Chief Revenue Officer

JOB TITLE:  Chief Revenue Officer (CRO)

DIVISION/BUSINESS UNIT: Executive Function     

ACCOUNTABLE TO: Chief Executive Officer             

OFFICE BASE: Edinburgh / Hybrid

Key Responsibilities

• Revenue growth strategy, drive & leadership
• Develop and execute the organisation’s end-to-end revenue growth strategy, ensuring alignment across sales, marketing, and customer success functions
• Forecast, track, and optimise revenue growth performance, ensuring targets are met or exceeded
• Identify and evaluate new market opportunities and new growth channels
• Identify and support the evaluation of new products and new commercial models

Sales Leadership

• Manage all sales operations, pipeline management, and key account growth
• Implement best-practice sales methodologies, performance management frameworks, pipeline accuracy and CRM optimisation
• Strengthen sales capability through coaching, training, and data-driven performance analysis

Marketing & Demand Generation

• Manage marketing to build high-performing lead generation, brand, and go-to-market strategies
• Ensure seamless alignment between demand generation and sales conversion activities
• Leverage analytics to optimise customer acquisition and reduce cost-per-lead

Public Relations and Public Affairs

• Work with Commsworld Marketing function to co-ordinate all marketing activities
• Ensure that the companies is presented positively to the market and public

Commercial & Pricing Strategy

• Work with the business to set, refine, and optimise pricing strategy, commercial models, and contract structures
• Identify opportunities to increase margin and enhance the value proposition
• Shape competitive differentiation and market positioning

Customer Success & Retention

• Oversee and manage customer experience, onboarding, account management, and retention strategies to maximise lifetime value
• Develop customer expansion programmes, cross-sell/upsell initiatives, and renewal processes
• Build strong, trusted relationships with strategic clients and partners

Data, Insights & Performance Management

• Use data and analytics to identify trends, risks, and opportunities across the entire revenue funnel
• Establish KPIs and dashboards to monitor performance across sales, marketing, and customer teams
• Promote a culture of continuous improvement and commercial excellence

Cross-Business Collaboration and Leadership

• Work as a proactive member of the Executive Team to ensure all business objectives are met
• Work closely with Product, Finance, Operations, and Technology to ensure revenue strategy is integrated with organisational priorities
• Provide input into product roadmap, market needs, and customer insights

• Expert in end-to-end revenue ownership across Sales, Marketing, Partnerships, and Customer Success
• Strong background in B2B enterprise and mid-market sales, including complex, multi-stakeholder deals
• Experienced in go-to-market strategy, market entry, and product commercialization
• Demonstrated ability to build, lead, and scale revenue teams
• Highly skilled in forecasting, pipeline management, and revenue operations
• Strong collaborator with Product Engineering, and Finance leadership
• Adept at customer retention, expansion, and lifecycle management
• Strategic yet execution-focused, with a bias toward measurable outcomes
• Known for strong negotiation, communication, and stakeholder management skills

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