Veracode - Burlington, MA
posted 3 months ago
About the position
The EVP, Chief Revenue Officer (CRO) at Veracode will be a pivotal member of the executive leadership team, tasked with overseeing direct and channel field sales, pre- and post-sales engineering, and customer success functions on a global scale. This role is crucial in driving the company's global go-to-market (GTM) strategy and achieving annual recurring revenue (ARR) growth targets. The CRO will be responsible for creating and executing a comprehensive global GTM strategy, partnering with various departments such as Marketing, Product, and Finance to effectively drive demand and sell SaaS cybersecurity software to enterprise security and development teams. In terms of sales execution and performance, the CRO will establish a highly productive system of sales execution, oversee the hiring and ramping of sales professionals, and drive commercial and technical account planning strategies to win, onboard, and enhance user adoption of solutions. The role also involves ensuring positive renewal events and growing ARR from the existing customer base, utilizing data and analytics to inform strategy, and managing team performance to meet new and renewal annual contract value (ACV) bookings goals for both direct and channel sales. As a leader, the CRO will coordinate with executive peers and cross-functional teams to build top-of-funnel demand and implement effective sales methodologies such as MEDPICC. The role requires instilling a strong control of sales processes, effective messaging, and sales management practices while mentoring, coaching, and inspiring the sales team to achieve and exceed sales targets. This position is designed for a dynamic leader with a strong background in SaaS and cybersecurity software sales, who can drive the company's revenue growth in a competitive market.
Responsibilities
- Create and execute a comprehensive global GTM strategy.
- Partner with Marketing, Product, Finance, and other functions to drive demand and sell SaaS cybersecurity software.
- Establish a highly productive system of sales execution.
- Oversee hiring and ramping of sales professionals.
- Drive commercial and technical account planning and strategies to win, onboard, and drive user adoption of solutions.
- Ensure positive renewal events and grow ARR from the customer install base.
- Utilize data and analytics to inform strategy.
- Manage team performance to reach new and renewal ACV bookings goals for direct and channel sales.
- Coordinate with executive peers and cross-functional teams to build top-of-funnel demand and strong sales conversion.
- Implement and evangelize sales methodologies such as MEDPICC.
- Instill a strong control of sales, command of messaging, and effective sales management practices.
- Mentor, coach and inspire sales team to achieve and exceed sales targets.
Requirements
- Proven experience as a Chief Revenue Officer or a similar executive role leading pre- and post-sales teams in an enterprise software company.
- Strong background in SaaS, cybersecurity software sales and GTM strategy.
- Exceptional leadership skills with a track record of building and managing high-performing sales teams.
- Proficient in sales methodologies such as MEDPICC.
- Excellent analytical skills with the ability to leverage data to drive decision-making.
- Strong collaboration skills with the ability to partner effectively with Marketing, Product, Finance, and other functions.
- Outstanding communication and presentation skills with the ability to influence and align stakeholders at all levels, including the board of directors.
Benefits
- Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs.
- Wellness benefits to help you focus on what's most important.
- “Take What You Need” time off policy.
- Extensive development and training offerings to help you grow your career at Veracode.
- Generous 401k match to help save for your future.
- Amazing community of professionals who take pride in what we do every day.
