Chief Revenue Officer, Flosum

• 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 (financial services, healthcare, government, life sciences) 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

Desirable

• Own the full revenue number: new business, expansion, renewal, and retention across all segments (Enterprise, Mid-Market, and emerging PLG)
• Design and execute the go-to-market strategy to scale from $30M to $100M ARR within 3–4 years while maintaining profitability
• Build and operationalize a quarterly planning cadence with bottoms-up forecasting, pipeline coverage models, and segment-level unit economics tracking
• Establish minimum deal size thresholds and systematically prune low-value accounts that dilute team capacity and drag down margins
• Drive cross-sell and upsell motions across the five-product portfolio, increasing average contract value and multi-product adoption rates
• Build a scalable, multi-channel demand generation engine spanning outbound prospecting, content marketing, digital campaigns, events, partner referrals, and product-led growth
• Own pipeline coverage ratios and ensure 3–4x pipeline-to-quota coverage at all times across segments
• Implement rigorous pipeline inspection and deal management processes with weekly forecasting reviews, stage-gate criteria, and data-driven coaching
• Personally engage in strategic pipeline development for enterprise accounts, including executive-to-executive relationship building
• Design and execute a PLG motion that creates a self-service entry point into the platform, converting free or low-cost users into enterprise contracts
• Build the instrumentation, analytics, and product-sales handoff processes required to identify and convert PLG-qualified leads into sales-assisted opportunities
• Develop innovative go-to-market strategies that differentiate the company from competitors relying on traditional sales motions, including community-led growth and ecosystem-based strategies
• Personally lead and close strategic enterprise deals with Fortune 500 accounts, particularly in regulated industries with complex procurement and compliance requirements
• Penetrate large enterprise accounts through multi-threaded relationships, executive sponsorship, and value-based selling that ties platform outcomes to business-critical KPIs
• Build and manage a structured enterprise deal process including discovery frameworks, mutual close plans, executive business reviews, and competitive displacement playbooks
• Develop an account-based strategy for the top 50 target accounts with dedicated pursuit plans, relationship maps, and executive engagement cadences
• Drive gross revenue retention from current levels to 92%+ through proactive customer health monitoring, risk identification, and executive intervention processes
• Own the net revenue retention number, targeting 110%+ through systematic expansion and cross-sell into the installed base
• Establish executive-level relationships with top accounts, ensuring strategic alignment and long-term partnership positioning
• Implement a structured customer lifecycle management process from onboarding through renewal, with clear ownership, milestones, and escalation paths
• Lead and scale a global revenue organization encompassing Sales (Enterprise and Mid-Market), Marketing (Demand Gen, Product Marketing, Field Marketing), Business Development (SDR/BDR), Customer Success, and Revenue Operations
• Build a performance-driven culture with clear accountability, transparent metrics, and a low-tolerance approach to underperformance—while maintaining a supportive, coaching-oriented environment for top performers
• Recruit, develop, and retain A-level talent across all revenue functions, with a particular emphasis on hiring missionaries who demonstrate ownership mentality and independent judgment
• Manage distributed teams across time zones with disciplined operating rhythms, clear communication protocols, and consistent performance management
• Maintain and improve unit economics as the company scales: CAC payback under 18 months, LTV-to-CAC ratio above 3x, and gross margins consistent with best-in-class SaaS benchmarks
• Make resource allocation decisions based on data, not instinct—investing in segments, channels, and motions that demonstrate efficient returns and pulling back from those that do not
• Provide the CEO and board with clear, honest reporting on revenue performance, pipeline health, retention trends, and forward-looking indicators