JRG Partners is proud to partner with a category-leading, high-growth B2B SaaS company poised for exponential expansion. Our client, a venture-backed innovator with a strong product-market fit and an impressive roster of enterprise clients, has successfully scaled to $50M in Annual Recurring Revenue (ARR). They are now at a critical inflection point and are seeking a visionary, data-driven, and execution-oriented Chief Revenue Officer (CRO) to architect and lead their next phase of growth, scaling the company to $150M ARR and beyond. This is a career-defining opportunity for a proven revenue leader to join a dynamic executive team, build a world-class revenue organization, and make a significant impact on the company’s trajectory. Based in the vibrant tech hub of Miami, FL, you will be at the helm of all revenue-generating activities, shaping the future of a company that is revolutionizing its industry.
Role Overview for Chief Revenue Officer – B2B SaaS, $50M ARR Scaling to $150M | Miami, FL
The Chief Revenue Officer (CRO) is a pivotal member of the executive leadership team, reporting directly to the Chief Executive Officer (CEO). You will be the single owner of the entire revenue lifecycle, providing strategic leadership and unified oversight across all revenue-generating functions, including Sales, Marketing, Customer Success, and Revenue Operations. Your primary mandate is to build a scalable, predictable, and efficient revenue engine that can triple the company’s ARR. This requires a leader who is not only a strategic thinker but also a hands-on operator, capable of diving deep into the details while maintaining a clear vision of the long-term goals. You will be responsible for creating and executing an integrated commercial strategy that aligns all departments towards a common revenue objective. This involves optimizing the customer acquisition funnel, maximizing customer lifetime value, and fostering a culture of high performance, accountability, and continuous improvement across the entire revenue organization. You will be a key voice in the boardroom, responsible for forecasting revenue, managing the P&L for the revenue team, and communicating performance, strategy, and market insights to the CEO and Board of Directors.
Key Responsibilities of Chief Revenue Officer – B2B SaaS, $50M ARR Scaling to $150M | Miami, FL
As the CRO, you will have a broad and impactful scope of responsibilities, designed to drive sustainable and aggressive revenue growth. Your duties will encompass strategy, execution, team leadership, and operational excellence.
Strategic Revenue Leadership
- Develop and execute a comprehensive go-to-market strategy to achieve aggressive revenue targets, focusing on scaling from $50M to $150M ARR.
- Partner with the CEO and executive team to define company-wide strategic priorities, revenue goals, and key performance indicators (KPIs).
- Architect and implement a robust revenue plan, including detailed forecasting, budgeting, and performance analysis.
- Analyze market trends, competitive landscape, and customer behavior to identify new market opportunities, expansion segments, and strategic partnerships.
- Define and optimize the company’s pricing, packaging, and monetization strategies to maximize value and revenue.
Sales Organization & Execution
- Lead, mentor, and scale a world-class global sales organization, including Enterprise Sales, Mid-Market, SMB, Sales Development (SDRs), and Solutions Engineering.
- Implement and refine a rigorous sales methodology (e.g., MEDDIC, Challenger Sale, Value Selling) to improve sales effectiveness, deal velocity, and win rates.
- Personally engage in key enterprise deals, building relationships with C-level executives at strategic accounts.
- Establish a culture of accountability and high performance through clear goal setting, consistent coaching, and performance management.
- Oversee the design and management of sales territories, quotas, and compensation plans to incentivize desired behaviors and drive results.
Marketing & Demand Generation Alignment
- Forge a powerful alliance with the marketing leadership to build a cohesive and predictable demand generation engine that fuels the sales pipeline.
- Ensure tight alignment on messaging, target audience, ideal customer profile (ICP), and lead qualification criteria (MQLs, SQLs).
- Collaborate on marketing strategy, including digital marketing, account-based marketing (ABM), content, and events, to ensure a strong return on investment.
- Analyze the full marketing and sales funnel to identify areas for optimization, from top-of-funnel awareness to conversion and close.
Customer Success & Retention
- Assume leadership of the Customer Success organization, recognizing that expansion and retention are critical levers for SaaS growth.
