Job description
Role: Chief Revenue Officer (CRO)
Reports to: CEO
Company: Rightsline, https://www.rightsline.com/
Location: Toronto (Hybrid in Toronto office) or USA (Remote)
Type: Full Time / Permanent
Travel: Up to 20%
Rightsline
Since 2012, Rightsline has been revolutionizing rights and royalties management with its leading IP Commerce SaaS platform. Trusted by global innovators like Disney, Amazon, Spotify, and the NFL, our solutions empower rights holders to maximize portfolio value, reduce risk, and increase profitability. Serving industries from media and entertainment to life sciences, our scalable platform combines advanced analytics, business process outsourcing, and decades of expertise to tackle the most complex rights and royalties challenges.
With over 300 employees across multiple regions, including the United States, Canada, the United Kingdom, and India, Rightsline fosters a dynamic, collaborative environment where innovation thrives. We’re passionate about creating smarter solutions, encouraging personal growth, and celebrating creativity. Join a team that offers competitive compensation and benefits, a supportive workplace, and the opportunity to lead the future of intellectual property management.
Position
As the Chief Revenue Officer (CRO), you will be responsible for leading and building a high performing revenue team that is focused on driving new ARR growth (“Land”) and increasing revenue through various account management functions (“Expand”). This position will oversee our direct sales efforts, account management, and revenue operations functions and will work closely with the CEO and executive team to set revenue goals and develop strategies to achieve them. Your focus will be on building a scalable and sustainable revenue model that drives long-term growth.
Responsibilities
Develop and execute a revenue growth strategy that aligns with the overall business goals and objectives of the company
Build, manage and lead a high-performing revenue team, including new sales, account management and revenue operations
Act as a coach and mentor for direct reports in sales, account management, and revenue operations
Develop and implement effective sales programs that generate new leads, convert opportunities into sales, and retain customers
Own the vision, strategy and playbook for new logo acquisition success
Develop and manage the sales pipeline, revenue forecast, and set sales targets for the team - set monthly, quarterly, and annual enterprise sales targets and ensure the team consistently hits its sales goals
Develop and maintain relationships with key customers, partners, and stakeholders to drive revenue growth and customer retention
Continuously analyze market trends, competitive landscape, and customer needs to identify growth opportunities and develop strategies to capitalize on them
Create and manage revenue-related budgets, forecasts and financial plans
Work collaboratively with other departments, to ensure alignment and to achieve revenue goals
Establish and maintain a culture of excellence, performance and accountability with the revenue team
Act and be perceived as an executive presence on large enterprise deals
Collaborate with leadership to understand pain-points and lead the account management team to quota-attainment for the expansion of current customer accounts
Deliver insightful, clear, and articulate communication with internal and external stakeholders
Recognize the vital role of value selling and bring your experience developing and executing value-selling frameworks to Rightsline
Develop and optimize predictable, repeatable, and scalable sales processes
Own the planning for our next phase of growth so we’re well-prepared to hire additional sales executives/account managers and get them onboarded effectively
Bachelor’s Degree in a related field (Business, Commerce, Marketing, Engineering, etc.)
Approximately 10+ years of leadership experience within a sales/revenue function (ie. new sales, account management)
A minimum of 5+ years of sales leadership experience in a B2B SaaS environment
A minimum of 3+ years of experience owning all facets of a Revenue Department (Both Sales & Account Management)
Experience scaling a company from under $50 million to over $100+ million ARR
Experience selling into Large Enterprises and selling deal sizes approximately $150k+ ARR
Experience leading a revenue team of minimum 25+ people (including direct and indirect reports)
Experience managing/leading/hiring 2nd and 3rd line sales/revenue managers (ie. Managers, Directors, Senior Directors, VPs, etc.)
Proven track record of building and leading high-performing revenue teams and delivering significant revenue growth
Experience in developing and executing revenue growth strategies for SaaS businesses
Experience selling in multiple verticals and industries
Excellent analytical and strategic thinking skills
Strong leadership, communication (written and oral presentation), and interpersonal skills.
Ability to work collaboratively across departments and with external partners and stakeholders
Strong problem-solving skills and the ability to work in a fast-paced environment
Experience with value-based selling methodologies inclusive of the following stages: Discovery, Qualification, Business Case, Demonstration, Validation and Negotiating the Close. Ability to coach and develop our sales team with these disciplines.
Demonstrable success selling to C-suite economic buyers in enterprise accounts
Experience leading expansion/cross-sell across business units, divisions, brands, and geographies
Experience managing territory and quota assignments for a large team and their rapid evolution as we scale
Candidate has dealt with acquisitions and integrations of companies/products post acquisition - nice to have
Candidate has led a geographically dispersed team - must have
Must be authorized to work in Canada and/or the USA
Must be open to some travel - up to 20%
Many perks and benefits including:
- Unlimited vacation
- Healthcare, Dental and Vision Benefits
- RRSP Match Program
- Health Spending Account (HSA)
- Hybrid & flexible work hours
Rightsline is an equal opportunity workplace. All candidates will be afforded equal opportunity through the recruiting process. We do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, disability, gender identity and/or expression. We are dedicated to growing a diverse team of highly talented individuals and creating an inclusive environment where everyone feels empowered to bring their authentic selves to work. If you are contacted for an interview and require accommodation during the interviewing process, please let us know.
