Chief Revenue Officer

Description

Position at Planned Companies

Planned Companies - Chief Revenue Officer

Position Summary

The Chief Revenue Officer (CRO) is responsible for leading Planned Companies' sales and marketing organization while driving sustainable, profitable revenue growth across all business lines.

This is not a traditional executive leadership position focused primarily on oversight and delegation. We are seeking a highly engaged, hands-on leader who is passionate about building organizations, coaching and developing sales talent, strengthening client relationships, analyzing data, and personally participating in winning new business. This leader will be expected to work alongside the sales team-helping them sharpen their approach, navigate opportunities, improve performance, and ultimately become stronger, more effective sales professionals.

The successful candidate will possess deep industry expertise, an established network of executive relationships, exceptional commercial instincts, and a passion for continuous improvement. They will be equally comfortable sitting with a salesperson reviewing an opportunity in CRM/ Sales Operating System, presenting to a prospective client, evaluating sales, marketing and account risk analytics, implementing AI solutions, or developing long-term growth strategy with the executive leadership team.

This role is best suited for an executive who enjoys being in the business every day-working alongside the sales team, engaging with clients, analyzing performance data, and continuously improving the systems, processes, and people that drive growth.

The CRO will lead by example, establish a culture of accountability, and build a scalable sales organization capable of supporting Planned Companies' long-term growth objectives.

Key Responsibilities

Revenue Growth & Business Development

• Develop and execute a comprehensive sales strategy that drives consistent, profitable revenue growth across all business units.
• Personally lead strategic business development efforts and participate in major pursuit opportunities, presentations, negotiations, and contract closings.
• Expand Planned Companies' presence across existing and emerging vertical markets, including commercial real estate, healthcare, education, residential, hospitality, and other strategic markets.
• Leverage an established network of industry relationships to create new business opportunities and accelerate growth.
• Build a disciplined, measurable sales process that produces predictable pipeline generation and accurate forecasting.
• Continuously evaluate market conditions, competitive activity, client needs, and industry trends to identify growth opportunities.
• Partner with FirstService Residential's sales leadership to leverage shared tools, infrastructure, best practices, and resources that strengthen sales effectiveness and accelerate growth.

Sales Leadership & Organizational Development

• Recruit, develop, and retain exceptional sales talent capable of supporting the company's long-term growth strategy.
• Build, mentor, coach, and develop a high-performing sales organization focused on accountability, execution, and measurable results.
• Develop and implement a structured onboarding, training, and ongoing development program that equips sales and marketing team members with the knowledge, tools, skills, and expectations necessary to succeed.
• Create a culture of ownership where pipeline development, CRM discipline, forecasting accuracy, and sales execution are expected at every level.
• Provide active, hands-on coaching to sales team members through regular one-on-one meetings, pipeline reviews, deal strategy sessions, call preparation, client presentations, and direct feedback designed to strengthen individual selling skills and performance.
• Establish clear performance expectations and hold team members accountable for both activity and outcomes, while providing the coaching, feedback, and support necessary to improve performance.
• Drive consistent execution of the go-to-market strategy, ensuring disciplined and proactive engagement with both current and prospective accounts.

Sales Operations, Analytics & Data Integrity

The Chief Revenue Officer is expected to possess a deep understanding of every aspect of Planned Companies' sales operation.

• Personally own the integrity, accuracy, and usability of all sales and marketing data.
• Develop expert-level knowledge of HubSpot and other sales technology platforms.
• Analyze CRM data, conversion metrics, forecasting, pipeline health, marketing performance, and business trends to identify opportunities for improvement.
• Build dashboards and KPIs that provide meaningful business insights rather than simply reporting activity.
• Ensure complete CRM adoption, consistent data hygiene, and disciplined sales processes throughout the organization.
• Map and continuously improve the end-to-end sales process, ensuring accurate data flows across CRM, reporting, finance, operations, and executive leadership.
• Serve as the company's subject matter expert on sales performance metrics and provide leadership with accurate, timely, and actionable reporting.

