首席营收官（Rustici）- 美国，纳什维尔，远程
Chief Revenue Officer (Rustici) US, Nashville, Remote
职位概述
角色职责
我们正在寻找一位经验丰富的首席营收官（CRO），负责制定我们的市场进入策略，并在公司下一阶段增长中对所有营收生成策略、流程和渠道负责。Rustici 一直以来通过市场领导力、客户需求、推荐和内部机会实现增长。CRO 的主要任务是建立并扩展一个积极的新客户获取引擎，同时保持强大的客户留存和扩展表现。
作为高管团队的核心成员，CRO 将利用深厚的行业和岗位专业知识，加速可预测的、盈利的营收增长，并随着产品路线图的演进，将商业职能进行对齐以实现长期客户价值。
您将销售的产品
Rustici 的软件产品解决了内容和平台互操作性的技术挑战。我们专注于 SCORM 和 xAPI 等标准，并帮助客户利用这些标准来提升其商业产品，并在更大的企业学习生态系统中运行。我们的产品从高度复杂的集成软件——包括 Rustici Engine 和 Content Controller——到更易于使用的现成产品，能够缓解在多个系统中大规模管理学习和培训内容的痛点。
关键职责
企业营收领导力
- 负责公司整体营收增长、客户留存、盈利能力及商业表现。
- 制定并执行组织的短期和长期营收策略，设定营收目标、增长计划和与公司目标一致的绩效指标。
- 领导组织向主动、可扩展的市场进入模式转型，识别新兴增长机会、市场风险和营收加速举措。
- 定期向 CEO 和董事会汇报营收表现并提出战略建议。
市场进入策略与商业增长
- 定义并领导公司在销售、营销和客户管理方面的市场进入策略。
- 推动市场扩展举措、客户获取策略和垂直市场渗透。
- 协调营销工作，以优化需求生成、线索质量、管道增长和客户获取效果。
- 制定销售细分、区域策略和市场覆盖模型。
- 与产品团队合作，确保商业机会的一致性
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Position Summary
The role
We’re looking for an experienced Chief Revenue Officer (CRO) to own our go-to-market strategy and be responsible for all revenue generation strategies, processes, and streams in our organization during our next phase of growth. Rustici has historically grown through market leadership, customer demand, referrals, and inbound opportunities. The CRO's primary mission is to establish and scale a proactive new-logo acquisition engine while maintaining strong customer retention and expansion performance.
As a core member of executive leadership, the CRO will leverage deep industry and role expertise to accelerate predictable, profitable revenue growth and align commercial functions for long-term customer value as our product roadmap evolves.
What you would be selling
Rustici's software products solve the technical challenges of content and platform interoperability. We specialize in standards like SCORM and xAPI and help customers leverage them to improve their commercial products and operate within larger enterprise learning ecosystems. Our offerings range from highly complex integrated software — including Rustici Engine and Content Controller — to more accessible off-the-shelf products that ease the pain of managing learning and training content at scale across many systems.
Key Responsibilities
Enterprise Revenue Leadership
- Own company-wide revenue growth, customer retention, profitability, and commercial performance.
- Develop and execute the organization's short-term and long-term revenue strategy, establishing revenue targets, growth plans, and performance metrics aligned with corporate objectives.
- Lead the organization's evolution toward a proactive, scalable go-to-market model, identifying emerging growth opportunities, market risks, and revenue acceleration initiatives.
- Provide regular revenue performance updates and strategic recommendations to the CEO and Board of Directors.
Go-to-Market Strategy & Commercial Growth
- Define and lead the company's go-to-market strategy across sales, marketing, and account management.
- Drive market expansion initiatives, customer acquisition strategies, and vertical market penetration.
- Align marketing efforts to optimize demand generation, lead quality, pipeline growth, and customer acquisition effectiveness.
- Develop sales segmentation, territory strategies, and market coverage models.
- Partner with Product teams to ensure alignment between commercial opportunities, growth objectives, and organizational priorities.
Sales Leadership
- Build, coach, and scale a high-performing outbound sales team across sales execution, forecasting accuracy, deal sizing, and talent acquisition.
- Lead and develop the sales organization to achieve revenue and profitability targets.
- Establish performance expectations, compensation strategies, and accountability measures.
- Drive predictable pipeline development, sales execution, and forecast accuracy.
- Improve conversion rates, win rates, average deal size, and sales productivity.
- Implement sales methodologies, coaching programs, and talent development initiatives.
- Recruit, develop, and retain top-performing commercial talent.
Customer Success, Retention & Expansion
- Drive account expansion, upselling, net revenue retention (NRR), and churn reduction across existing customer accounts.
- Monitor recurring revenue trends and proactively identify revenue risks.
- Establish customer-centric strategies that strengthen long-term relationships and loyalty.
Revenue Operations & Commercial Excellence
- Lead Revenue Operations, including forecasting, pipeline management, and KPI reporting.
- Establish scalable systems, processes, and reporting capabilities that support growth.
- Improve visibility into pipeline health, sales effectiveness, customer retention, and revenue performance.
- Develop executive dashboards and revenue analytics that inform strategic decision-making.
- Drive operational excellence across the entire customer lifecycle. Instill operational rigor, forecasting discipline, tech stack optimization, and CRM data integrity to drive commercial maturity across the customer lifecycle.
Qualifications
Experience
- 12+ years of progressive B2B SaaS revenue leadership, including senior VP of Sales, Head of Revenue, or CRO roles, with demonstrated success building or rebuilding a revenue function.
- Proven track record of constructing or transforming commercial teams within organizations generating $15M to $100M in ARR in a high-growth or transformational environment.
- Direct experience commercializing enterprise learning and HR technologies, with deep familiarity navigating executive stakeholder dynamics across CHRO, CLO, CIO, and COO personas.
- Proven track record driving commercial adoption for early-stage and high-growth product offerings.
- Demonstrated experience building a net-new customer acquisition function from little or no existing outbound infrastructure.
- Successfully transitioned organizations from inbound-led growth to proactive outbound selling.
- Experience managing revenue forecasting, pricing strategy, and commercial performance initiatives.
- Experience presenting to executive leadership, private equity sponsors, ownership groups, or Boards of Directors preferred.
Skills & Capabilities
- Player-coach mentality who can both write the playbook and execute it — not just manage people who execute.
- Rigorous forecasting discipline using leading indicators, not just gut feel
- Strong recruiter: knows how to attract A-players
- Technology fluency: comfortable in CRM (Salesforce preferred) and leveraging other marketing and prospecting tools
- Clear communicator who can represent the sales org to the board
Education
- Bachelor's degree in Business Administration, Finance, Economics, Marketing, Analytics, or related field.
- MBA or advanced business degree preferred.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
Originally posted on Himalayas