Job Description
Chief Revenue Officer (CRO)
Executive Leadership with Real Impact
Build the Revenue Engine. Don’t Just Manage It.
Remote | Executive Leadership Team
Compensation: $175,000 Base Salary + Executive Performance Bonus
Target Earnings: $175,000–$250,000+ based on company and revenue performance
Eligible States: AZ, CO, FL, GA, IL, MD, MI, NC, NJ, NY, PA, TX, VA, WA
Company Stage
Established, profitable, founder-led business serving law firm owners nationwide.
About the Role
Most CRO roles focus on managing sales.
This one is about architecting growth.
At How to Manage A Small Law Firm (HTM), we’re seeking a proven growth executive to own and scale our entire revenue ecosystem. HTM is a membership-based coaching and advisory company serving small law firm owners nationwide.
This is an internal executive leadership role. You will not work directly with clients. Instead, you will build and lead the teams, systems, and strategies that drive sustainable growth across the organization.
As a member of the Executive Leadership Team, you’ll work alongside the CEO, COO, CFO, and future Chief People Officer to shape company strategy, accelerate growth, and create alignment across every stage of the customer journey.
Important: This position requires executive-level ownership of both Sales and Marketing. Candidates whose experience is primarily limited to sales leadership will not be considered.
You will oversee leaders across Marketing, Intake, Sales, Client Success, and Retention and be responsible for creating alignment across the entire customer lifecycle.
If you’re energized by innovation, accountability, measurable results, and building scalable organizations, we’d love to meet you.
Why This Role Is Different
Most CRO positions inherit a mature revenue engine.
This role is for a builder.
You’ll have the opportunity to shape strategy, improve alignment across departments, optimize customer acquisition and retention, and help define the next stage of growth for the organization.
This role carries significant executive authority to influence revenue strategy, organizational structure, performance metrics, and growth initiatives across the company.
Key Responsibilities
Revenue Strategy & Growth
- Develop and execute the company’s overall revenue strategy
- Own performance across Marketing, Intake, Sales, Client Success, and Retention
- Identify new growth opportunities, partnerships, channels, and market segments
- Drive customer acquisition, conversion, expansion, and retention initiatives
- Forecast revenue and provide strategic recommendations to the Executive Team
Marketing Leadership
Marketing leadership experience is required. Candidates without meaningful marketing ownership experience will not be considered.
- Oversee marketing strategy, lead generation, brand positioning, and campaign performance
- Own direct-response and digital marketing strategy, including funnel optimization and customer acquisition channels
- Continuously improve messaging, funnels, and customer acquisition performance
- Identify emerging market trends and growth opportunities
- Leverage data and analytics to improve conversion rates and customer acquisition costs
Sales & Intake Leadership
- Create alignment between Marketing, Intake, and Sales teams
- Improve lead conversion throughout the customer journey
- Establish KPIs, reporting systems, and accountability structures
- Coach leaders and teams to consistently exceed performance goals
Client Success & Retention
- Drive customer retention, engagement, and lifetime value initiatives
- Improve referral generation and client satisfaction
- Develop strategies that increase renewals, upsells, and long-term customer loyalty
Executive Leadership
- Serve as a member of the Executive Leadership Team
- Collaborate with executive leadership on company strategy and growth initiatives
- Challenge assumptions, introduce new ideas, and drive innovation
- Build scalable systems that support long-term growth
What Success Looks Like During Your First Year
- Align Marketing, Intake, Sales, and Retention around shared objectives
- Improve lead-to-client conversion rates
- Increase customer retention and lifetime value
- Build scalable revenue systems and operational processes
- Launch innovative growth initiatives and acquisition channels
- Establish clear KPIs and accountability measures across revenue functions
- Become a trusted strategic partner to the Executive Team
Required Qualifications
- 15+ years of progressive leadership experience in revenue, sales, marketing, or growth functions
- Executive-level ownership of both Sales and Marketing organizations
- Proven record of driving significant revenue growth
- Experience leading multiple revenue-generating departments simultaneously
- Strong understanding of customer acquisition, conversion optimization, retention, and revenue operations
- Experience building and scaling teams, systems, and processes
- Strong financial acumen and forecasting expertise
- Demonstrated ownership of marketing functions, including demand generation and direct-response strategy
- Experience in membership, subscription, or recurring revenue business models
- Experience operating in founder-led, mid-market companies ($10M–$50M revenue range)
Preferred Qualifications
- Experience in coaching, consulting, education, professional services, or membership-based businesses
- Background in entrepreneurial, founder-led, or high-growth organizations
- Proven success with direct-response marketing, funnel optimization, and paid acquisition strategies
- Experience leading remote or distributed teams
Ideal Background
Candidates who have been successful in similar roles often come from:
- Membership or subscription-based businesses
- Business coaching, consulting, or advisory organizations
- Professional services firms
- Legal, accounting, or financial advisory organizations
- Founder-led growth-stage companies
- Education, training, or information-based businesses
- Organizations where Marketing, Sales, Customer Success, and Retention operate as a unified revenue engine
Who Thrives Here
You may be a strong fit if you are:
- A builder who enjoys creating more than maintaining
- Strategic and highly execution-oriented
- Data-driven while remaining action-oriented
- Comfortable making decisions with incomplete information
- Naturally curious about customer behavior and market opportunities
- Passionate about developing leaders and teams
- Able to create structure without creating bureaucracy
- Confident enough to challenge ideas and collaborative enough to earn trust
Who Is Not a Fit
This role is likely not for you if you:
- Only have experience leading Sales teams
- Have never owned both Sales and Marketing at the executive level
- Have primarily operated as a sales leader rather than an enterprise-wide revenue executive
- Have primarily functioned as an individual contributor instead of leading multiple revenue-generating departments
- Rely exclusively on established playbooks and avoid experimentation
- Require complete certainty before making decisions
- Prefer managing reports over leading people
- Create bureaucracy instead of momentum
- Believe revenue growth is solely the responsibility of Sales
- Have experience exclusively in large enterprise or Fortune 500 environments
- Lack meaningful marketing leadership experience
- Are unfamiliar with membership, subscription, or recurring revenue business models
Position Type
This is a full-time, exempt executive leadership position. Occasional evening and weekend work may be required to support business priorities and strategic initiatives.
Applicants must reside in one of the following states:
AZ, CO, FL, GA, IL, MD, MI, NC, NJ, NY, PA, TX, VA, WA
Why Join HTM?
At How to Manage A Small Law Firm, we help law firm owners build businesses that create freedom, profitability, and impact.
You’ll join an ambitious Executive Leadership Team that values innovation, accountability, collaboration, and continuous improvement.
This role offers genuine executive ownership and influence. You’ll have the opportunity to shape growth strategy, build scalable systems, develop exceptional teams, and make a measurable impact on the future of the company.
If you’re ready to build something exceptional, we encourage you to apply.
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