Chief Revenue Officer (Indianapolis)

High Alpha is hiring a Chief Revenue Officer for one of its early-stage portfolio companies.

This B2B SaaS company provides a modern software platform that helps organizations improve how they coordinate work, manage information, and support decision-making. Its customers are primarily mission-driven and service-oriented organizations that value structure, clarity, and operational efficiency in how they run their internal processes and stakeholder communications.

About the Role

We are looking for a Chief Revenue Officer who can build and lead the revenue operating system for the company's next stage of growth. This role is not simply about managing a sales organization. We are not looking for an advisor, strategist, or executive who prefers to operate from a distance. We need a hands‑on operator who enjoys building inside the business.

The CRO will own the broader revenue engine across Sales, Customer Success, Revenue Operations, and the revenue-related functions of Marketing, ensuring these teams operate with shared goals, disciplined execution, and a deep understanding of customer needs.

This leader will translate a strong product‑market opportunity into a repeatable go‑to‑market motion through improved segmentation, positioning, qualification, customer acquisition, retention, and expansion.

The company is evolving from a primarily inbound, lower‑ACV SaaS business toward a more strategic growth model focused on larger customers, higher customer value, stronger retention, and long‑term account expansion. The ideal candidate understands how to increase customer value over time through thoughtful segmentation, value‑based selling, operational excellence, and customer success.

Candidates do not need prior Chief Revenue Officer experience. We are looking for an experienced SaaS revenue leader who has built and scaled revenue organizations, understands the mechanics of growth, and enjoys operating in a highly collaborative, hands‑on environment. This is a builder role for someone who enjoys improving systems, coaching teams, and driving measurable outcomes.

The successful candidate will combine commercial judgment, analytical rigor, customer curiosity, and practical AI fluency, with a clear point of view on how AI can improve prospecting, customer research, sales execution, customer success, account growth, and the overall customer experience.

First-Year Priorities

During the first year, this leader will focus on building the foundation for scalable revenue growth by:

• Building and developing a high‑performing revenue organization with the right team structure and performance culture
• Establishing consistent sales methodologies, operating rhythms, and accountability across revenue teams
• Improving RevOps discipline, forecasting accuracy, pipeline visibility, and revenue reporting
• Strengthening customer retention and expansion throughout the customer lifecycle
• Creating stronger alignment across Sales, Customer Success, Marketing, Product, Finance, and Support
• Improving understanding of ideal customer profiles and the market segments where the company delivers the greatest value

Responsibilities

• Own and lead revenue strategy across Sales, Customer Success, Revenue Operations, and revenue‑related Marketing functions
• Build the systems, processes, and operating rhythms needed to create a predictable and scalable revenue engine
• Improve pipeline quality, conversion rates, customer acquisition, retention, expansion, and overall revenue efficiency
• Define and refine the ideal customer profile and market segmentation strategy
• Increase average contract value through value‑based selling, improved positioning, and customer expansion strategies
• Build stronger connections between acquisition, onboarding, customer success, retention, and expansion
• Establish effective forecasting, reporting, and performance measurement processes
• Evaluate opportunities across product‑led growth, self‑service, and digital acquisition channels
• Develop practical AI‑enabled go‑to‑market strategies that improve customer outcomes and revenue execution
• Partner closely with Product, Marketing, Finance, and Support on pricing, packaging, positioning, and customer value delivery
• Coach and develop revenue leaders and their teams
• Build trusted relationships across the organization and influence stakeholders through collaboration and strong business judgment

Success Metrics

• Revenue growth and achievement of company goals
• Improved pipeline quality, conversion rates, and sales efficiency
• Growth in average contract value, customer expansion, and retention
• Improved gross and net revenue retention
• Forecast accuracy and predictable revenue performance
• Strong customer fit and improved cohort quality
• Development of a scalable revenue operating system
• Alignment across Sales, Customer Success, Marketing, Product, and Finance

Qualifications

• Proven experience leading revenue growth within B2B SaaS organizations
• Experience building and scaling revenue teams, systems, and operating processes
• Strong understanding of subscription SaaS metrics including ARR, ACV, retention, expansion, and customer lifecycle management
• Experience growing lower‑to‑mid‑ACV SaaS businesses while increasing long‑term customer value
• Experience improving forecasting, pipeline management, and sales execution
• Demonstrated ability to build high‑performing teams during periods of growth and change
• Experience with product‑led growth, self‑service, or hybrid go‑to‑market models is preferred
• Experience leading cross‑functional partnerships across Sales, Customer Success, Marketing, Product, Finance, and Operations
• Strong analytical and financial acumen with a data‑driven approach to decision making
• Experience helping organizations mature beyond founder‑led or function‑led revenue models is preferred
• Strong customer orientation and market curiosity
• Practical understanding of how AI can improve customer value, product strategy, and go‑to‑market execution
• Executive presence with the ability to influence and build trust across the organization
• Experience selling into nonprofits, education, healthcare, public sector, or other mission‑driven organizations is a plus
• Thrives in a fast‑paced environment with multiple priorities
• Self‑motivated, organized, collaborative, and execution‑focused
• Flexible work schedule with remote work options
• Unlimited Paid Time Off and company holidays
• Medical, dental, and vision insurance
• Life insurance and short‑ and long‑term disability coverage
• Monthly phone and technology stipend
• Wellness and lifestyle stipend
• Paid parental leave
• 401(k) with employer match
• Home office setup stipend
• Equity opportunity
• Performance bonus opportunity
• Annual company offsite
• Sabbatical program after three years of service
• Commitment to diversity, equity, inclusion, and belonging