Job Description: Chief Revenue Officer (CRO)

Department: Sales & Business Development

Reporting To: CEO / Executive Leadership

Role Type: Senior Leadership

Role Overview:

We are looking for an experienced and commercially driven Chief Revenue Officer (CRO) to lead the organization's overall sales strategy, revenue growth, and go-to-market execution across geographies. The CRO will be responsible for leading all sales functions, driving customer acquisition, expanding strategic operator relationships, and accelerating revenue generation from existing and new telecom platforms and products.

The ideal candidate will bring strong experience in telecom, enterprise technology, operator sales, and monetization-led business growth, with a proven track record of building and scaling high-performing sales teams across international markets.

Key Responsibilities:

1. Sales Strategy & Revenue Leadership:

- Lead the overall sales organization and take ownership of revenue growth, sales strategy, and business development.

- Develop and execute sales plans aligned with the organization's business objectives.

- Identify new revenue opportunities, markets, customer segments, and strategic partnerships.

- Establish sales targets, revenue forecasts, and performance metrics.

- Lead, mentor, and develop sales leaders and teams across geographies.

2. Telecom Operator & MNO Sales:

- Drive sales of new platforms, products, and solutions to Mobile Network Operators (MNOs) and telecom operators.

- Build and strengthen relationships with C-level executives and key decision-makers within telecom operators.

- Develop strategic account plans to increase customer acquisition, retention, and revenue contribution.

- Lead complex enterprise sales cycles, commercial negotiations, and contract closures.

3. Product Sales & Monetization:

- Drive revenue from existing and new products, including:

1. Armour platform and monetization solutions

2. Standalone products and services

3. Communications Platform as a Service (CPaaS)

4. Other telecom platforms, digital solutions, and value-added services

- Develop monetization strategies to maximize revenue from existing products and customer relationships.

- Collaborate with product, technology, and marketing teams to align offerings with customer requirements and market demand.

4. International Market Expansion:

- Identify and expand business opportunities across India, the Middle East, Africa, and Asia.

- Build regional sales strategies and establish relationships with telecom operators and strategic partners.

- Drive market entry, customer acquisition, and revenue expansion in priority geographies.

- Support the development of regional sales capabilities and partner ecosystems.

5. Business Development & Strategic Partnerships:

- Identify new business opportunities, partnerships, and distribution channels.

- Build long-term relationships with key customers, industry stakeholders, and strategic partners.

- Monitor market trends, competitor activities, and emerging telecom technologies to identify growth opportunities.

- Represent the organization in strategic customer meetings, industry forums, and business events.

6. Sales Performance & Governance:

- Monitor revenue performance, pipeline health, conversion rates, and sales productivity.

- Establish regular business reviews and ensure accountability for sales outcomes.

- Develop accurate revenue forecasts and provide business performance updates to senior leadership.

- Optimize sales processes, account management practices, and go-to-market effectiveness.

Required Qualifications & Experience:

- Master's degree in Business Administration, Sales, Marketing, Telecommunications, or a related discipline.

- Significant senior-level experience in sales leadership, revenue management, and business development.

- Proven experience in telecom technology, operator sales, enterprise solutions, or digital platforms.

- Demonstrated success in generating revenue through MNOs, telecom operators, and large enterprise customers.

- Experience in monetization solutions, CPaaS, value-added services, or related telecom products is highly desirable.

- Strong experience managing international markets, strategic accounts, and complex commercial negotiations.

- Demonstrated ability to build, lead, and scale high-performing sales organizations.

Key Competencies:

- Strategic sales and revenue leadership

- Commercial acumen and business ownership

- Telecom industry and operator ecosystem knowledge

- International business development

- Executive stakeholder management

- Negotiation and deal closure

- Forecasting, pipeline management, and revenue analytics

- Team leadership and cross-functional collaboration

Key Success Metrics (KPIs):

- Revenue growth against annual targets

- New customer acquisition and strategic account growth

- Sales pipeline value and conversion rates

- Revenue generated from new platforms and products

- Monetization of existing products and services

- Regional market expansion and customer penetration

- Customer retention and account profitability

- Sales team productivity and forecast accuracy

Ideal Candidate Profile:

- A commercially strong sales leader who can take complete ownership of the sales function, scale revenue across telecom operator markets, and build sustainable business growth across India and international geographies.