Chief Revenue Officer

Job description

The Opportunity We are looking for a proven revenue leader to own and scale our commercial organization. Depending on the candidate’s experience, this role will be scoped as a Chief Revenue Officer (owning sales, marketing, and customer success/renewals) or a VP of Sales (owning the sales organization and quota, partnering closely with marketing and product). Either way, you will be the executive accountable for predictable, profitable revenue growth. This is a builder’s role. You will inherit strong products, marquee references, and durable customer relationships. You will also professionalize how we sell: sharpening our ICP and positioning, building repeatable pipeline, installing a modern sales process and forecasting discipline, and growing and coaching a high-performing team. You’ll translate deep domain credibility in private lending and financial software into a scalable, data-driven revenue machine. What You'll Own Revenue Strategy & Growth Own the company revenue number, spanning new business (ARR/bookings), expansion, and net revenue retention, and deliver predictable, profitable growth quarter over quarter. Define go-to-market strategy: ideal customer profile, segmentation, pricing and packaging, and the path into new customer categories (asset-based / specialty finance, fund managers, MICs, mREITs, commercial and construction lenders, institutions). Build an accurate forecasting and pipeline management discipline the CEO and board can rely on. Sales Leadership & Execution Recruit, develop, and lead a high-performing sales organization spanning new logo, account management, and sales development. Install a repeatable sales methodology, deal-qualification framework, and metrics-driven operating cadence (pipeline reviews, forecasting, QBRs). Personally engage in strategic and enterprise deals with marquee lenders and institutions; be a credible executive presence in the room. Cross-Functional & Team Building At the CRO level, align marketing (demand generation, brand, and pipeline) and customer success/renewals (retention, expansion, and advocacy) under one revenue strategy. Partner with Product and Engineering to feed market signal into the roadmap and to launch and monetize new capabilities. Build the revenue operations foundation: CRM hygiene, tooling, territory and comp-plan design, and analytics. What You Bring Required 10+ years in B2B sales with a strong track record of leading and scaling revenue teams; multiple years in a senior sales leadership role (Director/VP/CRO). Demonstrated success scaling recurring revenue in a B2B SaaS or FinTech environment, ideally selling into financial services/Mortgage Lenders. Experience carrying and consistently exceeding a team quota, with rigorous forecasting and pipeline discipline. Proven ability to recruit, coach, and retain top sales talent and to build the operating rhythm of a modern revenue org. Comfort with both strategy and execution: you can set direction and get in the deals. Preferred Domain knowledge of private lending, mortgage, loan servicing, or lending/financial software , or the ability to ramp on it quickly and credibly. Experience selling to lenders, fund managers, or financial institutions, and navigating multi-stakeholder, compliance-sensitive buying cycles. Experience building or scaling marketing and/or customer success functions (for the CRO scope). Track record in a founder-led or growth-stage company transitioning to a more scalable, professionalized go-to-market motion. Benefits & Perks Competitive compensation ( Base: $180,000 - $225,000), OTE $300,000 - 375,000 (base + performance-based bonus) plus meaningful equity Comprehensive health coverage (medical, dental, vision) 401(k) matching Wellness programs Professional development Employee recognition programs Team building & on-site amenities What Success Looks Like First 90 days: deeply understand the product, customers, pipeline, and team; assess the funnel and forecast accuracy; refine the ICP and go-to-market thesis. 6 months: repeatable sales process and forecasting cadence in place; key hires made or plan committed; early pipeline and conversion improvements visible. 12 months: measurable, durable growth in new bookings and net revenue retention; a scalable, well-instrumented revenue engine and a team positioned to keep compounding. Establish industry presence as a TMO evangelist and industry leader. Why This Role You’ll lead revenue for the category-defining platform in private lending and affordable housing - a market with strong tailwinds, a loyal and prestigious customer base, and real room to grow. You will also assist in unlocking further segments – International, Specialized lenders and the wider asset-based financing loan management market. You’ll have the mandate to build, executive access to the CEO and board, and the chance to turn a great product into a great growth story. Life at TMO, TMO pairs 45+ years of category leadership with a culture that's still hands-on and collaborative. Ideas flow freely, every team member has a voice, and we have fun while we build. Our Values: DRIVE Data-Driven: numbers over opinions. Respect: high on empathy, low on ego. Initiative & Agency: don't wait to be told. Value to Customers: create value for them above all else. Evolve: progress over perfection. About TMO, The Mortgage Office is the most trusted loan management platform in private lending. Founded in 1978, we power the full loan lifecycle for over 1,100 lenders, including private money firms, CDFIs, nonprofits, and government agencies, servicing more than $190 billion in loans. We're recognized as G2's #1 Loan Servicing Software and Capterra's Best Ease of Use. With offices in Huntington Beach and San Mateo, we're now building the next generation of AI-native lending tools, and hiring a Chief Revenue Officer / Head of Sales to help lead that work.