Our client is a rising global star in compliance technology. With hundreds of clients around the globe and an aggressive plan for growth, they are continuing to add bright, motivated people who want to have a visible impact on the business in their role.
The company provides compliance management software that helps companies reduce their risk of misconduct. Their platform lets compliance professionals demonstrate that they are proactively managing the regulated activities of employees, third-party vendors and other agents of the firm. Available as a unified suite or à la carte, our easy-to-use and extensible SaaS-based solutions get clients up and running quickly and cost-efficiently. They've built their passion and desire for excellence in compliance automation into every product, empowering clients of all sizes to maximize technology to minimize conduct risk.
The company seeks a talented, experienced leader to join the team and bring the company to the next generation of size and growth.
The Chief Revenue Officer (CRO) is a member of the executive team and reports to the CEO. The CRO will be responsible for business development across the world — primarily in US. The role will manage the sales and marketing teams for the entire sales and buying cycle from lead generation to close.
Overview of Candidate's Background:
The candidate will have been in a critical revenue-generating leadership role at a software company (preferably SaaS) selling to capital markets financial services firms that grew rapidly to scale during your tenure. You will have the ability to define and execute successful go to market strategies to build and scale a company
The candidate will have a solid understanding of the customer buying process and how to position software solutions to all sizes of capital markets firms but especially to tier 1 and 2 firms.
Drive and develop the company's revenue generating teams (sales and marketing) to generate pipeline and global sales
Provide strong and credible leadership to the sales and marketing team, setting a unified direction for the team and ensuring priorities are always clear
Lead and implement the sales and marketing strategy to align with the customer buying lifecycle to maximize success.
Develop and manage global partnerships
Enhance presence in target markets
Gather strategic customer product needs and provide input to the product roadmap committee
Define, create and implement sales and marketing initiatives with the sales and marketing teams that support revenue acceleration
Mentor, develop and motivate a high-performing and highly engaged sales team in skills, sales methodologies and activities, product knowledge, teamwork, time and territory management, and competitive knowledge
Maximize efficiency in lead generation and opportunity closing process
Develop and implement new processes to optimize revenue generating functions.
Define the sales incentive, quotas, forecasting model and associated performance metrics
Manage sales budgetary planning
Design, implement and manage targeted sales and marketing campaigns to build pipeline
Strong data skills needed to accurately forecast, plan and develop revenue projections for annual budgets.
Lead key account planning, business development opportunities and sales forecast and commitment decisions
Continually assess the effectiveness of sales methods and programs and re-calibrate existing sales strategies.
Define and establish a more effective sales approach, methods, activities, benchmarks and expectations that will ensure building appropriate and accurate pipeline, close rate, and controlled sales cycles, and a basis for measuring performance of the sales and marketing team.
Ensure sales operations process & tools are in place & effectively executed to support a stable & repeatable business model (bid qualification, bid & contract management, etc.
Manage internal training plan for Sales to develop business & technical Knowledge & Expertise
Learn and maintain a deep understanding of the customers, and the industry as a whole
Develop executive relationships with key buyers and influencers in targeted sectors and companies in the Irish market and leverage these in the sales process.
Lead and execute the bid process including business case, budgetary parameters, timescales and format for the bid.
Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.
Ensure hand-over of engagements to operational teams at kick-off and transition points and maintain contact as required.
Represent the company at business, conference and social events to raise profile and develop positioning of the firm with target audiences.
Provide leadership to the entire firm regarding the commercial side of the business, so that there is a coherent team effort behind the business development drive.