Chief Revenue Officer

Job Description

Job Description

About Dobson Fiber

Dobson Fiber is a privately owned regional fiber provider with more than 90 years of history and an 8,800-mile fiber network serving residential, business, carrier and wholesale customers across Oklahoma, Arkansas and Texas. Dobson is locally rooted, growth-oriented and committed to delivering reliable connectivity and a high-quality customer experience in the communities it serves.

Position Summary

The Chief Revenue Officer (CRO) is the executive owner of Dobson Fiber's go-to-market strategy and profitable revenue growth. Reporting directly to the Chief Executive Officer, the CRO will unify Marketing and Sales under one operating model; accelerate the company's established Residential and Commercial businesses; and build MDU into a distinct, scalable new-business vertical.

This leader will be accountable for translating market opportunity into predictable revenue, disciplined economics and sustained penetration across Dobson's footprint. The CRO will set strategy, build strong teams, install rigorous revenue operating practices and remain personally engaged in major customer, property, channel and strategic negotiations through close.

The CRO's functional scope includes Marketing, Residential Sales, MDU and Community Growth, Commercial Sales, and Revenue Operations and Sales Enablement.

CORE MANDATE

• Create and execute one integrated revenue strategy across Residential, MDU, Commercial and Marketing.
• Build MDU as a dedicated vertical with its own leader, pipeline, economics, playbooks and performance measures.
• Increase penetration, gross additions, bookings, recurring revenue, ARPU and contribution margin while improving customer acquisition efficiency.
• Establish disciplined revenue operations, forecasting, pipeline management, pricing, sales compensation and performance accountability.
• Create seamless cross-functional execution from market selection and demand generation through sale, construction, installation, activation and revenue realization.

Key ResponsibilitiesEnterprise Revenue Leadership

• Develop the annual and long-range revenue plan, including segment strategy, channel mix, market priorities, bookings, revenue, margin, acquisition investment and organizational requirements.
• Own companywide revenue and bookings forecasts and create an operating cadence that gives the CEO, executive team, board and investors clear visibility into performance, risks and corrective actions.
• Align leaders around a common set of definitions, targets and economics so the company optimizes for profitable installed revenue rather than activity or order volume alone.
• Build, coach and hold accountable a high-performing revenue leadership team with clear decision rights, talent plans, succession depth and a culture of urgency, integrity and ownership.
• Serve as an enterprise leader who makes decisions for the whole company and actively removes barriers across functions.

Residential Growth

• Accelerate penetration and profitable customer growth in new and existing fiber markets through disciplined channel strategy, local-market activation and rapid test-and-learn execution.
• Optimize performance across inbound, digital, field, door-to-door and partner channels using conversion, cost per acquisition, install conversion, product mix, ARPU and lifetime-value economics.
• Coordinate market launches and sales pacing with Construction, Field Operations, Technology and Customer Care so demand is created when the network and service experience are ready.
• Partner with Operations, Customer Care and Revenue Assurance to reduce friction across order entry, installation, first payment, retention and save journeys, with shared accountability for customer value and churn outcomes.

MDU New-Business Vertical

• Build a dedicated MDU growth vertical rather than treating MDU as an extension of residential field sales, with distinct talent, coverage, compensation, pipeline stages, deal governance and operating rhythms.
• Develop a segmented market strategy for greenfield and brownfield properties across multifamily, mixed-use, student and senior housing, build-to-rent, HOA and master-planned communities.
• Create repeatable bulk, retail and hybrid commercial models with clear customer value propositions, capital requirements, pricing guardrails, contract standards, service expectations and return thresholds.
• Build relationships with property owners, developers, asset managers, property-management firms, HOAs, consultants and other decision influencers; develop portfolio-level opportunities in addition to individual-property wins.
• Own opportunities from target identification and qualification through business case, solution design, proposal, negotiation, contract and close; remain personally engaged in complex or high-value deals.
• Coordinate with Finance, Legal, Engineering, Construction, IT, Operations, Care and Marketing to move signed properties to activation quickly and deliver a property-level and resident-level experience that earns expansion and referrals.
• Track qualified properties and units, units under contract, backlog, time to construction, time to activation, penetration, recurring revenue, margin, capital efficiency and portfolio expansion.

Commercial Growth

• Create clear segment strategies and coverage models for SMB, enterprise, strategic accounts, channel, carrier/wholesale and other assigned commercial markets.
• Build predictable pipeline coverage, improve win rates and sales-cycle velocity, and convert bookings into installed recurring revenue through strong qualification and cross-functional handoffs.
• Strengthen account planning, solution selling, value-based pricing, channel development, renewals, expansion and executive sponsorship for high-value customers.
• Partner with the CEO and cross-functional leaders to commercialize strategic partnerships and data-center opportunities, leading commercial qualification, solution development, pricing, proposal creation, negotiation and revenue conversion.
• Personally support the negotiation and close of material commercial agreements while maintaining pricing discipline, appropriate risk allocation and attractive returns.