Marketing & Brand Growth

• Lead the company's integrated sales and marketing strategy to strengthen brand awareness while directly supporting revenue growth.
• Ensure all marketing initiatives are aligned with measurable business objectives, lead generation, and client acquisition.
• Evaluate the effectiveness and return on investment of all marketing initiatives using meaningful performance metrics.
• Drive innovation in digital marketing, content strategy, public relations, thought leadership, social media, and demand generation.
• Ensure marketing functions as an extension of the sales organization, supporting pipeline generation and client engagement.

Artificial Intelligence & Technology

The successful candidate will understand how emerging technologies can improve both sales effectiveness and marketing performance.

• Identify, evaluate, implement, and optimize AI-powered tools that improve sales productivity, lead generation, proposal development, customer engagement, forecasting, CRM utilization, and marketing automation.
• Continuously evaluate new technologies that provide competitive advantage.
• Foster a culture that embraces innovation while ensuring technology investments deliver measurable business value.

Client Relationships & Industry Leadership

• Serve as one of Planned Companies' primary ambassadors with clients, prospects, and strategic partners.
• Build and maintain executive-level relationships with owners, developers, property management companies, healthcare organizations, and other industry leaders.
• Personally lead the company's Major Account strategy and executive relationship management efforts.
• Represent Planned Companies at industry conferences, trade associations, networking events, and client functions.
• Maintain an active understanding of industry trends and competitive developments.

Executive Leadership

• Partner closely with the CEO, the executive leadership team and FirstService Residential's sales leadership to establish long-term growth strategy and execute.
• Provide thoughtful recommendations supported by data, market intelligence, and operational insights.
• Collaborate across operations, finance, recruiting, and marketing to ensure alignment between growth objectives and operational execution.
• Contribute as an active member of the executive leadership team, helping shape the future direction of the organization.

Qualifications

• 10+ years of progressive executive sales leadership experience.
• Significant experience within commercial real estate services, facility services, janitorial, security, hospitality, property management, healthcare environmental services, or closely related industries.
• Demonstrated success leading high-performing sales organizations with consistent revenue growth.
• An established network of executive relationships capable of generating new business opportunities.
• Deep understanding of sales operations, CRM platforms (HubSpot preferred), pipeline management, forecasting methodologies, and sales analytics.
• Experience implementing AI-enabled technologies that improve sales and marketing effectiveness.
• Strong financial acumen and experience managing sales budgets, forecasts, and performance metrics.
• Bachelor's degree required; MBA or advanced degree preferred.
• Based within commuting distance of Planned Companies' corporate headquarters in Parsippany, New Jersey, with the expectation of maintaining a regular in-office presence to foster collaboration, coach the sales and marketing teams, and partner closely with executive leadership.
• Willingness and flexibility to travel frequently (approximately 40-60%) throughout Planned Companies' operating markets to support client relationships, business development, sales coaching, industry events, and strategic initiatives.

Leadership Competencies

• Hands-on and actively engaged in the business.
• Data-driven and intellectually curious.
• A builder of teams, systems, and processes.
• Comfortable challenging assumptions and driving change.
• Highly accountable with a bias toward execution.
• An exceptional coach and mentor.
• Collaborative while maintaining high standards.
• Customer-focused with outstanding executive presence.
• Innovative and forward-thinking, particularly regarding technology and AI.

What Success Looks Like

• Sustainable revenue growth across all business lines.
• Expansion into targeted vertical markets.
• Improved pipeline quality and forecasting accuracy.
• Strong CRM adoption and best-in-class data integrity.
• Successful implementation of AI-enabled sales and marketing initiatives.
• Increased marketing effectiveness and lead generation.
• Development of a high-performing, accountable sales organization with measurable improvement in individual and team sales effectiveness.

Salary: 200-250k + performance based bonus program (OTE 300-365k)