Chief Revenue Officer

The Armstrong Company•Memphis, TN

9d•$300,000 - $400,000•Hybrid

About The Position

The Armstrong Company is seeking a Chief Revenue Officer to lead the stabilization, rebuilding, and long-term growth of our revenue engine across a complex, multi-line service organization. This is a high-impact executive role for a proven revenue leader who can bring strategic clarity, operating discipline, and scalable commercial leadership to a business with meaningful opportunity for revenue transformation. The first-year mandate is clear: stabilize performance, close revenue leakage, strengthen commercial discipline, and rebuild a reliable operating cadence. In years two and beyond, the CRO will build on that foundation to accelerate profitable, sustainable growth. We are looking for a leader who can unify our revenue strategy, strengthen go-to-market execution, and help build a more integrated commercial engine for the future. The Armstrong Company is a third-generation logistics business with approximately 34 owned locations, 1,400+ employees, and more than 5 million square feet of warehousing space. Our platform serves customers across multiple service lines, including: Supply Chain Solutions (warehousing, distribution, transportation management, and final mile), Commercial Moving (office, facility, laboratory, furniture, fixtures, equipment installation), and Residential Moving (local moves, long distance moves, global moves, employee relocations). Armstrong has grown through strong execution, operational excellence, and disciplined acquisition. Our revenue flows through a distributed network of owned locations and independent booking agencies. Success in this role requires driving change through influence, partnership, and accountability—not solely through direct authority. The CRO will lead the company’s enterprise-wide revenue strategy across all major revenue streams. This executive will be responsible for creating a disciplined, data-driven, and scalable revenue organization that improves visibility, strengthens execution, and drives profitable growth. The CRO will establish and lead a revenue operations capability that provides the forecasting, pipeline rigor, CRM adoption, analytics, pricing governance, and sales enablement needed to support the Company’s turnaround and long-term growth objectives. This role is well suited for a leader who understands how to stabilize and improve revenue performance in operationally complex businesses; navigate both direct-sales and partner-influenced go-to-market models; and lead meaningful change while building trust in a relationship-driven, family-built organization. The CRO will report to the CEO and have direct oversight of the national salesforce, centralized account, and customer management teams.

Requirements

Experience in channel, partner, franchise, dealer, agency, or similarly distributed go-to-market environments.
Senior Revenue Operations or sales leadership experience in a complex, multi-segment business.
Demonstrated success stabilizing, rebuilding, or improving revenue before scaling growth.
Experience in logistics, supply chain, transportation, industrial services, relocation, or related business services.
Track record of building rigor around forecasting, pipeline management, CRM ownership and adoption, performance reporting, compensation design, and performance accountability.
Strong BI and analytics fluency, including the ability to interpret sales, conversion, pipeline, and productivity data and translate insights into action.
Experience leading or building a Revenue Operations function and establishing the systems, processes, and operating cadence that support revenue performance.
Experience managing pricing and sales enablement in a multi-service-line environment.
Experience with demand generation, lead economics, lead ROI, and conversion performance.
Ability to influence across a broad network of stakeholders while driving meaningful change.
Strong analytical and operational mindset with comfort leading through metrics and data.

Nice To Haves

Supply chain, 3PL, warehousing, transportation management, or final-mile commercial leadership.
Experience with moving/van-line CRM + LeadingEdge lead platforms.
Commercial integration experience in acquisitive or multi-entity environments.
Experience leading multiple types of commercial teams, including field, inside, and enterprise sales.

Responsibilities

Own enterprise-wide revenue strategy across Armstrong’s business lines, with an initial focus on stabilizing performance, improving commercial discipline, and building the foundation for profitable growth.
Build and lead a Revenue Operations function that owns revenue operating cadence, forecast accuracy, pipeline hygiene, CRM discipline, reporting, and performance visibility.
Align sales, business development, pricing, sales enablement, and commercial execution around common goals, metrics, processes, and accountability standards.
Build a more unified and accountable go-to-market model across Armstrong’s multi-market footprint, owned locations, and independent booking-agency network.
Drive adoption and effective use of Armstrong’s moving/van-line CRM and LeadingEdge lead platform, ensuring data quality, consistent processes, and actionable reporting.
Use close-rate benchmarking, salesperson analytics, pipeline data, and market performance insights to identify leakage, improve conversion, and increase sales productivity.
Establish and manage a disciplined forecast and pipeline-review process that improves visibility, accuracy, and decision-making across the revenue organization.
Own lead economics and demand-generation performance, including lead ROI, cost-per-booked-move performance, and demand-generation effectiveness.
Strengthen pricing discipline and CPQ governance across multiple service lines.
Design or improve sales enablement through incentive compensation redesign, performance-management, and accountability systems that reinforce desired behaviors and outcomes.
Drive cross-selling opportunities across moving, relocation, warehousing, distribution, transportation management, and final-mile offerings.
Help expand Armstrong’s presence in strategic growth areas, especially supply chain and final mile.
Partner with executive leadership to align revenue strategy with broader business priorities and clarify decision rights, accountability, and commercial operating expectations.
Help shape the long-term commercial model as the business continues to evolve, acquire, and grow.