Chief Sales Officer / Chief Revenue Officer

Dana And Associates - Cambridge, MA

Full-time - Executive

Cambridge, MA

Professional, Scientific, and Technical Services

About the position

The Chief Revenue Officer (CRO) is a pivotal executive role responsible for driving topline revenue growth in fast-paced organizations, particularly in sectors such as SaaS, software, and technology. This position requires a strategic leader who can develop and implement comprehensive sales strategies that align with the company's overall objectives. The CRO collaborates closely with other senior executives to ensure a seamless integration of sales, marketing, and customer success, ultimately enhancing the customer experience. In this role, the CRO is accountable for the company's sales revenue, setting ambitious targets, and defining the vision and strategy for the sales organization. This includes establishing sales metrics, overseeing data capture and analysis, and partnering with C-suite executives to negotiate pricing and contract terms. The CRO is also responsible for fostering a culture of innovation and growth, identifying and removing barriers to performance, and ensuring operational excellence across the sales team and other departments. A successful CRO must possess a deep understanding of the sales pipeline, requiring them to monitor and assess prospects and leads throughout all stages of the sales funnel. They should be passionate about communication, demonstrating best practices to their team and the organization as a whole. The role demands a leader who can inspire and optimize the sales team, cultivate a cooperative environment, and build a culture of trust and accountability. The evaluation of a CRO's leadership capabilities is critical, as prior experience in building and leading a sales function, along with a proven track record of exceeding sales targets, is essential. The ideal candidate will exhibit strong emotional intelligence, integrity, and a long-term vision for both the business and their team. They must also possess exceptional communication and interpersonal skills, ensuring clarity and engagement within their team. Furthermore, the CRO should demonstrate empathy, adaptability, and self-awareness, fostering strong relationships with team members, clients, and other executives to drive success.

Responsibilities

• Overall accountability for company sales revenue and setting aggressive targets
• Defining the sales organization's vision and strategy
• Defining sales metrics, data capture, and analyses
• Partnering with C-suite executives to determine pricing, contract negotiations, and contract duration
• Innovating and accelerating ideas for immediate and long-term growth
• Removing barriers inhibiting performance or operational excellence across the sales organization and cross-functional teams
• Hiring, mentoring, and providing sales training and development
• Fostering a winning culture within the sales organization and across the company
• Monitoring and assessing the sales pipeline, requiring team reports on prospects and leads throughout all stages of the sales funnel

Requirements

• Proven track record of leading and building out a sales function
• Experience in setting and exceeding sales targets
• Strong leadership skills marked by integrity and long-term vision
• Exceptional communication and interpersonal skills
• Ability to create a psychologically safe environment for team members
• Demonstrated empathy and understanding of team dynamics
• Adaptability to changing situations and openness to new ideas
• Self-awareness regarding personal strengths, weaknesses, and biases

Nice-to-haves

• Experience in SaaS or technology sectors
• Familiarity with data analytics and sales performance metrics
• Background in contract negotiations and pricing strategies
• Skills in fostering diversity and inclusion within teams

Benefits

• Competitive salary
• Performance bonuses
• Health insurance
• Professional development opportunities
• Flexible working hours
• Remote work options