Chief Revenue Officer, Corp Sales & Travel

Carey International•New York, NY

About The Position

The Chief Revenue Officer owns the corporate sales and travel revenue businesses, including the corporate account base, travel agency and TMC channel, Account Management, Reservations, and Marketing. The role is accountable for revenue across these areas and for the operating model that drives results. Meetings and Events and Ground Control are outside this role’s scope and report to their own leaders. This is hands-on commercial leadership, with direct responsibility for executing the work rather than merely overseeing it. Reporting to the Executive Chairman, the Chief Revenue Officer is one of two senior commercial leaders and owns the corporate and travel portion of the company’s revenue. The role serves as a primary external representative to clients and TMC partners and works closely with Operations, Finance, Meetings and Events, and the EAME leadership team. Within the first 90 days, the Chief Revenue Officer is expected to deliver a segmented revenue plan with named targets, owners, and quotas across Corporate Sales and Travel. The role restores the travel agency and TMC channel while rebuilding the corporate account base, beginning with a defined pilot to reactivate lapsed accounts and scaling coverage based on its results. Performance is tracked monthly through TMC preferred-supplier wins, account reactivation, share-of-wallet growth, net-new logo bookings, and trip volume. The Chief Revenue Officer personally rebuilds senior relationships with major TMCs and converts those relationships into RFP and preferred-supplier wins. The role also establishes the corporate account coverage model across account retention and expansion, reactivation of dormant accounts, and new-logo acquisition. Marketing reports to this role; an early priority is filling the open Marketing leadership position and building positioning and demand-generation programs that support the corporate pipeline and account reactivation. Reservations is treated as a commercial revenue lever. The Chief Revenue Officer owns conversion and the reservations operating model, partnering with Operations on execution. The role rebuilds the commercial system through segmentation, territory and quota design, sales and account-management compensation, scorecards, and forecasting discipline. It leads the existing Sales, Account Management, Travel, and Reservations team through clear priorities, timely decisions, commercial rigor, and follow-through, while filling the open Marketing leadership seat.

Requirements

Personally carried a meaningful-scale B2B revenue and quota number for at least three consecutive years as a Chief Revenue Officer, Head of Sales, or commercial General Manager.
Experience as a commercial leader in a services business where delivery depends on people and operations; marketing-only and operations-only backgrounds are not suitable.
Deep commercial experience in B2B corporate travel or an adjacent premium category, such as chauffeured or premium ground transportation, private aviation with a concentrated corporate account base, a travel management company or corporate travel platform, or B2B hospitality sales into Fortune 500 travel programs.
Experience personally rebuilding a declining B2B account base by reactivating churned accounts and growing the active base.
Senior, personal working relationships with leadership at Amex GBT, BCD Travel, CWT, FCM, Navan, or equivalent TMCs and corporate travel platforms.
Experience navigating a commission or incentive disruption with a major channel partner and rebuilding the relationship afterward.
Experience building a modern commercial operating model from the ground up, including segmentation, quota, territory, compensation, and forecasting; turnaround experience is preferred.
Comfort operating in a private-equity-owned company with an engaged ownership group and active board, reporting to an Executive Chairman and working alongside peer leaders responsible for Meetings and Events and Ground Control revenue.

Responsibilities

Deliver a segmented revenue plan with named targets, owners, and quotas across Corporate Sales and Travel within the first 90 days.
Own revenue results across corporate accounts, the travel agency and TMC channel, Account Management, Reservations, and Marketing.
Restore the travel agency and TMC channel and rebuild the corporate account base, sequencing and resourcing both priorities.
Establish and scale a pilot to reactivate lapsed accounts, then expand account coverage based on the pilot’s results.
Personally rebuild senior relationships with Amex GBT, BCD, CWT, FCM, Navan, and other relevant TMC partners, converting them into RFP and preferred-supplier wins.
Build the corporate account coverage model across renewals and share-of-wallet expansion, churned and dormant account reactivation, and new-logo acquisition.
Develop targeted outbound and referral motions to win new corporate logos, including referrals generated through TMC wins.
Set brand positioning against the ideal customer profile and build demand generation that feeds the corporate pipeline and account reactivation.
Fill the open Marketing leadership position.
Own Reservations conversion and its operating model as part of the revenue engine, working with Operations on execution.
Install and maintain the commercial operating model, including segmentation, territory and quota design, compensation, scorecards, and forecasting discipline.
Align incentives with winning new logos, reactivating churned accounts, and growing the active account base.
Lead the existing Sales, Account Management, Travel, and Reservations team with clear priorities, timely decisions, commercial rigor, and follow-through.
Track monthly performance through TMC preferred-supplier wins, churned-account reactivation, share-of-wallet growth, net-new logo bookings, and trip volume.
Represent the business externally to clients and TMC partners and partner internally with Operations, Finance, Meetings and Events, and the EAME leadership team.