Chief Revenue Officer (CRO)

Title: Chief Revenue Officer (CRO)

Employer: iSOCRATES LLC

Reports to: iSOCRATES Chief Executive Officer

Location: Saint Petersburg, Florida, U.S.A. and elsewhere

 

Introducing iSOCRATES

iSOCRATES is the leading end-to-end provider of Programmatic Resource Planning and Execution serving publishers, marketers, agencies and their suppliers.

iSOCRATES has three lines of business: Strategic and Operations Consulting, Managed Service Platforms and Business Process Outsourcing. The company is owned by its employees and is headquartered in Saint Petersburg, Florida, U.S.A. with its global delivery center in Mysuru, Karnataka, India.

iSOCRATES is staffed 24/7/365 with proven specialists who save client’s money and time achieving transparent, accountable performance while delivering extraordinary value. Savings stem from a low-cost, focused global delivery model at scale that benefits from continuous re-investment in technology and specialized training.

Position Overview

iSOCRATES is looking for a capable, motivated Chief Revenue Officer to focus on driving new business by growing our sales pipeline of qualified North American opportunities. Your Sales, Business Development, and Sales Operations teams will create and manage a portfolio of suspects and prospects while working alongside our senior management and a variety of internal and external support staff including Marketing, which reports to our CEO.

We use a complex go-to-market strategy that includes many dimensions: digital marketing, content marketing, email, social media, paid media, public relations, event sponsorship, direct mail, public speaking, referrals, and telephone calls.

Job Description

The Chief Revenue Officer will lead and scale the overall sales strategy for iSOCRATES. In this key role, he/she will be responsible for building and leading the sales team selling to publishers, agencies, marketers and their data/tech providers.  He/She will be a member of the senior leadership team and work closely with the CEO, COO, VP, Delivery, CPO, CTO, and CFO to ensure that customer and revenue-driving needs are strongly represented day-to-day and in the overall business strategy and future growth. The CRO will own the overall productivity and effectiveness of the sales organization.

The team’s focus will be a combination of inside and outside sales supported by our people, systems, and sales and marketing materials and processes integrated into Salesforce, Pardot, our calendaring system, presentations, and proposals. They will be sharing our story of specialized knowledge, demonstrated value, and proven experience while probing to uncover the prospect’s specific pain. They will get the attention of, engage and qualify prospects into our sales pipeline for the purpose of setting online and/or in-person appointments with and without our senior executives. They will also be called upon to: follow-up with each of these prospects to answer questions and set subsequent appointments, to develop proposals, to close sales, and to help onboard and transition day-to-day responsibility to our Client Success team.

Core Responsibilities

You and the team will be making calls each day, sending emails, reaching out on social media, generating interest in our various media and marketing services, qualifying prospects, meeting prospects, and presenting. The role requires a talented and competitive individual that thrives in a rapid, methodical sales cycle environment.  The successful candidate will have the most senior role in achieving our ambitious client acquisition and revenue growth objectives within defined account lists and territories.  Quite simply: your success is our success and we will be there with you each step of the way.

Key focus areas will include: recruiting, training, motivating, evaluating, building product-market sales strategy playbooks, nurturing a growing sales pipeline and helping build a results-driven sales culture at iSOCRATES.

Roles & Responsibilities

  • A proactive self-starter who can operate both individually and as leader of a cohesive team
  • Master Company products and services and competitive and industry landscapes
  • Leads, motivates, trains and inspires the sales organization. Creates a culture of accountability by setting appropriate metrics and linking compensation to results. Focuses on coaching, mentoring and developing a high-performance team.
  • Manages the sale of multiple product lines including: Consulting, Managed Services, and Business Process Outsourcing.
  • Clearly communicates and integrates strategy across all functions, monitoring and adjusting as needed to meet revenue goals. Assumes a long-term, integrated perspective with a passion for driving short-term (monthly and quarterly) results.
  • Develops annual sales plans to achieve targeted team and individual revenue goals including the design of territories, metrics, quotas and compensation.
  • Builds systematic process of continuous improvements in ways that are repeatable and predictable in order to deliver sustainable revenue success. Identifies and resolves process and scale issues to better enable sales.
  • Monitors pipelines to determine the level of risk in obtaining desired goals, making adjustments as needed to accelerate revenue in this hyper-growth environment.
  • Continually works to improve alignment with other functions to garner support for sales organization.
  • Measures and analyzes productivity and effectiveness across the sales cycle, identifying and removing obstacles.
  • Acts as Executive Sponsor for high-profile customers/potential customers. Influences development of new products and offerings by providing insight into customer requirements and business opportunities.
  • Develops appropriate demand-generation strategies as well as sales and marketing collateral to drive effective revenue performance.

Mandatory Skills and Experience

  • Enthusiasm, strong work ethic and high energy individual
  • 10+ years experience successfully leading, building, and scaling high performance B2B sales organizations with a track record of exceeding targets in advertising/marketing and/or technology, especially in consulting, managed services and/or business process outsourcing to publishers, marketers, agencies, and/or their suppliers in North America, if not globally.
  • Experience using Salesforce and/or Pardot or an equivalent CRM and Email system
  • Proficiency in Google, Bing, LinkedIN premium, preferably Sales Navigator or similar
  • Extensive experience with Microsoft Office and Google applications
  • Advanced knowledge of business, digital media and digital marketing
  • English fluency, written and oral
  • Proven success in setting and executing against sales and operational plans and creating short and long-term strategies
  • Experience selling platform, solutions and/or services as well as multiple products across different sales channels
  • Understanding of programmatic technologies
  • Demonstrated expertise in written and verbal communication; strong skill in identifying and utilizing appropriate communication channel and approach. Excellent presentation skills
  • A proven track record of gaining trust and respect by consistently demonstrating sound critical-thinking skills and maintaining composure in stressful situations
  • Demonstrated analytical and financial acumen
  • Strong collaboration, negotiation and influencing skills
  • Ability to express a high-level of decisiveness

 Preferred Soft Skills

  • Experience with research databases like: The List, SellerCrowd, Thalamus, Media Radar, Winmo, Hunter, BuiltWith, etc.
  • Strong knowledge of database extraction from various online database portals
  • Database building including creative and dynamic mining of social media portals and other resources for web scraping and data extraction
  • Formal or informal new business sales training

 Education Requirement

  • Bachelor’s Degree required, Graduate degree or post-undergrad training preferred

If you are interested and your profile matches the requirements, please send your profile to bill.l@isocrates.com. For more information, visit our website https://isocrates.com

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