Chief Revenue Officer (CRO)

Location: South Africa (Hybrid/Remote, with travel across Africa)
Reports to: CEO & Co-Founders

Role Purpose

The CRO is responsible for defining and executing the company's revenue growth strategy across Africa, leading all commercial functions including Sales, Account Management, Partnerships, and Revenue Operations.

The role combines strategic leadership with hands-on enterprise sales execution and ownership of revenue targets.

Key Responsibilities

Revenue Strategy & Growth

• Own annual revenue targets across new business, existing customers, renewals, and partnerships.

• Develop and execute the revenue growth strategy for African markets.

• Establish scalable revenue processes, forecasting, and reporting.

• Lead quarterly and annual commercial planning.

Enterprise Sales & New Business

• Identify, develop, and close enterprise opportunities.

• Drive acquisition of new customers across Data, Analytics, AI, Cloud, and Professional Services offerings.

• Lead complex sales cycles from qualification through contract signature.

• Manage executive presentations, negotiations, proposals, and pricing approvals.

Customer Growth & Retention

• Support successful handover from Sales to Delivery and Customer Success teams.

• Build executive relationships within strategic accounts.

• Drive cross-sell, upsell, and expansion opportunities.

Go-to-Market & Partnerships

• Contribute to market positioning and commercial strategy.

• Support development of service offerings and pricing models.

• Partner with Marketing on demand generation and ABM initiatives.

• Develop strategic partnerships and ecosystem relationships.

Revenue Operations & Leadership

• Ensure CRM discipline, pipeline visibility, and forecast accuracy.

• Define commercial KPIs, dashboards, and reporting standards.

• Recruit, develop, and lead high-performing revenue teams.

• Foster a culture of accountability, collaboration, and customer focus.

Experience Required

• 10+ years in enterprise technology, consulting, or professional services sales.

• 5+ years in senior commercial leadership roles with ownership of multi-million-dollar revenue targets.

• Proven track record of exceeding revenue goals in B2B enterprise environments.

• Experience selling Data, Analytics, AI, Cloud, or Software solutions.

• Experience managing complex enterprise sales cycles and executive stakeholders.

• Experience building and leading high-performing sales teams.

Preferred Experience

• Experience within the Data and AI ecosystem.

• Knowledge of cloud and data technologies.

• Experience selling professional or managed services.

• Established network across South African and African enterprise markets.

• Experience in high-growth technology businesses or startups.

Key Competencies

• Strategic and commercial thinking

• Enterprise sales leadership

• Executive stakeholder management

• Negotiation and deal structuring

• Forecasting and pipeline management

• Cross-functional leadership

• Coaching and people development

• Strong communication and presentation skills

Success Metrics

• Revenue target achievement

• Growth in new customers

• Expansion revenue from existing accounts

• Forecast accuracy and pipeline health

• Team performance and retention

• Customer satisfaction and delivery outcomes

Decision-Making Authority

• Revenue strategy and execution

• Pricing and commercial negotiations

• Hiring and development of commercial teams

• Commercial budget management

• Territory and account allocation

Travel

Regular travel across South Africa and Africa for customer meetings, industry events, and partner engagement.