The Opportunity
IDMWORKS is seeking a Chief Revenue Officer (CRO) with an exceptional track record of success to help lead the company through its next phase of profitable growth. The CRO will work closely with the senior leadership team, and the Board, in developing and executing our growth and go-to-market strategies (GTM). The successful candidate will lead all GTM functions including sales, business development, marketing, account management, and client support.
The CRO is responsible for developing, optimizing and executing a sales and marketing engine that drives sustainable revenue growth, fostering a cohesive approach to new opportunities, and cultivating a robust pipeline for continued success. The candidate collaborates, measures, and provides support for initiatives involving growth and observes daily operations of the company to identify new opportunities for initiatives. The CRO will be a natural leader and “doer”, capable of driving initiatives forward in a fast-paced and team-oriented environment that is laser focused on client service, operational execution, and growth, all while ensuring that the growth strategy aligns with the core values, mission, and culture of the organization.
Reports to the Chief Executive Officer.
Responsibilities
Oversee the strategy, execution, and measurement of all growth initiatives across the organization.
Build a strong sales engine; improve sales operations and utilize predictable, repeatable sales roadmaps, and effectively translate targets into specific actions for all levels of sales management.
Develop and execute a comprehensive growth strategy, fostering a cohesive approach to new opportunities, and cultivate a robust pipeline for continued success.
Organically grow the business by expanding key clients into new solutions.
Work closely with the Sales team and external engagement teams, integrating their efforts to create cohesive growth avenues.
Manage resources and budget allocate and optimize the resources according to the priorities, goals, and ROI of the growth initiatives, and monitor and report on the progress and results.
Optimize the firm’s existing marketing strategies and developing new marketing channels at events, conferences, tradeshows and webinars.
Embrace change and innovation, anticipate and respond to the emerging challenges and opportunities.
Build and scale the team, fill gaps, and champion internal career progression in line with business needs by hiring, onboarding, developing, and retaining top talent; develop the next generation of leaders for the business.
Promote a culture of high performance, metrics-driven KPI reporting, drive accountability, keep the GTM organization focused on the key priorities that move the needle, while championing a positive and inclusive culture.
Create and execute short and long-term sales plans, including market segments, strategies, goals, tracking mechanisms, and develop KPIs around how top-of-the-funnel pipeline is growing, qualified pipeline is building, and deals are converting over time.
Initially, leveraging the existing sales and marketing assets to generate consistent qualified leads on a weekly basis; make recommendations for the highest ROI sales and marketing investments to the Board of Directors.
Evaluate the existing GTM strategy and infrastructure; design and implement the necessary
adjustments to create a data-driven, productive, and uniform organization that will allow IDMWORKS to scale rapidly and with predictable, forecasted results.
Implement and execute repeatable, scalable sales playbooks that will allow the team to succeed.
Develop a comprehensive understanding of the customer journey. Identify opportunities to improve customer experience and satisfaction and be able to develop strategies to maximize customer retention and loyalty. Analyze customer data to identify trends and insights that can be used to inform our strategies.
Serve as a key business partner and strategic adviser to the CEO and to other members of the leadership team.
Integrate GTM organizations from future acquisitions; implement the proper infrastructure and sales enablement to allow for cross-selling across IDMWORKS’ lines of business.
Other duties as assigned.
Travel is approximately 50%. This position is remote based. IDMWORKS embraces a fully remote working environment, however travel will be required on an as-needed basis.
Experience
Strategic leader with a deep understanding of identity solutions and identity and access management industry or related field, along with awareness of industry trends and the identity landscape.
Experience with unifying GTM strategies involving services with short and long sales cycles.
Prior experience with integrating sales and marketing teams and strategies as a result of transformational M&A.
Successful track record of driving revenue growth and expanding market presence.
Ability to manage offshore teams to drive higher margins.
Building and scaling a Managed Services organization.
Experience structuring and leading global geographically dispersed sales and marketing organizations.
Metrics-driven and a track record of implementing and utilizing KPIs. Experience developing, implementing, and optimizing sales KPIs to achieve overall revenue and profitability targets.
Experience optimizing strategic sales and marketing operations, including the use of technology tools for reporting, forecasting, and analytics.
Experience in a PE-backed environment with a focus on profitability and growth is preferred.
Skills
Remarkable understanding of current market trends
Ability to carefully analyze the market and identity and capitalize on opportunities.
Excellent written and verbal communication skills
Leadership skills with the ability to inspire, motivate and engage teams,
Foster collaboration and teamwork creating an inclusive team environment.
Strategic thinker with the ability to deliver and execute growth strategies.
Results-oriented with driving performance improvements, delivering results and achieving growth targets.
Problem-solving and skills with the ability to think creatively, adaptability to changing market conditions and driving success by overcoming challenges.
Successful alignment with company values, values & mission.
A stand-up executive who will always do the right thing; someone who is authentic, transparent, straightforward, and ethical at all times.
Exceptional teamwork skills that allow him/her to build trust and rapport through consistency and direct communication; ability to successfully partner with cross-functional teams.
Possess a high degree of emotional intelligence and intellectual horsepower.
Education
Bachelor’s degree in business administration or marketing; MBA is recommended.
IDMWORKS is a forward-thinking company dedicated to providing top-tier identity and access management solutions. Their comprehensive offerings, coupled with their unmatched industry expertise and proven outcomes make them a valuable partner for enterprises needing to enhance their IAM program.
IDMWORKS provides equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, pregnancy, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, IDMWORKS will provide reasonable accommodations for qualified individuals with disabilities. If you are unable to submit an application because of incompatible assistive technology or a disability, please contact us at talent@idmworks.com.
