Chief Revenue Officer

Chief Revenue Officer (CRO)

Overview

The Chief Revenue Officer (CRO) is a key member of the executive leadership team responsible for driving sustainable, profitable revenue growth across the organization. This leader will define and execute the company’s go-to-market strategy, overseeing all revenue-generating functions including new logo sales, account management, demand generation, and sales operations.

In a dynamic utilities technology environment, the CRO will bring a deep understanding of enterprise SaaS, regulated industries, and complex, multi-stakeholder sales cycles. The role requires a strategic, data-driven leader who can scale revenue engines, build high-performing teams, and align closely with product, marketing, and customer success to deliver measurable business outcomes.

Key Responsibilities

Revenue Strategy & Execution

• Develop and execute a comprehensive revenue growth strategy aligned with company objectives and market opportunities
• Own and deliver on bookings, revenue, and pipeline targets across all segments and geographies
• Establish data-driven forecasting and performance management processes

NewLogoSales

• Lead enterprise and mid-market sales teams to consistently acquire new customers
• Refine value propositions and sales motions tailored to utilities, energy, and adjacent sectors
• Build and scale repeatable sales processes for complex, consultative deals

AccountManagement & Expansion

• Drive customer retention, expansion, and lifetime value through strategic account management
• Partner with Customer Success to ensure strong adoption, satisfaction, and upsell/cross-sell opportunities
• Establish executive-level relationships with key customers and partners

DemandGeneration

• Partner with Marketing to design and execute integrated demand generation strategies
• Ensure alignment between pipeline creation, brand positioning, and revenue outcomes
• Optimize funnel performance across digital, field, partner, and account-based channels

SalesOperations & Enablement

• Oversee sales operations including forecasting, territory design, compensation planning, and CRM optimization
• Implement scalable systems, tools, and analytics to improve productivity and visibility
• Build world-class sales enablement programs to drive performance and consistency
• Monitor market trends, customer insights, and competitive dynamics to inform strategy and execution.
• Partner with Product and Finance to inform pricing, packaging and monetization strategies

Leadership & Culture

• Recruit, develop, and retain high-performing revenue leaders and teams
• Foster a culture of accountability, collaboration, and continuous improvement
• Serve as a strategic partner to the CEO and Board, providing insights on market trends and growth opportunities

Qualifications

• 15+ years of progressive leadership experience in revenue, sales, or go-to-market roles, with at least 5+ years in an executive capacity
• Proven track record of scaling revenue in a SaaS or technology company, preferably serving utilities, energy, or regulated industries
• Deep expertise in enterprise sales, including long-cycle, multi-stakeholder deal environments
• Strong understanding of demand generation, pipeline management, and modern revenue operations
• Experience building and leading geographically distributed teams
• Data-driven mindset with strong financial and operational acumen
• Excellent executive communication and stakeholder management skills

Preferred Experience

• Experience in utilities technology (e.g., CIS, billing, customer engagement, grid or analytics platforms)
• Familiarity with private equity-backed environments and value creation frameworks
• Background in driving growth through both organic and inorganic (M&A, partnerships) strategies

Success Metrics

• Achievement of annual and multi-year revenue and bookings targets
• Pipeline coverage, conversion rates, and forecast accuracy
• Customer retention, net revenue retention (NRR), and expansion metrics
• Sales productivity and cycle time improvements
• Team engagement, retention, and leadership bench strength

Leadership Profile

The ideal CRO is a strategic, results-oriented executive who combines market insight with operational rigor. They are equally comfortable setting vision and rolling up their sleeves to drive execution. This leader thrives in high-growth environments, navigates complexity with clarity, and inspires teams to exceed ambitious goals while delivering exceptional value to customers.

JobFamily

Executive

JobFunction

Officer

PayType

Salary

EmploymentIndicator

Regular

EducationLevel

Master’s Degree

TravelRequired

True

TravelPercentage

30

HiringMinRate

200000

HiringMaxRate

400000