Chief Revenue Officer at NetBrain Technologies in Burlington, MA

ounded in 2004, NetBrain is the leader in network automation. Its ground-breaking platform provides IT teams with end-to-end visibility into their hybrid network and streamline NetOps workflows through automation. Today, over 2,400 of the world’s largest enterprises and managed services providers leverage NetBrain’s platform to automate network documentation, troubleshooting, and change management.

“NetBrain’s success is due to our people, and over the years, we have been fortunate to attract top talent because of our unique culture and exciting mission to transform the network management industry.” - Lingping Gao, Chairman and Chief Executive Officer of NetBrain

Overview

What We Need

NetBrain is looking for a passionate and accomplished global sales leader with a customer-focused mentality and extensive experience in complex B2B software sales. This person will have experience managing direct and channel teams who are selling into IT and closing six and seven figure deals with large enterprises

The Impact You’ll Make

The Chief Revenue Officer will report directly into our CEO and be responsible for all aspects of our global sales efforts, including but not limited to: Deal Qualification, Field and Digital Sales, Channel Sales, and Pre-Sales. The role will take ownership of all aspects of NetBrain’s Go to Market (GTM) direct strategy, sales planning, sales enablement, sales operations, systems and performance management, and seller motivation. The CRO will lead and actively participate in strategic initiatives to reengineer processes and make data-driven decisions to drive strong growth in new customer attainment and increasing revenue. The CRO will also be held accountable for increased sales efficiencies including a deep understanding of a metrically based sales process and how to optimize a field/digital sales model that supports a complex consultative sales transaction. This leadership role will liaise closely with all parts of NetBrain including Executive, Marketing, Product, Engineering, Customer Success, and Finance.

Responsibilities

What You’ll Do

You will drive top-line revenue and profitability targets and meet or exceed those targets by driving NetBrain’s total portfolio of solutions.

You will identify and execute the best growth strategy, including more aggressive direct sales entry into the enterprise market, expansion into channel models, identification and successful acquisition of lighthouse targets

You will scale and optimize the GTM coverage models and develop best-in-class recruiting/onboarding programs for both leadership and quota-carrying people in the field.

You will enable productivity gains and increase YoY productivity gains across key bookings and revenue metrics.

You will build, manage, train and motivate a global salesforce, continuously building and growing that team to penetrate global markets.

You will develop and execute world class training programs for the sales teams that will allow for scalable, predictable growth without sacrificing quality.

You will develop new and enhance existing international channel partner sales relationships to increase lead flow and bookings growth for all of NetBrain’s lines of business.

You will lead the development, communication, and implementation of effective, analytically driven operational sales strategies to support the sales infrastructure.

You will prioritize operational effectiveness, revenue generation, market share, profitability, and customer wins.

You will enhance, and articulate NetBrain’s value proposition both internally to the sales teams and externally to NetBrain's customer base.

You will hire, coach and retain top talent – the CRO will be responsible for creating a best-in-class direct organization that can attract and retain “A” talent and move decisively if the sales talent is not achieving to goals.

You will create compensation plans aligned to goals, partnering with the CEO and CFO to drive industry best practices for direct organizations focused on the enterprise buyer.

Qualifications

Who You Are

You have 15+ years of experience within the enterprise software industries targeting the IT buying constituency.

You have successfully defined and led execution of growth strategies, including segmentation, targeting and resource allocation.

You are experience in hiring, training and motivating sales (field, digital, and channels) teams.

You have a track record at a high-growth software company selling high value contracts to enterprise level businesses selling infrastructure software to IT.

You are an experienced builder of successful field/digital sales organizations and a strong channel sales partner ecosystem selling enterprise solutions to the VP/C-Level IT buyer.

You are capable of maintaining strong quarter-to-quarter revenue growth rates while demonstrating strong pipeline, process, forecasting, people leadership, demand generation, and sales assessment predictability.

You have experience scaling organizations and recruiting “A” players by creating a culture that attracts and retain the industry best.

You are an engaging leader who builds and sustains credibility with staff, colleagues, clients and other stakeholders.

You are an excellent communicator with integrity, drive and a strong work ethic.

You are strategic, analytical and hands-on team player with a high level of creativity, drive, curiosity and intellect.