Role Overview for Chief Revenue Officer (CRO) with a B2B SaaS Platform – Boston, MA
JRG Partners has been exclusively retained to lead the search for a transformative Chief Revenue Officer (CRO) for a high-growth, venture-backed B2B SaaS company based in the vibrant tech hub of Boston, MA. Our client is a market leader, providing an innovative platform that solves critical business challenges for a growing roster of enterprise clients. As they enter a pivotal phase of accelerated scaling, they are seeking a strategic and results-oriented executive to architect and execute a world-class revenue engine.
The Chief Revenue Officer (CRO) will be a cornerstone of the executive leadership team, reporting directly to the Chief Executive Officer (CEO). This is not just a sales leadership role; it is a strategic position responsible for the entire revenue lifecycle. The ideal candidate will be the master conductor of all revenue-generating functions, including enterprise sales, marketing, customer success, and revenue operations, ensuring they are seamlessly integrated and aligned towards a singular mission: sustainable, exponential growth. You will be responsible for developing the overarching GTM strategy, optimizing every facet of the customer journey, and building a high-performance, data-driven revenue organization. This is a unique opportunity to make a profound impact on a company poised for market domination, shaping its trajectory and defining its success for years to come.
Key Responsibilities of Chief Revenue Officer (CRO) with a B2B SaaS Platform – Boston, MA
The CRO will have a broad and impactful mandate, owning all aspects of revenue generation and strategy. Key responsibilities include:
Revenue Strategy & Forecasting
Develop, implement, and iterate on a comprehensive revenue strategy that encompasses all GTM motions. Create and manage a predictable, scalable, and accurate revenue forecasting model. Set ambitious yet achievable revenue targets and KPIs for all teams, holding them accountable for results.
Executive Leadership & GTM Vision
Serve as a key member of the C-suite, providing critical input on company strategy, market positioning, and long-term vision. Own the end-to-end Go-to-Market strategy, from market segmentation and pricing to channel strategy and international expansion.
Sales Organization Leadership
Lead, mentor, and scale a world-class sales organization across all segments (e.g., SMB, Mid-Market, Enterprise). Recruit, hire, and develop top-tier sales talent. Implement and enforce a rigorous sales methodology and process to ensure consistent execution and performance. Oversee deal structuring, negotiation, and pipeline management to maximize win rates and contract value.
Marketing & Sales Alignment
Foster a deep, collaborative partnership with the marketing leadership to ensure the creation of a seamless lead-to-revenue funnel. Co-own demand generation strategy, ensuring marketing efforts produce high-quality MQLs that convert efficiently. Ensure brand messaging and sales narratives are perfectly aligned to resonate with target personas.
Customer Success & Net Revenue Retention
Champion a customer-centric culture across the entire revenue organization. Oversee the Customer Success function to drive product adoption, customer satisfaction, and value realization. Develop and execute strategies to maximize Net Revenue Retention (NRR) through renewals, upsells, and cross-sells, understanding that growth from the existing customer base is paramount.
Revenue Operations & Analytics
Build and lead a sophisticated Revenue Operations (RevOps) function to provide the data, processes, and technology stack needed to scale. Leverage data analytics to derive actionable insights, optimize funnel conversion rates, shorten sales cycles, and improve overall efficiency. Implementing and refining a cohesive B2B digital growth engine is paramount to success in this role.
Pricing & Packaging Strategy
Continuously evaluate and refine the company’s pricing and packaging models to align with market dynamics, customer value, and revenue goals. Conduct market analysis to identify new opportunities and ensure competitive positioning.
Requirements for the Chief Revenue Officer (CRO) with a B2B SaaS Platform – Boston, MA
We are seeking a seasoned executive with a demonstrable history of scaling revenue for B2B SaaS companies. The ideal candidate will possess a unique blend of strategic thinking, operational excellence, and inspirational leadership.
Required Qualifications:
Executive Experience
15+ years of experience in software/SaaS, with at least 5-7 years in a senior revenue leadership role (e.g., CRO, SVP/VP of Sales, GM) with P&L responsibility.
Proven Scaling Track Record
Demonstrable experience taking a B2B SaaS company through significant growth phases, for example, from $20M to $100M+ in Annual Recurring Revenue (ARR).
Holistic Revenue Ownership
A proven track record of successfully managing and integrating multiple revenue-generating functions, including Sales, Marketing, and Customer Success, under a unified strategy.
SaaS Metrics Fluency
Deep expertise in SaaS business models and a masterful understanding of key metrics, including ARR, LTV, CAC, NRR, Gross Margin, and sales efficiency ratios. You must be able to articulate how to influence these levers to drive growth.
Data-Driven Operator
A strong analytical mindset with a history of using data to drive strategy, decision-making, and performance management. Expertise with modern CRM (e.g., Salesforce) and BI tools is essential.
Leadership & Talent Development
Exceptional leadership skills with a proven ability to recruit, inspire, and develop high-performing, diverse teams. A ‘player-coach’ mentality who can lead by example.
Location
Must be based in or willing to relocate to the greater Boston, MA area to foster collaboration with the executive team.
Preferred Qualifications:
- Experience in a private equity (PE) or venture capital (VC) backed environment is highly desirable.
- MBA or other advanced degree from a top-tier institution.
- Experience with both product-led growth (PLG) and traditional enterprise sales motions.
- Experience taking a company through international expansion.
- Strong executive presence and communication skills, with experience presenting to a Board of Directors.
Benefits & Perks Offered
Our client believes in investing in their people and offers a highly competitive and comprehensive compensation and benefits package, including:
Executive Compensation
A competitive base salary, a significant performance-based annual bonus, and a substantial equity package commensurate with the strategic importance of this role.
Comprehensive Health Coverage
Premium medical, dental, and vision insurance plans for you and your dependents.
Retirement Planning
A 401(k) plan with a generous company match to help you plan for your future.
Generous Time Off
A flexible and generous paid time off (PTO) policy, plus company-paid holidays, to ensure a healthy work-life balance.
Professional Development
A dedicated budget for professional development, including conferences, courses, and executive coaching.
Relocation Support
Relocation assistance is available for the exceptional candidate who is not currently in the Boston area.
Work Environment
A dynamic, innovative, and collaborative culture with a talented and passionate team dedicated to building a category-defining company.
How to Apply
JRG Partners has been exclusively retained for this Chief Revenue Officer search. We are committed to a confidential, thorough, and efficient recruitment process. Interested and qualified candidates are encouraged to submit their resumes for consideration.
To apply or to learn more about our dedicated practice in this field, please visit our SaaS Executive Search Practice page and submit your application through the provided portal. We look forward to connecting with you to discuss this exciting opportunity.
