Role Overview for Chief Revenue Officer (CRO) with a Cloud Communications Co. – San Jose, CA
JRG Partners has been exclusively retained to lead the search for a transformative Chief Revenue Officer (CRO) on behalf of our client, a rapidly scaling and innovative leader in the Cloud Communications sector. Based in the heart of Silicon Valley, San Jose, CA, our client is at the forefront of shaping how businesses connect, communicate, and collaborate. With a robust suite of Unified Communications as a Service (UCaaS) and Contact Center as a Service (CCaaS) solutions, they are poised for exponential growth and are seeking a world-class executive to architect and execute their global revenue strategy.
This is a career-defining opportunity for a seasoned revenue leader to join a dynamic executive team and make a significant impact on the company’s trajectory. The Chief Revenue Officer will be the single, authoritative owner of the entire revenue generation engine, from marketing and sales to customer success and revenue operations. Reporting directly to the Chief Executive Officer (CEO), the CRO will be a key architect of the company’s future, responsible for driving alignment across all revenue-related functions and ensuring a cohesive, customer-centric go-to-market strategy.
You will be tasked with not just meeting, but dramatically exceeding, ambitious revenue targets, scaling the organization, and solidifying the company’s position as a dominant force in the competitive cloud communications landscape. We are looking for a strategic visionary with a proven track record of building and leading high-performance teams, implementing scalable processes, and fostering a culture of accountability, collaboration, and relentless execution.
Key Responsibilities of Chief Revenue Officer (CRO) with a Cloud Communications Co. – San Jose, CA
Revenue Strategy & Execution
Develop, articulate, and execute a comprehensive, multi-year revenue growth strategy that encompasses all revenue streams, including new customer acquisition, expansion, and retention. Align this strategy with the company’s overall vision and financial objectives.
Executive Leadership
Serve as a pivotal member of the C-suite, providing critical insights and leadership on all revenue-related matters. Collaborate closely with the CEO, CFO, CPO, and other executives to drive cohesive company-wide strategy and execution.
Team Building & Leadership
Recruit, mentor, and lead a world-class global team across Sales (Enterprise, Mid-Market, SMB), Marketing, Customer Success, and Revenue Operations. Foster a culture of high performance, continuous improvement, and data-driven decision-making.
Go-to-Market (GTM) Optimization
Design and implement a sophisticated GTM strategy that leverages multiple channels, including direct sales, channel partners, and strategic alliances. Continuously refine sales methodologies, pricing strategies, and market segmentation to maximize revenue potential.
Sales & Pipeline Management
Personally engage in and oversee key strategic deals while building a predictable, scalable, and repeatable sales process. Implement rigorous pipeline management and forecasting methodologies to ensure revenue predictability and accuracy.
Marketing & Sales Alignment
Forge a powerful partnership between Marketing and Sales to create a seamless customer journey. Ensure marketing efforts in demand generation, brand building, and product marketing are directly tied to pipeline creation and revenue goals.
Customer Lifecycle Ownership
Champion a customer-centric culture across the organization. Oversee the Customer Success function to ensure high levels of customer satisfaction, adoption, and retention, ultimately driving net revenue retention (NRR) and maximizing customer lifetime value (LTV).
Revenue Operations & Analytics
Build and scale a robust Revenue Operations function to provide the data, analytics, processes, and technology stack (CRM, marketing automation, etc.) needed to optimize the entire revenue funnel. Leverage data to uncover insights, drive efficiency, and inform strategic decisions.
Market Intelligence
Stay ahead of industry trends, competitive landscape, and market shifts within the dynamic Unified Communications as a Service (UCaaS) space. Translate market intelligence into actionable strategies to maintain a competitive edge.
Financial Acumen
Develop and manage the annual revenue budget and forecasts. Work closely with the finance department to ensure alignment on financial models, reporting, and key performance indicators (KPIs) such as ARR, LTV, CAC, and churn.
Requirements for the Chief Revenue Officer (CRO) with a Cloud Communications Co. – San Jose, CA
Executive Experience
A minimum of 15+ years of progressive leadership experience in B2B technology, with at least 5-7 years in a senior revenue leadership role (e.g., CRO, SVP of Global Sales) for a high-growth SaaS or enterprise software company.
Industry Expertise
Deep and demonstrable experience within the Cloud Communications (UCaaS, CCaaS, CPaaS), telecommunications, or a closely related B2B SaaS industry is strongly preferred.
Proven Scaling Track Record
A quantifiable track record of success in scaling revenue, ideally from ~$50M to $200M+ ARR. Experience managing P&L and a history of consistently exceeding revenue targets is essential.
Strategic & Analytical Mindset
Exceptional ability to develop and execute complex GTM strategies. Must be highly analytical and data-driven, with expertise in modern revenue metrics, forecasting, and RevOps best practices.
Leadership & Mentorship
A true ‘player-coach’ with a demonstrated ability to attract, hire, develop, and retain A-player talent. Proven experience building and managing large, geographically dispersed teams.
Cross-Functional Collaboration
Superb interpersonal and communication skills, with the ability to build strong relationships and influence across all levels of the organization, from the board of directors to individual contributors.
Operational Excellence
Expertise in designing and implementing scalable systems, processes, and playbooks across the entire revenue organization to drive efficiency and predictability.
Customer-Centric Focus
A deep understanding of the entire customer lifecycle and a passion for driving customer value and success as a primary driver of long-term, sustainable growth.
Education
Bachelor’s degree in Business Administration, Marketing, or a related field is required. An MBA is highly preferred.
Location
Must be based in or willing to relocate to the San Jose, CA area. This is a hybrid role with significant in-office presence required to collaborate with the executive team.
Benefits & Perks Offered
Our client is committed to attracting and retaining top-tier executive talent and offers a highly competitive and comprehensive compensation package, including:
Executive Compensation
A compelling package consisting of a competitive base salary, an aggressive performance-based bonus structure, and a significant equity stake in the company.
Comprehensive Health Coverage
Premium medical, dental, and vision insurance plans for you and your dependents.
Retirement Planning
A robust 401(k) plan with a generous company match to help you plan for your future.
Work-Life Balance
A generous Paid Time Off (PTO) policy, paid company holidays, and flexible work arrangements to support a healthy work-life integration.
Professional Growth
A dedicated budget for professional development, executive coaching, and continuous learning opportunities.
Relocation Support
A comprehensive relocation package is available for the ideal candidate if required.
Perks
A modern and collaborative office environment in San Jose, regular team-building events, catered lunches, and other perks designed to foster a positive and productive work culture.
How to Apply
This is an exclusive search conducted by JRG Partners. If you are a visionary revenue leader with a passion for building great companies and a track record of success in the cloud communications space, we want to hear from you. To be considered for this pivotal leadership role, please submit your resume and a cover letter detailing your relevant experience and accomplishments.
All applications will be treated with the strictest confidentiality. To learn more about our expertise in placing transformative leaders, please visit the JRG Partners’ Technology Executive Search practice page. We look forward to reviewing your application and discussing this exciting opportunity with you.
