Chief Revenue Officer at Leanplum
San Francisco, CA, US
About Leanplum
 
Leanplum, the leading multi-channel customer engagement platform helps forward-looking brands like Tesco and Zynga meet the real-time needs of their customers. By transforming data into an understanding of users' needs and wants, and optimizing engagement campaigns utilizing multiple communication channels, our platform delivers unified experiences that are timely, tested, and relevant — building customer loyalty that fuels business growth. Founded in San Francisco, Leanplum has offices across North America, Europe, and Asia, and has received more than $125 Million in funding from leading Silicon Valley venture capital firms. Leanplum has been recognized as Fortune's Best Companies to Work For and Entrepreneur's Best Entrepreneurial Companies in America. Learn more at www.leanplum.com
 
About The Role
 
We are looking for a customer-centric, mid-market and enterprise focused, leader to head all aspects of Leanplum’s global GTM organization through its exciting next phase of growth. As an executive team member of Leanplum, the Chief Revenue Officer (CRO) is responsible for the performance, strategy, and alignment of all revenue and customer success functions in the company. This position is responsible for delivering on the company’s revenue and growth goals, reports directly to the CEO, and will work closely with all other C level positions. This leader will bring expertise in SaaS, both mobile and web applications, and a track record of driving performance and growth across global sales teams and ensuring that the interaction between the Go-To-Market departments are aligned with the larger company-wide strategy as directed by the Chief Executive Officer. Currently, there are 31 persons in the global GTM organization and 112 persons in the total company.  
 
Our ideal candidate will have experience managing the GTM organization in a young but fast growing company, with the “sweet spot” being having grown a business from about $20MM to $100MM or more. Experience with martech for mobile apps is especially relevant as currently most of Leanplum clients are mobile centric, and mobile is becoming an increasingly larger piece of the digital engagement pie.  Leanplum operates in a fast-paced competitive environment, but one which is very large and growing. The CRO will be excellent at strategy as well as execution, responsible for driving net new and upsell revenue applying data-driven, strategic thinking and with a track record of sales teams exceeding their goals. High retention and client satisfaction will also be hallmarks of this individual’s past experiences  Finally, our ideal CRO will not only be a skilled manager, but excellent with clients and adept at being involved in the working and closing of contracts. In other words, not afraid to get their hands dirty. 

Responsibilities

    • Lead Sales teams and achieve revenue and growth results in all three global regions: NA, EMEA, APAC
    • Proactively facilitate the training, growth and development of sales leaders and teams at all levels
    • Develop, refine and execute go-to-market strategies that drive revenue and profitability by analyzing current state, identifying growth opportunities and improvements, devising differentiated positioning and competitive strategy and tactics, and executing to ensure predictable, repeatable, and scalable results 
    • Refine and improve sales management processes and revenue monitoring strategies, including Key Performance Indicators (KPI) and dashboards, pipeline management, and account, sales playbook and go-to-market planning
    • Make full utilization of Salesforce and related tools for opportunity identification, pipeline management, and sales forecasting
    • Work with the marketing department to create and execute effective strategies and tactics for lead generation and conversion
    • Drive solutions with Sales Operations, Finance, Alliances and Product Development and enable teams to optimize the company’s ability to generate more revenue and improve customer retention
    • Work with product leaders to provide customer driven feedback to help steer the product roadmap, and the proper direction to build products that meet customer needs and are differentiated from competition
    • Inspire, lead, and enable the global sales team to meet or exceed all goals and other expectations established by Executive leadership including the Board, and hold the team accountable for results. Do not hesitate to take action when needed
    • Instill a customer-first relationship based culture centered around placing Leanplum’s customers at the forefront of every business decision, maximizing the value we deliver to our customers, and making sure we really know them

Requirements

    • 15+ years of executive level sales experience in a SaaS/Enterprise software environment. Marketing or revenue operations experience is a plus
    • Previously implemented SaaS growth strategies with proven success scaling growth-stage companies
    • Be comfortable dealing with and overcoming difficult challenges and situations primarily with creativity and perseverance rather than piling on resources
    • Worked in or have a good understanding of the Martech industry, and of all major digital channels and businesses (esp app centric)
    • Proven success exceeding revenue targets and building and growing customer relationships, within a fast-paced and constantly evolving environment, ideally at a scaling, multi-product B2B SaaS company
    • A proven track record of building strategic cross-channel partnerships including reseller partnerships and channels
    • Strong data skills needed to accurately forecast, plan and develop revenue projections for annual budgets
    • Proven experience leading a team of sales reps, exceptional track record of coaching a mix of first and second line managers, and a consistent achievement of hiring, developing, and mentoring successful teams
    • A strong operational, engine-builder mentality with demonstrated success in leveraging data to design and implement scalable solutions
    • Experience with global change management and effectively communicating strategic objectives and action plans to multiple teams
    • Experience working across Partner and Direct (SBM, Mid-enterprise and Enterprise) segments with the proven ability to grow and develop unique playbooks for each
    • Experience managing international if not global sales offices, teams and clients ideally with experience in both EMEA and APAC, but primarily EMEA

Education

    • Bachelor’s degree in Business, Marketing, or a related field of study, Master’s degree preferred

Benefits & Perks

      • Competitive salary
      • Participation in stock option program with wealth creation opportunities
      • Health, vision, and dental insurance
      • Flexible vacation and PTO time as required
      • Flexible location within the US
 
Build more than a Career. Create Meaning.
Leanplum is an equal employment opportunity employer for all applicants and employees.  We do not unlawfully discriminate on the basis of race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), gender identity, national origin, ancestry, citizenship, age, physical or mental disability, legally protected medical condition, family care status, veteran status, marital status, domestic partner status, sexual orientation, or any other basis protected by applicable local, state, or federal laws. When necessary, we also make reasonable accommodations for disabled employees and for pregnant employees who request an accommodation, with the advice of their health care providers, for pregnancy, childbirth, or related medical conditions.