Chief Revenue Officer

I. Role Summary
We are seeking a Chief Revenue Officer (CRO) with extensive experience in enterprise-level revenue management, commercial strategy, sales leadership, market growth, and customer success. The CRO will have full responsibility for the company's overall revenue strategy and commercial growth ecosystem.
As a key member of the senior leadership team, the CRO is responsible for translating market opportunities, customer needs, and business strategies into sustainable revenue growth. This involves integrating sales, marketing, customer success, and Revenue Operations to establish a unified Go-to-Market and revenue growth framework.
The CRO will oversee the entire commercial lifecycle—from customer acquisition, sales conversion, and contract signing to implementation, retention, and revenue expansion—while continuously enhancing growth efficiency through data analytics, market insights, and operational excellence.
This role requires close collaboration with the CEO and teams across product, technology, operations, finance, and customer success to build a predictable, scalable, and highly efficient revenue organization, providing commercial leadership for the company's expansion into US and international markets.
II. Key Responsibilities
1. Enterprise Revenue Strategy
Formulate the company's overall revenue strategy and medium-to-long-term revenue growth plans;
Establish annual revenue targets and growth trajectories;
Translate corporate strategy into actionable business plans;
Identify new revenue streams and commercial growth opportunities.
2. Sales Strategy and Management
Develop enterprise-level sales strategies;
Lead the sales organization to achieve annual revenue targets;
Optimize sales pipeline, forecasting, and conversion systems;
Establish sales mechanisms for enterprise and strategic accounts.
3. Market Growth and Customer Acquisition
Collaborate with the CMO and marketing team to formulate market growth strategies;
Refine target markets, Ideal Customer Profiles (ICPs), and customer segmentation;
Drive demand generation and lead generation initiatives;
Improve the conversion efficiency of market opportunities into the sales pipeline.
4. Go-to-Market Strategy
Develop and optimize the company's Go-to-Market strategy;
Coordinate across product, sales, marketing, and customer success teams;
Establish commercial models for introducing products to new markets;
Drive business expansion in US and international markets.
5. Revenue Operations Framework
Build an enterprise-level Revenue Operations framework;
Unify data across sales, marketing, and customer success functions;
Optimize CRM, pipeline, and revenue forecasting processes;
Establish revenue dashboards and business performance analysis systems. 6. Customer Success and Revenue Retention
Establish revenue retention mechanisms in collaboration with the Customer Success team;
Improve customer retention, renewal rates, and Net Revenue Retention (NRR);
Identify risks related to customer churn and revenue loss;
Drive the growth of long-term customer value.
7. Customer Expansion and Revenue Growth
Develop strategies for upselling, cross-selling, and expansion revenue;
Identify commercial growth opportunities among high-value customers;
Drive the expansion of product usage among strategic customers;
Increase Customer Lifetime Value (CLV).
8. Pricing and Business Models
Participate in formulating product pricing strategies;
Optimize product pricing, packages, and business models;
Analyze revenue potential across different markets and customer segments;
Drive continuous optimization of business models.
9. Revenue Forecasting and Operations Management
Establish accurate revenue forecasting mechanisms;
Regularly analyze bookings, pipeline, ARR, revenue, and margins;
Identify variances in revenue growth and formulate adjustment plans;
Present revenue and operational reports to the CEO and Board of Directors.
10. Strategic Customers and Commercial Partnerships
Lead relationships with key and strategic customers;
Establish executive-level customer relationship frameworks;
Drive expansion among large enterprise clients, institutional clients, and strategic partners;
Participate in negotiations for major contracts and commercial partnerships.
11. Revenue Efficiency and Digitalization
Leverage AI, automation, and data analytics to enhance revenue productivity;
Optimize sales and marketing automation processes;
Boost the productivity of sales and commercial teams;
Reduce Customer Acquisition Cost (CAC) and improve revenue efficiency.
12. Revenue Organization and Team Leadership
Lead Sales, Business Development, Revenue Operations, and related commercial teams;
Establish unified revenue collaboration mechanisms with Marketing and Customer Success;
Define team goals, performance metrics, and incentive schemes;
Build a high-performing, data-driven revenue organization;
Develop talent in sales, commercial strategy, and revenue management.
III. Qualifications
Education Background
Bachelor’s degree or higher in Business Administration, Marketing, Finance, Economics, or a related field;
MBA, EMBA, or advanced business management education preferred. Work Experience
25+ years of experience in sales, business growth, revenue management, marketing, or customer success;
10+ years of experience in senior commercial management or revenue leadership;
Experience in roles such as CRO, Chief Commercial Officer, VP of Revenue, VP of Sales, or equivalent;
Experience with enterprise-level B2B business models and complex sales;
Experience managing the full revenue lifecycle;
Familiarity with the synergy between sales, marketing, customer success, and revenue operations;
Experience in business development within US and international markets is preferred.
IV. Core Competencies
Revenue Strategy
Revenue Strategy
Revenue Growth
Commercial Strategy
Business Growth
Revenue Planning
Market Expansion
Sales Leadership
Sales Leadership
Enterprise Sales
Strategic Accounts
Complex Sales
Sales Pipeline Management
Sales Forecasting
Marketing & Growth
Go-to-Market Strategy
Demand Generation
Market Expansion
Customer Acquisition
Growth Strategy
Market Segmentation
Customer Commercial Capabilities
Customer Success
Customer Retention
Customer Expansion
Upselling
Cross-selling
Customer Lifetime Value
Revenue Operations
Revenue Operations
CRM
Revenue Analytics
Forecasting
Pipeline Management
Revenue Intelligence
Executive Leadership
Executive Leadership
Strategic Planning
P&L Management
Board Communication
Cross-functional Leadership
Organizational Development

Work arrangement
No