e-signature, BI (e.g., Power BI/Tableau), and customer success platforms (e.g., Gainsight/Client Success).
• Cadence: weekly forecast, monthly QBRs/MBRs, quarterly planning.