Chief Revenue Officer

Description

Role: Chief Revenue Officer (CRO)

Reports to: CEO

Company: Rightsline, https://www.rightsline.com/

Location: USA (Remote)

Type: Full Time / Permanent

Travel: Up to 30%

Rightsline

Since 2012, Rightsline has been revolutionizing rights and royalties management with its leading IP Commerce SaaS platform. Trusted by global innovators like Disney, Amazon, Spotify, and the NFL, our solutions empower rights holders to maximize portfolio value, reduce risk, and increase profitability. Serving industries from media and entertainment to life sciences, our scalable platform combines advanced analytics, business process outsourcing, and decades of expertise to tackle the most complex rights and royalties challenges.

With over 300 employees across multiple regions, including the United States, Canada, the United Kingdom, and India, Rightsline fosters a dynamic, collaborative environment where innovation thrives. We’re passionate about creating smarter solutions, encouraging personal growth, and celebrating creativity. Join a team that offers competitive compensation and benefits, a supportive workplace, and the opportunity to lead the future of intellectual property management.

Position

As the Chief Revenue Officer (CRO), you will be responsible for leading and building a high performing revenue team that is focused on driving new ARR growth ("Land") and increasing revenue through various account management functions ("Expand"). This position will oversee our direct sales efforts, account management, and revenue operations functions and will work closely with the CEO and executive team to set revenue goals and develop strategies to achieve them. Your focus will be on building a scalable and sustainable revenue model that drives long-term growth.

Responsibilities

• Develop and execute a revenue growth strategy that aligns with the overall business goals and objectives of the company
• Build, manage and lead a high-performing revenue team, including new sales, account management and revenue operations
• Act as a coach and mentor for direct reports in sales, account management, and revenue operations
• Develop and implement effective sales programs that generate new leads, convert opportunities into sales, and retain customers
• Own the vision, strategy and playbook for new logo acquisition success
• Develop and manage the sales pipeline, revenue forecast, and set sales targets for the team - set monthly, quarterly, and annual enterprise sales targets and ensure the team consistently hits its sales goals
• Develop and maintain relationships with key customers, partners, and stakeholders to drive revenue growth and customer retention
• Continuously analyze market trends, competitive landscape, and customer needs to identify growth opportunities and develop strategies to capitalize on them
• Create and manage revenue-related budgets, forecasts and financial plans
• Work collaboratively with other departments, to ensure alignment and to achieve revenue goals
• Establish and maintain a culture of excellence, performance and accountability with the revenue team
• Act and be perceived as an executive presence on large enterprise deals
• Collaborate with leadership to understand pain-points and lead the account management team to quota-attainment for the expansion of current customer accounts
• Deliver insightful, clear, and articulate communication with internal and external stakeholders
• Recognize the vital role of value selling and bring your experience developing and executing value-selling frameworks to Rightsline
• Develop and optimize predictable, repeatable, and scalable sales processes
• Own the planning for our next phase of growth so we’re well-prepared to hire additional sales executives/account managers and get them onboarded effectively

Requirements

• Bachelor’s Degree in a related field (Business, Commerce, Marketing, Engineering, etc.)
• Approximately 10+ years of leadership experience within a sales/revenue function (ie. new sales, account management)
• A minimum of 5+ years of sales leadership experience in a B2B SaaS environment
• A minimum of 3+ years of experience owning all facets of a Revenue Department (Both Sales & Account Management)
• Experience scaling a company from under $50 million to over $100+ million ARR
• Experience selling into Large Enterprises and selling deal sizes approximately $150k+ ARR
• Experience leading a revenue team of minimum 25+ people (including direct and indirect reports)
• Experience managing/leading/hiring 2nd and 3rd line sales/revenue managers (ie. Managers, Directors, Senior Directors, VPs, etc.)
• Proven track record of building and leading high-performing revenue teams and delivering significant revenue growth
• Experience in developing and executing revenue growth strategies for SaaS businesses
• Experience selling in multiple verticals and industries
• Excellent analytical and strategic thinking skills
• Strong leadership, communication (written and oral presentation), and interpersonal skills.
• Ability to work collaboratively across departments and with external partners and stakeholders
• Strong problem-solving skills and the ability to work in a fast-paced environment
• Experience with value-based selling methodologies inclusive of the following stages: Discovery, Qualification, Business Case, Demonstration, Validation and Negotiating the Close. Ability to coach and develop our sales team with these disciplines.
• Demonstrable success selling to C-suite economic buyers in enterprise accounts
• Experience leading expansion/cross-sell across business units, divisions, brands, and geographies
• Experience managing territory and quota assignments for a large team and their rapid evolution as we scale
• Candidate has dealt with acquisitions and integrations of companies/products post acquisition - nice to have
• Candidate has led a geographically dispersed team - must have
• Must be authorized to work in the USA and/or in Canada
• Must be open to some travel - up to 30%

Benefits

Many perks and benefits including:

• Unlimited vacation
• Healthcare, Dental and Vision Benefits
• 401(k) Match Program
• Health Spending Account (HSA)
• Hybrid & flexible work hours