What To Look For In a Chief Revenue Officer

Is your company looking to hire a Chief Revenue Officer? To appeal to the right candidates, a summary to properly express your expectations for this new team member is necessary. Keep reading to learn about important CRO responsibilities to consider when hiring.

CRO Responsibilities & Qualities to Use When Hiring

They’re Knowledgeable in Sales, CRM & Marketing

Years ago, sales leaders solely focused on revenue and profit. Now, this position has been adjusted to meet the needs of companies and incorporating a holistic strategy.

A qualified CRO will have experience as a salesperson. That means they will understand the hustle and strong work ethic that is tied to the sales floor. The focus of important CRO responsibilities relies on your CRO relating to your sales department.

In addition, CROs should be knowledgeable about Customer Relationship Management software or CRM. Having expertise in all of these areas will help this team member work toward the main goal: revenue.

Successful Chief Revenue Officers know how to achieve this goal and help develop a seamless customer journey in the process.

They Love the Power of Data

Data is an essential and powerful tool for developing a sales strategy, attracting higher-quality leads, and improving customer experience.

Outstanding CRO candidates can harness this power to achieve their revenue goals. Specifically, they rely on data to make informed decisions and answer questions.

By using data, Chief Revenue Officers also become equipped to predict customer engagement and revenue growth.

Additionally, a great CRO will use data to find the opportunity to increase profits and reduce losses. Today’s customers are exposed to vast amounts of information, and having a CRO who is one step ahead is critical.

They’re an Effective Leader

Besides having an interest in data and having a deep knowledge of sales, CRM, and marketing, other CRO responsibilities involve leadership.

Your CRO will be working with all of your company’s department leaders to pursue a common objective.

By and large, a great CRO will know how to work well with other departments to achieve results. Collaboration amongst the CRO and your different departments allows your team to determine the department’s revenue generation position.

It’s important to hire someone who can adapt and communicate with various departments, a variety of personalities, and build strong relationships outside of the company.

They Possess Your Ideal Qualities

Since leadership styles are flexible, there are no fixed traits that CRO exhibits. Certain attributes and CRO responsibilities may or may not come into play, depending on the situation. Nevertheless, it never hurts to consider these qualities when hiring.

Accountability is essential in any person, but especially so in a CRO. Because they will be making significant decisions in the company’s future, CROs must be held accountable.

Last but certainly not least is passion. You want your CRO to be passionate about the work that they do. After all, it is a crucial job that requires an interest in the well-being of your company.


Y Scouts is a purpose-based, performance-proven leadership search and development firm focused on transforming how people and organizations connect to work that matters. When you’re ready to hire a new leader, contact Y Scouts. If you are looking for your next leadership role within a purpose-driven, performance-focused organization, please join the Y Scouts Leadership Community.

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