Chief Revenue Officer

DIRECTLY REPORTS TO

CEO

MAIN AREA OF RESPONSIBILITY

At Sprout, we count on our Executive Team to be at the forefront in strategy and innovation. We are seeking an experienced Chief Revenue Officer (CRO) to serve as the “Growth Hacker” of Sprout with the ultimate goal of boosting all revenue streams. S/he has the responsibility in achieving the monthly, quarterly and yearly target revenue of the company and has the primary accountability in aligning all revenue-generating departments.

Understanding the importance of sales, marketing and business development metrics and ensuring the availability of real-time growth metrics is a must.

TASKS

Responsible for complete sales life cycle management of each of the sales department members – planning, prospecting, presentations, and closing.

Responsible for training the sales department in all aspects of the sales process so that the sales department members are experts in prospecting, account qualification, sales process planning, forecasting, closing, reporting to management.

Collaborate with the business team to uncover insights and strategies to develop and implement marketing and branding strategies for Sprout.

·Manage conception, development, and implementation of marketing plan and strategies, product concepts, and promotional programs to drive interest and sales.

Oversee the Growth Division with the aim to consistently grow market share by (a) securing new accounts, (b) ensuring that the sales department manages the sales pipeline using the Sprout CRM, and (c) identifying revenue opportunities within our established client base.

Able to help the sales, business development and marketing departments in building deep client relationships which result in sales referrals and client references.

Identify short-term and long-term scheduling, budget, and resource needs, including the development and management of an annual sales, business development and marketing budget, profit/loss projections, expenditure spending, and other financial considerations

Understand key sales and marketing performance metrics and tracking tools to provide research, forecasts, competitive analyses, and consumer trends in order to translate results into actionable insights, and maintain up to date competitive knowledge for the sales and marketing department.

Responsible for ensuring the provision of all necessary metrics by the Growth Division

Hold regular meetings to review pipeline, resolve challenges, and present possible solutions, and provide ongoing training to ensure the departments consistently perform above standard

Report sales, business development and marketing metrics to the management on a daily, weekly, monthly, quarterly and ad hoc basis.

Ensure steady revenue stream by accomplishing the Critical Success Factor 1 of Sprout.

Partner with other members of the Executive team to execute the current corporate strategic plan, and develop future plans.

Ensure performance, strategy, and alignment of the revenue-generating departments

Manage the Growth team to drive business revenue across all customer segments and profiles

Monitor the revenue pipeline and leads, adjusting as necessary to create sustainable growth

Think strategically about growth opportunities for the business, and work with the CEO to test, iterate, and processize/productize these strategies

Build a scalable, repeatable, consistent sales performance team that produces predictable revenue per headcount

QUALIFICATIONS | COMPETENCIES

10+ years in diversified leadership roles and proven track record in implementing revenue growth preferably in software sales, high technology sales and/or sales management (services, software)

Experience growing top-line revenue from $5M to at least $15M annual revenue

Significant general management and P&L experience

Experienced in “value” selling and acquiring new business via direct sales model across enterprise customers. Experience with sales frameworks (Sandler, Challenger, power-base, etc)

Experience with digital and print marketing, content marketing, and social media marketing

Experience and track record in understanding of SaaS business model

Experience in making data-driven strategic proposals to drive increased revenue

High competence in account planning, understanding of territory management, and project and stakeholder management

Hands-on approach

Sound business judgment, integrity and commitment to excellence

Strong analytical skills with attention to detail and accuracy

Confident self-starter with the ability to connect technological advantages to business goals

A positive, persistent, and professional can-do attitude

Excellent interpersonal skills, effective communicator, exemplary leadership/advisory skills

Demonstrable ability to thrive in a tech startup environment

Strong technical experience with Hubspot and other commercial tools

MBA—or equivalent advanced degree