Your Focus:
- Scale and maintain a world-class GTM organization, across sales, pre-sales, and customer success, that sustains efficient and high long-term growth.
- Analyze operating results of the business and take necessary steps to correct shortfalls in performance. Ensure integration of teams, sales methodology, and go-to-market strategies.
- Create and drive new and inventive go-to-market operational structures to support the company on its growth path. Be a true builder that can recognize signals and turn them into execution at scale.
- Establish highly repeatable (and scalable) sales processes, automation and reporting methodology that can be implemented across regions and business units globally. Design, test, implement and constantly refine sales processes to identify and evaluate next generation sales best practices.
- Align resources and continuously assess organizational structure to ensure that the team is poised to work innovatively and grow the business. Serve as a catalyst for increased collaboration across the leadership team and business units.
- Improve sales performance by constructing sales goals, quotas and compensation plans, and develop world-class sales training and management programs.
- Leverage strong customer relationships, consistently collecting and providing feedback on customer needs, market trends, and opportunities for continuous process, product, and solution improvement.
- Build credible, positive, and effective cross-functional working relationships with leaders at all levels of the organization. Collaborate to continuously improve the company’s ability to work at the highest potential, leveraging a customer centric approach to influence MicroStrategy’s products and ultimately, drive growth.
- Recruit, inspire, lead, mentor, motivate and instill operational rigor into the sales organization, to capitalize on the market opportunity for the company.
- Build and manage high-performance teams, develop and execute area business plans, allocate appropriate resources to high-value customers, develop internal and external relationships, and promote MicroStrategy’s core values.
- Streamline the end-to-end customer journey and develop a clear alignment and seamless handoffs across the organization to ensure the buying experience enhances the MicroStrategy brand.
To be effective in this role, the Chief Revenue Officer will specifically have the following key pivotal experiences and expertise:
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Go-to-Market Complexity – Track record of leading and scaling an enterprise-focused, go-to-market organization. Experience across field, inside, channel and self-serve sales motions focused on a multi-segment, multi-vertical customer base. Has potentially run relevant functions in addition to sales, including customer success.
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Growth Transformation – Track record of leading an organization through transformation and growth to $600M and beyond. Develops processes and strategies to move a business upstream and enable successful penetration into new, global markets.
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Operational Rigor – Experience implementing complex strategy and operational improvements. Takes a data driven and efficiency-oriented approach to sales operations. Measurable success in improving sales enablement/operations, hiring practices, productivity, sales strategy, and programs.
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SaaS – Experience within a cloud-native, modern SaaS business. Ideally has sold complex, technical solutions to technical buyers.
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Global Experience – Experience in executive leadership within a global organization, working with clients globally, and/or working within a complex multi-national company. Ideally has worked in multiple geographies.
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Dynamic Leadership – Agility to work across all levels of the organization. Has a flexibility to the way they operate; does not exclusively rely on a playbook.
Most importantly, this executive will be a team builder, team player, and a leader. To be effective in this role, the Chief Revenue Officer will have the personal drive and enthusiasm to successfully navigate a growing company in an evolving marketplace. The ideal candidate will align with and promoted MicroStrategy's Values both internally and externally.
MicroStrategy is an Equal Employment and Affirmative Action employer F/M/Disability/Vet/Sexual Orientation/Gender Identity.
MicroStrategy is an Equal Employment /Affirmative Action employer and provides reasonable accommodation for qualified individuals with disabilities and disabled veterans in job application procedures. If you have any difficulty using our online system and you need an accommodation due to a disability, you may contact us about your interest in employment at [email protected].
