Chief Revenue Officer (Rustici) US, Nashville, Remote

LTG•Nashville, TN

27d•Remote

About The Position

Rustici is seeking an experienced Chief Revenue Officer (CRO) to lead its go-to-market strategy and drive all revenue generation initiatives during a critical growth phase. The CRO will be responsible for establishing and scaling a proactive new-logo acquisition engine while ensuring strong customer retention and expansion. This executive leadership role involves leveraging deep industry expertise to accelerate predictable, profitable revenue growth and align commercial functions with evolving product roadmaps and long-term customer value. Rustici's software products address content and platform interoperability challenges, specializing in standards like SCORM and xAPI to help customers enhance their commercial products and integrate into enterprise learning ecosystems. Offerings include complex integrated software like Rustici Engine and Content Controller, as well as accessible off-the-shelf products for managing learning content at scale.

Requirements

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.
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
Bachelor's degree in Business Administration, Finance, Economics, Marketing, Analytics, or related field.

Nice To Haves

Experience presenting to executive leadership, private equity sponsors, ownership groups, or Boards of Directors preferred.
MBA or advanced business degree preferred.

Responsibilities

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.
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.
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.
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.
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.