- Develop strategies to drive best-in-class Net Revenue Retention (NRR) and Gross Revenue Retention (GRR).
- Oversee the entire customer lifecycle, from onboarding and adoption to renewal and expansion.
- Champion a customer-centric culture, ensuring the voice of the customer informs product strategy and business decisions.
- Identify and execute on upsell and cross-sell opportunities within the existing customer base.
Revenue Operations & Analytics
- Build and lead a sophisticated Revenue Operations (RevOps) function to provide the data, processes, and technology foundation for the entire revenue engine.
- Implement and optimize the tech stack (Salesforce, HubSpot, etc.) to improve efficiency, visibility, and data integrity.
- Develop and manage a rigorous system for forecasting, pipeline management, and performance reporting.
- Leverage data and analytics to provide actionable insights, drive strategic decisions, and uncover growth opportunities.
Requirements for the Chief Revenue Officer – B2B SaaS, $50M ARR Scaling to $150M | Miami, FL
The ideal candidate is a seasoned SaaS executive with a demonstrable history of scaling revenue organizations through periods of intense growth. You are a strategic and inspirational leader who thrives in a fast-paced, results-oriented environment.
Experience
- 15+ years of experience in B2B software sales and revenue leadership roles, with at least 5+ years in a senior executive position (e.g., CRO, SVP/VP of Sales/Revenue).
- Proven, quantifiable track record of scaling a B2B SaaS company from ~$50M ARR to over $100M-$150M ARR.
- Experience managing and integrating multiple revenue functions, including sales, marketing, and customer success, under a unified strategy.
- Deep experience in enterprise B2B sales cycles, with a history of closing complex, six- and seven-figure deals.
- Experience in a private equity (PE) or venture capital (VC) backed environment is highly desirable.
Skills & Competencies
- Expertise in modern sales methodologies and go-to-market frameworks tailored for B2B SaaS.
- Mastery of SaaS metrics (ARR, NRR, LTV, CAC, Churn) and the levers that drive them.
- Exceptional leadership and team-building skills, with a demonstrated ability to recruit, develop, and retain A-player talent.
- Highly analytical and data-driven; able to translate complex data into a clear strategic narrative and actionable plans.
- Outstanding communication, presentation, and interpersonal skills, with the ability to influence and build consensus at all levels, including the Board of Directors.
- Strong financial acumen, with experience managing a P&L and developing complex budgets and forecasts.
Personal Attributes
- A strategic, forward-thinking mindset combined with a relentless focus on execution and results.
- High emotional intelligence and a player-coach mentality.
- Resilient, adaptable, and comfortable with the ambiguity and pace of a high-growth scale-up environment.
- Unquestionable integrity and a commitment to building a positive, inclusive, and high-performance culture.
- Bachelor’s degree required; MBA or advanced degree is a strong plus.
Benefits & Perks Offered
We believe in investing in our people and providing an environment where they can thrive. The compensation package for this critical role is designed to attract and retain a world-class leader.
- A highly competitive executive compensation package, including a substantial base salary and performance-based bonus.
- A significant equity stake in the company, providing a meaningful opportunity for wealth creation.
- Comprehensive health, dental, and vision insurance for you and your dependents.
- 401(k) plan with a generous company match.
- Unlimited Paid Time Off (PTO) policy.
- Generous budget for professional development, conferences, and executive coaching.
- Relocation assistance to beautiful Miami, FL.
- An opportunity to work with a brilliant, passionate, and driven team on a mission to disrupt a major industry.
How to Apply
If you are a visionary revenue leader with a passion for building great companies and a proven track record of scaling B2B SaaS businesses, we want to hear from you. This is a unique opportunity to shape the future of a market leader and leave a lasting legacy. JRG Partners specializes in placing top-tier executives in high-growth technology companies. To learn more about our expertise in this area, please visit our CRO / Chief Revenue & Sales Officer Search practice area. To be considered for this confidential search, please submit your resume and a cover letter detailing your experience in scaling a SaaS company through the $50M to $150M ARR growth phase.
