Role: Chief Commercial Officer
Salary: Competitive Package
Location: USA, UK or Europe
Our client’s Software solutions are used extensively for: live events, interactive installations, graphics in advertisements, TV & Movies.
They now seek a strategic, results-driven and visionary Chief Commercial Officer (CCO) to lead business’s global revenue and growth strategy. As a key member of the executive team, the CCO will be responsible for driving commercial growth across all revenue-generating functions, including sales, marketing, and business development. You will play a pivotal role in expanding our client’s presence across markets worldwide.
Responsibilities
Own the global commercial & go-to-market strategy, aligning Sales, Marketing, and business development (in conjunction with the COO) to drive sustainable revenue growth.
Commercial Strategy & Revenue Ownership (shared with the COO)
* Champion the transition to a recurring revenue model, increasing MRR and MRR as a percentage of total revenue.
* Accountable for the establishment and management of channel partnerships with media server vendors, production companies, and system integrators to diversify revenue streams and reduce risk.
* Owns the customer lifecycle, from lead conversion through onboarding, retention, and expansion, with a focus on reducing monthly builder churn.
* Monitor and report on key commercial metrics (MRR, MRR in new markets, playback weeks, fixed install license sales, CAC vs first-year revenue) to the Board.
* Own commercial forecasting, budgeting, and reporting, providing regular updates on performance against targets.
Sales & Business Growth
* Develop and execute the overall commercial strategy, aligning sales, partnerships, and business development with company goals, as documented in the VTO.
* Lead, coach, and scale a high performing, metrics driven global sales team, directly managing all sales employees and continuing to drive high performance.
* Drive revenue growth by identifying and pursuing new business opportunities, expanding into emerging sectors, and optimising pricing and packaging.
* Monitor and optimise customer acquisition cost (CAC) vs first-year revenue, ensuring efficient and scalable marketing spend.
* Provide executive-level representation for the business at select industry events, conferences, and trade shows to build relationships and promote the brand.
* Oversee coordination between Marketing, Product Management, Development, and the COO to ensure continuous feedback loops from market to product, informing roadmap and pricing strategy.
Go-to-Market & Customer Expansion
Market positioning, brand, demand generation, and customer acquisition.
* Define the strategic vision for business’s market positioning and brand architecture
* Provide strategic oversight to Head of Marketing, setting clear performance expectations, resource allocations and guiding priorities to deliver against planned growth and market penetration goals.
* Ensure marketing initiatives (incl. strong digital marketing, demand generation, lead nurturing) are commercially aligned and drive brand awareness and customer growth.
* Accountable for the effectiveness and success of global marketing campaigns for new features, products, and market segments.
* Ensure leveraged data-driven insights are utilised to refine messaging, positioning, and customer segmentation.
* Ensure high-quality marketing outputs through effective collaboration between internal creative resources and external partners.
What does success look like:
The following measures are indicative only and not exhaustive.
* Monthly Recurring Revenue (MRR): Increase overall MRR to drive sustainable growth and enhance attractiveness to potential acquirers.
* MRR as % of Revenue: Grow the proportion of revenue from recurring sources, reflecting successful restructuring to a subscription-based model.
* Revenue Diversification: Reduce revenue concentration risk by diversifying the customer base and decreasing reliance on specific channels, accounts or regions.
* New Trials per Month: Expand reach and top-of-funnel activity by increasing the number of new product trials initiated each month.
* Monthly Builder Churn: Lower churn rates by ensuring the team delivers value across multiple use cases, supporting customer retention and satisfaction.
* MRR in New Motion Graphics Markets: Accelerate MRR growth in emerging verticals (e.g. offline motion graphics)
* Fixed Install License Sales: Drive growth in fixed installation markets (museums, architectural facades, etc.) by increasing license sales.
* Customer Acquisition Cost (CAC) vs First Year Revenue: Optimise the ratio of CAC to first-year revenue, ensuring efficient and scalable customer acquisition.
Skills/Experience Requirements
* 10+ years of commercial leadership experience in B2B SaaS in creative industries or audiovisual industries.
* Proven ability to define and execute global go-to-market strategies.
* Track record of leading and scaling high-performing sales and marketing teams.
* Deep understanding of the motion graphics, live events, or AV technology sectors.
* Strong analytical, strategic thinking, data-driven decision making and leadership skills.
* Excellent negotiation, interpersonal and communication skills.
* Experience working with or reporting to a Board of Directors.
* Willingness and ability to travel internationally as required with no impediments to travel for the EU & USA