Chief Revenue Officer

🔥 0 minutes ago

🇺🇸 United States – Remote

⏰ Full Time

🔴 Lead

💹 Revenue Operations

👻 Ghost score 25%

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Flosum

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2013

🤝 B2B

☁️ SaaS

B2B • Software • SaaS

Flosum is an all-around solution built for Salesforce, focusing on enhancing DevOps, backup, and archive capabilities, as well as ensuring security orchestration. Trusted by Fortune 1000 companies, Flosum streamlines Salesforce development processes, automates security measures, and significantly reduces deployment times while maintaining data integrity. With its Salesforce-native tools, Flosum fosters collaboration and efficiency for organizations looking to optimize their investments in Salesforce.

📋 Description

• Own the full revenue number across new business, expansion, renewal, and retention • Design and execute the go-to-market strategy to scale from $30M to $100M ARR within 3–4 years while maintaining profitability • Build quarterly planning, bottoms-up forecasting, pipeline coverage models, and segment-level unit economics tracking • Establish minimum deal size thresholds and prune low-value accounts • Drive cross-sell and upsell across the five-product portfolio • Build a multi-channel demand generation engine spanning outbound, content, digital campaigns, events, partner referrals, and product-led growth • Maintain 3–4x pipeline-to-quota coverage across segments • Implement pipeline inspection, deal management, weekly forecasting reviews, stage gates, and data-driven coaching • Develop strategic enterprise pipeline and executive-to-executive relationships • Design and execute a product-led growth motion and self-service entry point • Build PLG instrumentation, analytics, and product-sales handoff processes • Develop community-led and ecosystem-based go-to-market strategies • Lead and close strategic enterprise deals with Fortune 500 accounts • Build structured enterprise deal processes, including discovery frameworks, mutual close plans, executive business reviews, and competitive displacement playbooks • Develop account-based strategy for the top 50 target accounts • Improve gross revenue retention to 92%+ and net revenue retention to 110%+ • Establish executive-level relationships with top accounts • Implement customer lifecycle management from onboarding through renewal • Lead and scale a global revenue organization across Sales, Marketing, Business Development, Customer Success, and Revenue Operations • Recruit, develop, and retain A-level talent across revenue functions • Manage distributed teams across time zones • Maintain CAC payback under 18 months, LTV-to-CAC above 3x, and strong gross margins • Make data-driven resource allocation decisions • Report revenue performance, pipeline health, retention trends, and forward-looking indicators to the CEO and board

🎯 Requirements

• Proven track record scaling a B2B SaaS company from $20–40M to $100M+ ARR as CRO, VP of Sales, or equivalent revenue leadership role • Direct, personal experience closing six- and seven-figure enterprise deals with Fortune 500 or equivalent large enterprise customers • Experience leading a global, multi-functional revenue organization including Sales, Marketing, and Business Development with 50+ total team members • Demonstrated ability to build and operate a demand generation engine that produces predictable, inspectable pipeline across multiple channels • Deep understanding of modern SaaS unit economics including CAC, LTV, payback period, gross margin, GRR, and NRR, with evidence of running a profitable or capital-efficient operation • Experience implementing or scaling a product-led growth motion alongside traditional enterprise sales • Track record of improving gross revenue retention to 90%+ and net revenue retention to 110%+ at scale • Experience selling into regulated industries with complex compliance and security requirements • Minimum 15 years of progressive revenue leadership experience, with at least 5 years in a CRO or equivalent role • Strongly preferred: experience in the Salesforce ecosystem or adjacent enterprise platform ecosystems • Strongly preferred: background in DevOps, DevSecOps, or developer tools • Strongly preferred: experience at a bootstrapped or capital-efficient company • Strongly preferred: familiarity with multi-product portfolio selling and land-and-expand motions • Strongly preferred: experience building and leveraging executive communities or advisory boards • Strongly preferred: history of competitive displacement wins

🏖️ Benefits

• Competitive compensation and incentive structure • Company equity • Daily coaching, mentorship, and growth opportunity • Remote-first team • Global, mission-driven team • Learning from top leaders in Salesforce DevOps and SaaS sales • Exciting challenges in a rapidly growing industry • Unlimited Flex Time Off Plan • All major holidays • Significant performance-based variable compensation tied to bookings, retention, and profitability targets • Clear quarterly milestone structure with transparent measurement and payout criteria