Chief Revenue Officer Job Description Template

The chief revenue officer owns all revenue generating functions, typically sales, marketing, customer success and partnerships. The role exists to make those functions work as one system rather than as separate departments with conflicting incentives, and it is accountable to the board for the growth plan and the efficiency of achieving it.

Typical Duties and Responsibilities

• Own the company’s revenue plan across new business and retention
• Lead sales, marketing, customer success and partnerships
• Align incentives and handoffs across the revenue functions
• Own the go to market strategy including segmentation and pricing input
• Build forecasting and revenue operations capability
• Report revenue performance to the executive team and board
• Manage the cost of acquisition against customer lifetime value
• Hire and develop the revenue leadership team
• Partner with product on market fit and roadmap priorities
• Drive operational discipline across the revenue organization

Education

• Bachelor’s degree in business or a related field; MBA common

Required Skills and Experience

• 15+ years in revenue roles including executive leadership
• Experience owning multiple revenue functions rather than sales alone
• Track record of sustained revenue growth
• Deep understanding of subscription unit economics
• Ability to align functions with different cultures and incentives
• Board and investor credibility
• Strong operational and analytical rigour
• Experience building revenue operations capability

Preferred Qualifications

• Experience through a funding round, acquisition or public offering
• Background spanning both sales and marketing leadership