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# Chief Revenue Officer (CRO) with a Logistics Software Co. – Indianapolis, IN


Role Overview for Chief Revenue Officer (CRO) with a Logistics Software Co. – Indianapolis, IN
JRG Partners is proud to lead the exclusive executive search for a transformative Chief Revenue Officer (CRO) on behalf of our client, a high-growth, venture-backed logistics software company based in the vibrant tech hub of Indianapolis, IN. This is a pivotal leadership role for a visionary executive poised to architect and execute a revenue strategy that will define the future of the company and solidify its position as a market leader in supply chain technology.
As the CRO, you will be the central force driving all revenue-generating activities across the organization. Reporting directly to the Chief Executive Officer (CEO) and serving as a key member of the executive leadership team, you will have full ownership of the sales, marketing, and customer success functions. Your mission will be to create a cohesive, high-performance revenue engine that is predictable, scalable, and relentlessly focused on exceeding growth targets.
This role requires a strategic thinker with a hands-on approach, capable of building and mentoring world-class teams, refining go-to-market strategies, and fostering a culture of accountability and success. You will be instrumental in navigating the company through its next phase of exponential growth, expanding market share, and maximizing enterprise value. This is a unique opportunity to make a profound impact on a dynamic organization that is revolutionizing a multi-trillion-dollar industry.
Key Responsibilities of Chief Revenue Officer (CRO) with a Logistics Software Co. – Indianapolis, IN
The Chief Revenue Officer will be responsible for the design, implementation, and management of all aspects of the company’s revenue generation. This includes building a robust GTM strategy, leading multiple departments, and ensuring tight alignment to achieve ambitious financial goals.
Revenue Strategy & Vision
Develop and execute a comprehensive, multi-year revenue strategy that aligns with the company’s overall business objectives. Conduct in-depth market analysis to identify new growth opportunities, customer segments, and geographic markets. Define and manage the company’s competitive positioning and pricing strategies to maximize market penetration and profitability.
Sales Leadership & Execution
Build, lead, and mentor a high-performance, data-driven sales organization. Establish and refine sales processes, methodologies, and performance metrics to ensure efficiency and effectiveness. Develop and manage sales territories, quotas, and compensation plans. Personally engage in key enterprise deals and cultivate strategic relationships with major clients and partners.
Marketing & Demand Generation
Provide executive oversight for the marketing function, ensuring a tight alignment between marketing initiatives and sales objectives. Guide the development of powerful brand positioning, lead generation campaigns, content marketing, and digital strategies to build a robust sales pipeline and enhance brand equity.
Customer Success & Retention
Champion a customer-centric culture across the organization. Lead the Customer Success team to ensure exceptional customer onboarding, adoption, and support. Develop and implement strategies to increase customer lifetime value (CLV), drive net revenue retention (NRR), identify upsell/cross-sell opportunities, and minimize churn.
Revenue Operations (RevOps)
Establish and scale a sophisticated Revenue Operations function to provide critical insights and improve efficiency across the entire customer lifecycle. Implement and optimize the technology stack (CRM, Marketing Automation, etc.) and leverage data analytics to drive accurate forecasting, pipeline management, and strategic decision-making.
Go-to-Market (GTM) Strategy
Design, launch, and scale GTM strategies for new product introductions, feature enhancements, and market expansions. Collaborate closely with the Chief Product Officer (CPO) to ensure product-market fit and a seamless feedback loop between the market and the product development teams.
Executive Collaboration & Leadership
Serve as a vital member of the C-suite, providing critical input on overall company strategy, planning, and execution. Work collaboratively with the CEO, CFO, CPO, and other leaders to foster a cohesive and high-performing executive team. Prepare and present detailed revenue reports, forecasts, and strategic plans to the CEO and Board of Directors.
Financial Management & Forecasting
Assume full P&L responsibility for all revenue-generating departments. Develop and manage departmental budgets, ensuring a strong return on investment. Implement rigorous and accurate revenue forecasting processes to provide clear visibility into future performance.
Requirements for the Chief Revenue Officer (CRO) with a Logistics Software Co. – Indianapolis, IN
We are seeking a seasoned and results-oriented leader with a proven track record of scaling revenue for B2B technology companies. The ideal candidate will possess a unique blend of strategic acumen, operational expertise, and inspirational leadership.
Executive Experience
A minimum of 15+ years of progressive experience in sales and revenue leadership roles, with at least 5-7 years in a senior executive position (e.g., CRO, SVP of Global Sales, VP of Revenue) managing multiple revenue streams.
Industry Expertise
Deep experience within the B2B SaaS industry is mandatory. Prior experience in logistics technology, supply chain management (SCM), transportation management systems (TMS), warehouse management systems (WMS), or related enterprise software sectors is highly preferred. Must have a strong understanding of the evolving landscape of supply chain technology.
Proven Track Record of Scale
Demonstrable success in scaling a company’s revenue, ideally from ~$20M ARR to $100M+ ARR. Must provide clear examples of strategies implemented to drive this growth.
Leadership & Team Building
A proven history of recruiting, training, mentoring, and retaining top-tier talent. Experience leading and integrating diverse teams across Sales, Marketing, and Customer Success to function as a single, cohesive revenue unit.
Strategic & Analytical Skills
Exceptional strategic thinking and problem-solving abilities. Must be highly analytical and data-driven, with expertise in financial modeling, forecasting, and KPI-based management.
Operational Excellence
Expertise in building and optimizing sales processes, GTM strategies, and RevOps functions. Extensive experience with modern sales and marketing technology stacks, including mastery of Salesforce or a similar enterprise-grade CRM.
Executive Presence
Outstanding communication, presentation, and interpersonal skills. The ability to articulate a clear vision and effectively influence stakeholders at all levels, from individual contributors to the Board of Directors.
Education
Bachelor’s degree in Business, Marketing, or a related field is required. An MBA or other advanced degree is strongly preferred.
Location
The candidate must be based in or willing to relocate to the greater Indianapolis, IN area.
Benefits & Perks Offered
Our client is committed to attracting and retaining top executive talent by offering a highly competitive and comprehensive compensation and benefits package. This includes:
Executive Compensation
A lucrative and competitive compensation package including a substantial 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 401(k) retirement plan with a generous company matching contribution.
Generous Paid Time Off
A flexible and generous paid time off (PTO) policy, supplemented by company-paid holidays, to encourage work-life balance.
Professional Development
A dedicated budget for continuous learning, professional development, executive coaching, and industry conference attendance.
Relocation Assistance
A comprehensive relocation package is available for the ideal candidate and their family.
Work Environment
A dynamic, innovative, and collaborative work culture located in a modern office space in the heart of Indianapolis’s thriving tech scene.
How to Apply
JRG Partners has been exclusively retained for this Chief Revenue Officer search. To express your interest in this pivotal leadership opportunity, please submit your resume and a cover letter detailing your relevant experience and qualifications. We encourage you to highlight your specific achievements in scaling revenue within the B2B SaaS and logistics technology sectors.
All applications are held in the strictest confidence. Qualified candidates will be contacted directly by a JRG Partners executive recruiter to discuss the role in greater detail. For more information on our expertise in this area, please visit the JRG Partners’ Supply Chain & Technology Executive Search practice page. We look forward to reviewing your application.