Marketing, Product and Pricing

• Lead an integrated marketing strategy that connects brand, market intelligence, segmentation, demand generation, digital performance, local activation and customer communications to measurable revenue outcomes.
• Own commercial product strategy, offer architecture, packaging, pricing and promotions in partnership with Technology, Operations and Finance; ensure every offer has a clear customer proposition, delivery model and financial case.
• Establish marketing attribution and campaign ROI discipline, continuously reallocating investment toward the markets, messages and channels producing the strongest installed-revenue economics.
• Build competitive intelligence and voice-of-customer capabilities that inform product roadmaps, market-entry choices, sales plays and customer experience priorities.

Revenue Operations and Execution

• Build a trusted single view of funnel, pipeline, bookings, backlog, installs, recurring revenue, churn and channel economics across all verticals.
• Implement rigorous CRM standards, forecasting methodology, pipeline governance, territory and quota design, incentive compensation, sales enablement and manager inspection routines.
• Create a regular revenue operating review that identifies gaps early, assigns clear owners and drives corrective action to completion.
• Partner with Finance on budgets, revenue recognition, margin and return analysis; with Legal on contracts and deal risk; with Operations and Technology on delivery capacity; and with Care and Revenue Assurance on retention and customer value.
• Represent the revenue organization in executive, board and investor discussions with concise, decision-ready analysis and full accountability for results.

Qualifications

• Fifteen or more years of progressive leadership in sales, marketing, business development, general management or revenue leadership, including substantial executive responsibility in broadband, telecommunications, fiber infrastructure or a closely related recurring-revenue business.
• Demonstrated success leading multiple go-to-market channels and customer segments, with meaningful experience across residential/consumer, MDU/bulk or commercial/enterprise revenue models.
• Proven ability to build or materially scale an MDU, bulk, HOA, developer or community-sales business, including long-cycle relationship development, deal economics and cross-functional activation.
• Track record of delivering profitable revenue growth, improving market penetration, building high-performing teams and creating predictable pipeline and forecast discipline.
• Strong financial and commercial acumen, including pricing, unit economics, contribution margin, capital-return analysis, budgeting, incentive design and contract negotiation.
• Experience with modern CRM, marketing automation, business intelligence and revenue analytics; able to translate data into clear decisions and rapid action.
• Executive-level communication skills and credibility with employees, customers, owners, developers, partners, boards, investors and other senior stakeholders.
• Bachelor's degree or equivalent relevant experience required; advanced degree preferred.
• Willingness to travel throughout Dobson Fiber's current and prospective markets.

Preferred Experience

• Leadership in a regional fiber operator, cable company, competitive local exchange carrier or other capital-intensive connectivity provider.
• Private-equity-backed or owner-led growth environment with regular board and investor reporting.
• Market launches, fiber expansion, greenfield and brownfield MDU, commercial solution selling, carrier/wholesale, strategic partnerships or data-center connectivity.
• Product, pricing, revenue operations, sales compensation, channel optimization and customer lifecycle management.

Leadership Profile

• Builder and closer: equally comfortable designing the system and joining the critical customer conversation.
• Enterprise-first leader: optimizes for Dobson's total value, not a single function's convenience or volume.
• Data-driven operator: creates clarity, inspects performance and acts quickly without losing judgment or context.
• Customer- and owner-minded: understands that durable growth requires strong experience, disciplined economics and reliable execution.
• High-accountability people leader: attracts talent, sets clear expectations, coaches directly and recognizes strong performance.
• Collaborative and low-ego: earns trust across functions and creates coordinated responses to complex opportunities.

Measures of Success

• Total and recurring revenue growth, bookings, contribution margin and performance against the approved plan.
• Residential penetration, gross additions, channel conversion, install conversion, ARPU/product mix, customer acquisition cost and sales productivity.
• MDU qualified pipeline, properties and units under contract, contract value, activation velocity, resident penetration, recurring revenue, margin and capital returns.
• Commercial pipeline coverage, bookings, installed recurring revenue, win rate, sales-cycle time, backlog conversion, margin, renewals and expansion.
• Marketing-sourced demand, cost efficiency, attribution quality, local-market performance and return on marketing investment.
• Forecast accuracy, CRM adoption, pipeline hygiene, compensation effectiveness and speed of corrective action.
• Shared customer-lifecycle outcomes, including cancel-before-install, early-life failure, retention, churn, customer value and experience.
• Strength, accountability, engagement and succession depth of the revenue leadership team.

Critical Role Boundaries

The CRO owns go-to-market strategy, Marketing, Sales, revenue operations, commercial product and pricing, customer acquisition and revenue conversion. The role partners closely with the COO on construction, installation, service delivery and Customer Care; the CTO on technical solutions, product readiness, network capability and systems; and the CFO on financial planning, revenue assurance, billing, margin, controls and capital returns.

Dobson Fiber is an equal opportunity employer.