Chief Revenue Officer

SaaS CRO For Established, Profitable, and Growing Business

As the Leader in Recruiting Intelligence , The Edens Group, LLC has been retained to identify and recruit a Chief Revenue Officer for a leader in Identity Theft and Cyber Protection Services to balance growth, efficiency, and investor confidence during their next phase of expansion. Our client is a well-established firm, with revenue in the Billions and a multi-national global presence. This role is in their Global Identity and Cyber Protection division, and our client is growing rapidly and is considered to be a world-class group of leaders with exceptional visibility across the industry. The ideal candidate has a proven track record in SaaS revenue leadership, preferably with M & A experience, as a person that thrives in a PE-backed environments where speed, rigor, and EBITDA growth are paramount.

The Company:

Our client is a B2B2C global company that offers always-available identity resolution experts (yes, we mean real people available 24/7/365) and tech-forward solutions that uncomplicate the protection process. They opened their first Washington, DC office in 1983 with a simple mission: bringing customers from distress to relief - anytime, anywhere. It's a calling they have held close for decades now, and it's made helping victims of identity theft and cybercrime feel safer and secure moving forward.

This company is part of a multinational corporation with over 200 years of existence, and it has created a presence in 60 countries with over 72,000 employees.

Job Description:

We are seeking an experienced Chief Revenue Officer (CRO) to join the executive team of a newly formed SaaS business in the B-B-C global cybersecurity sector. Reporting to the CEO, the Chief Revenue Officer is responsible for driving the strategy and execution of all sales and marketing initiatives for the Company. In this role, the CRO will ensure short and long-term revenue expansion, including setting the strategic direction to meet bookings targets while identifying and pursuing new revenue streams, as well as being responsible for all sales processes and functions. This person will have successfully scaled sales, account management, and sales operations within a hyper-growth SaaS environment. B2B and B2C sales experience is a must.

Principal Duties and Responsibilities:

Leadership: Recruit, hire, develop, and mentor an incredible sales team through training, coaching, promotions, rewards, recognition, and performance management; improve your team through skill-enhancing programs (sourcing, targeting, presenting, closing, etc.). Continually optimize team structure to capitalize on growth opportunities and scale based on market needs.

Drive Revenue: Develop a clear strategy to effectively scale bookings growth by evolving the Company’s GTM model alongside strategically closing enterprise accounts. Define strategy, identify key targets, and build a pipeline to meet current and future goals.

Sales Process Optimization: Measure and increase the sales close rate by standardizing the selling process and guidelines through instituting/executing comprehensive sales compensation models, training, and education programs. Build a sales strategy across multiple channels (online sales, reseller programs, and enterprise sales), including developing strategies to manage accounts of varying sizes and needs successfully.

Forecast: Consistently track and manage the sales pipeline to accurately predict expected revenue in a given time period. Be extremely success metrics focused and track metrics obsessively.

Partner: Proactively collaborate with partners (Marketing, Product, Sales, Operations) across the business to ensure the voice of the customer influences the Company's efforts and investments in innovation and development. Partner with cross-functional teams to develop and manage a complete revenue and customer success process. This includes developing and regularly evaluating sales metrics that provide a clear performance outlook. Comfortable being the first point of contact (not only contact) and then handing off to the tech team to solidify the sale and upsell.

Market Analysis: Develop a method to reliably anticipate and understand market trends, customer issues and needs, and competitor moves. Develop in-depth knowledge of target accounts, develop trusting client relationships, and execute a solid sales approach to obtain sales targets. Bring legitimate and matched prospective partners in. Develop a solid working knowledge of the company’s products and the market—partner with sales support team members to quickly assess and promote suitable solutions.

Execution: Consistently meet and exceed sales objectives while building a reputation for innovative sales strategies and techniques.

Evangelize: Be visible and available for customers and partners while being a viable force at conferences and other industry/social events.

Required / Desired Knowledge, Experience, and Skills:

• 15+ years of progressive leadership experience focused on B2B and B2C sales and strategies within rapidly growing, private equity or VC-backed SaaS organizations.
• 8+ years building, scaling, and managing SaaS teams, processes, and systems that reliably deliver growth.
• Meaningful and consistent history of strong quota attainment and track record of success leading sales organizations across multiple groups and/or geographies.
• Effective "zooming in and out", comfortable working both strategically and tactically.
• Expert-level experience in sales process design and optimization – pipeline development, strategy development, lead generation, prospect generation, and follow-up strategies.
• Experience using Salesforce in the execution of the above, working across Sales Development Representatives, Inside Sales Account Executives, and Channel/Partner Sales Development.
• Demonstrated experience achieving a high level of forecast accuracy through detailed and targeted closed plans and a clear understanding of pipeline conversion metrics.
• Proven ability to recruit and manage a team of high-achieving sales professionals.
• Data and metrics-driven with experience analyzing markets and trends, anticipating and identifying opportunities, and developing insight at a strategic level.
• Excellent problem-solving, project management, and change management skills.
• Must exhibit efficiency, collaboration, candor, openness, and results orientation.
• Demonstrated creative approaches to selling techniques.

Work Location:

Headquartered in Washington, D.C. As a member of the Executive team, this is a hybrid remote opportunity with an opportunity for partial work from home once initial key relationships and the foundation of trust have been established.

Salary & Benefits:

The compensation for this role is very competitive in the mid to high 300's. We are going to custom-build a compensation package around this individual with a very healthy base salary and bonus structure, and strong incentives to include an ownership stake and business vesting over time. If you thrive in a fast-paced, entrepreneurial environment and enjoy shaping the landscape within a company, please email your resume to:

The Edens Group, LLC

Attn: Kelly Edens

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