Position Summary
The role
We’re looking for an experienced Chief Revenue Officer (CRO) to own our go-to-market strategy and be responsible for all revenue generation strategies, processes, and streams in our organization during our next phase of growth. Rustici has historically grown through market leadership, customer demand, referrals, and inbound opportunities. The CRO's primary mission is to establish and scale a proactive new-logo acquisition engine while maintaining strong customer retention and expansion performance.
As a core member of executive leadership, the CRO will leverage deep industry and role expertise to accelerate predictable, profitable revenue growth and align commercial functions for long-term customer value as our product roadmap evolves.
What you would be selling
Rustici's software products solve the technical challenges of content and platform interoperability. We specialize in standards like SCORM and xAPI and help customers leverage them to improve their commercial products and operate within larger enterprise learning ecosystems. Our offerings range from highly complex integrated software — including Rustici Engine and Content Controller — to more accessible off-the-shelf products that ease the pain of managing learning and training content at scale across many systems.
Key Responsibilities
Enterprise Revenue Leadership
- Own company-wide revenue growth, customer retention, profitability, and commercial performance.
- Develop and execute the organization's short-term and long-term revenue strategy, establishing revenue targets, growth plans, and performance metrics aligned with corporate objectives.
- Lead the organization's evolution toward a proactive, scalable go-to-market model, identifying emerging growth opportunities, market risks, and revenue acceleration initiatives.
- Provide regular revenue performance updates and strategic recommendations to the CEO and Board of Directors.
Go-to-Market Strategy & Commercial Growth
- Define and lead the company's go-to-market strategy across sales, marketing, and account management.
- Drive market expansion initiatives, customer acquisition strategies, and vertical market penetration.
- Align marketing efforts to optimize demand generation, lead quality, pipeline growth, and customer acquisition effectiveness.
- Develop sales segmentation, territory strategies, and market coverage models.
- Partner with Product teams to ensure alignment between commercial opportunities, growth objectives, and organizational priorities.
Sales Leadership
- Build, coach, and scale a high-performing outbound sales team across sales execution, forecasting accuracy, deal sizing, and talent acquisition.
- Lead and develop the sales organization to achieve revenue and profitability targets.
- Establish performance expectations, compensation strategies, and accountability measures.
- Drive predictable pipeline development, sales execution, and forecast accuracy.
- Improve conversion rates, win rates, average deal size, and sales productivity.
- Implement sales methodologies, coaching programs, and talent development initiatives.
- Recruit, develop, and retain top-performing commercial talent.
Customer Success, Retention & Expansion
- Drive account expansion, upselling, net revenue retention (NRR), and churn reduction across existing customer accounts.
- Monitor recurring revenue trends and proactively identify revenue risks.
- Establish customer-centric strategies that strengthen long-term relationships and loyalty.
Revenue Operations & Commercial Excellence
- Lead Revenue Operations, including forecasting, pipeline management, and KPI reporting.
- Establish scalable systems, processes, and reporting capabilities that support growth.
- Improve visibility into pipeline health, sales effectiveness, customer retention, and revenue performance.
- Develop executive dashboards and revenue analytics that inform strategic decision-making.
- Drive operational excellence across the entire customer lifecycle. Instill operational rigor, forecasting discipline, tech stack optimization, and CRM data integrity to drive commercial maturity across the customer lifecycle.
Qualifications
Experience
- 12+ years of progressive B2B SaaS revenue leadership, including senior VP of Sales, Head of Revenue, or CRO roles, with demonstrated success building or rebuilding a revenue function.
- Proven track record of constructing or transforming commercial teams within organizations generating $15M to $100M in ARR in a high-growth or transformational environment.
- Direct experience commercializing enterprise learning and HR technologies, with deep familiarity navigating executive stakeholder dynamics across CHRO, CLO, CIO, and COO personas.
- Proven track record driving commercial adoption for early-stage and high-growth product offerings.
- Demonstrated experience building a net-new customer acquisition function from little or no existing outbound infrastructure.
- Successfully transitioned organizations from inbound-led growth to proactive outbound selling.
- Experience managing revenue forecasting, pricing strategy, and commercial performance initiatives.
- Experience presenting to executive leadership, private equity sponsors, ownership groups, or Boards of Directors preferred.
Skills & Capabilities
- Player-coach mentality who can both write the playbook and execute it — not just manage people who execute.
- Rigorous forecasting discipline using leading indicators, not just gut feel
- Strong recruiter: knows how to attract A-players
- Technology fluency: comfortable in CRM (Salesforce preferred) and leveraging other marketing and prospecting tools
- Clear communicator who can represent the sales org to the board
Education
- Bachelor's degree in Business Administration, Finance, Economics, Marketing, Analytics, or related field.
- MBA or advanced business degree preferred.
We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, colour, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.
