Chief Revenue Officer | Revenue

As the leader of the revenue organization (sales and customer success), the CRO’s responsibilities include opening up new paths to revenue and building the machinery to get there. The CRO owns the go-to-market strategy, driving pricing, product structure, and the buyer journey. They are data-obsessed, studying customer behavior to make informed decisions. CROs not only grow revenue but also grow people and culture. They spend significant time mentoring their teams and building a workplace that excites people to do their best for customers.

Responsibilities

  • responsible for every process that generates revenue in an organization
  • work to connect different revenue-related functions, from marketing to sales, customer success, pricing, and revenue operations
  • focus on improving sales performance, creating great product and pricing strategy, and delivering customer satisfaction

Skills & Competencies

In addition to shared-competencies for “managers of one,” the CEO is expected to demonstrate

Founder Competencies

  • Entrepreneurial Spirit
  • Mission-Driven Leadership
  • Cultural Architect
  • Ecosystem Building
  • Personal Commitment

Horizontal Leadership Competencies

  • Results Delivery
  • Strategic Vision
  • Risk Awareness and Management
  • Customer Focus
  • Best-Practices Orientation
  • Collaborative Leadership
  • Transparency Promotion
  • Adaptive Problem-Solving
  • Continuous Learning and Development

as well as:

Strategic Planning and Future Orientation

Ability to look down the road and plan for the future.

  • Behaviors:
    • Anticipates market trends
    • Assesses risks and opportunities
    • Connects the dots from today to the long-term vision
    • Storytelling: What is the company’s vision for growth and possibility?

Data-driven Decision Making

Proficiency in leveraging data to inform strategy, optimize processes, and drive revenue growth across all channels and customer touchpoints.

  • Behaviors:
    • Implements robust data ecosystems for comprehensive customer insights and revenue analytics
    • Utilizes advanced analytics for strategic decision-making in pricing, product offerings, and go-to-market strategies
    • Drives a data-centric culture, emphasizing KPI monitoring and data-based performance evaluation
    • Leverages data-driven tools (e.g. predictive modeling and A/B testing) to optimize revenue streams and customer journeys

Team Development

Ability to build, mentor, and inspire high-performing teams, fostering a culture of continuous learning, collaboration, and innovation, aligned with our horizontal management practices.

  • Behaviors:
    • Recognizes and rewards both individual and team achievements to foster a positive and motivating work environment
    • Actively seeks and incorporates team feedback in decision-making processes
    • Identifies and develops future leaders within the organization
    • Promotes work-life balance and employee well-being to ensure sustainable high performance
    • Encourages calculated risk-taking and views failures as learning opportunities
    • Fosters an inclusive environment where diverse perspectives are valued and contribute to innovative revenue strategies

from this definition