Chief Revenue Officer

This is a fully remote position, open to applicants in United States.

📋 Description

• Take ownership of the complete revenue stream encompassing new business, expansion, renewal, and customer retention.

• Develop and implement a go-to-market strategy aimed at scaling from $30M to $100M in ARR within a span of 3–4 years while ensuring profitability.

• Create quarterly planning, bottom-up forecasting, pipeline coverage models, and track segment-level unit economics.

• Set minimum deal size requirements and eliminate low-value accounts.

• Promote cross-selling and upselling across the five-product portfolio.

• Establish a multi-channel demand generation system that includes outbound, content, digital campaigns, events, partner referrals, and product-led growth strategies.

• Sustain a pipeline-to-quota coverage ratio of 3–4x across various segments.

• Execute pipeline inspections, deal management, weekly forecasting reviews, stage gates, and provide data-driven coaching.

• Cultivate strategic enterprise pipelines and foster executive-to-executive relationships.

• Design and implement a product-led growth strategy and a self-service entry point.

• Develop PLG instrumentation, analytics, and processes for product-sales handoff.

• Formulate community-led and ecosystem-based go-to-market strategies.

• Lead and finalize strategic enterprise deals with Fortune 500 accounts.

• Establish structured enterprise deal processes, including discovery frameworks, mutual close plans, executive business reviews, and competitive displacement playbooks.

• Create an account-based strategy for the top 50 targeted accounts.

• Enhance gross revenue retention to 92%+ and net revenue retention to 110%+.

• Build executive-level relationships with key accounts.

• Implement customer lifecycle management from onboarding to renewal.

• Lead and expand a global revenue organization encompassing Sales, Marketing, Business Development, Customer Success, and Revenue Operations.

• Recruit, develop, and retain top-tier talent across revenue functions.

• Manage distributed teams across different time zones.

• Keep CAC payback below 18 months, maintain LTV-to-CAC above 3x, and ensure strong gross margins.

• Make data-informed decisions regarding resource allocation.

• Provide reports on revenue performance, pipeline health, retention trends, and forward-looking indicators to the CEO and board.

⛳️ Requirements

• Proven history of scaling a B2B SaaS business from $20–40M to over $100M in ARR in a CRO, VP of Sales, or comparable revenue leadership position.

• Direct, hands-on experience in closing six- and seven-figure enterprise deals with Fortune 500 or similarly large enterprise clients.

• Experience in leading a global, multi-functional revenue organization that includes Sales, Marketing, and Business Development with more than 50 total team members.

• Demonstrated capability to build and manage a demand generation engine that delivers predictable and inspectable pipeline across diverse channels.

• In-depth knowledge of modern SaaS unit economics including CAC, LTV, payback period, gross margin, GRR, and NRR, with proof of running a profitable or capital-efficient operation.

• Experience in implementing or scaling a product-led growth strategy alongside traditional enterprise sales.

• Proven track record of enhancing gross revenue retention to 90%+ and net revenue retention to 110%+ at scale.

• Experience selling into regulated industries with intricate compliance and security requirements.

• Minimum of 15 years in progressive revenue leadership roles, with at least 5 years in a CRO or equivalent position.

• Strongly preferred: experience within the Salesforce ecosystem or related enterprise platform ecosystems.

• Strongly preferred: background in DevOps, DevSecOps, or developer tools.

• Strongly preferred: experience at a bootstrapped or capital-efficient company.

• Strongly preferred: familiarity with multi-product portfolio selling and land-and-expand strategies.

• Strongly preferred: experience in building and leveraging executive communities or advisory boards.

• Strongly preferred: history of achieving competitive displacement wins.

🏝️ Benefits

• Competitive compensation and incentive structure.

• Company equity.

• Daily coaching, mentorship, and opportunities for growth.

• Remote-first work environment.

• Global, mission-driven team.

• Learning opportunities from top leaders in Salesforce DevOps and SaaS sales.

• Engaging challenges in a rapidly expanding industry.

• Unlimited Flex Time Off Plan.

• All major holidays.

• Significant performance-based variable compensation linked to bookings, retention, and profitability targets.

• Clear quarterly milestone structure with transparent measurement and payout criteria.