We are seeking a
Chief Revenue Officer (CRO) to own total revenue performance across every channel at Gabriella White (Retail, Wholesale (Dealers and Designers), Contract/Commercial, and Retail Licensees). This is a build-and-scale role for a commercial leader who can unify a growing, multi-channel revenue organization, own the full P&L, and bring the talent, strategy, and operational discipline required to grow aggressively and sustainably.
What You Do- Own the revenue P&L across Retail, Wholesale, Contract/Commercial, and Retail Licensees, driving margin discipline alongside aggressive top-line growth.
- Develop and execute an integrated, fully budgeted revenue strategy across all channels, geographies, and customer segments.
- Partner with the CEO, President, Executive Chairman, and Executive Leadership Team to shape long-term growth initiatives, including omnichannel transformation, brand expansion, and national market penetration.
- Hold channel leadership accountable for performance across Retail, Wholesale, Contract/Commercial, and Licensee partnerships, engaging directly to close gaps and drive course corrections.
- Lead the licensee network expansion, from identifying high-potential markets to signing and opening new locations.
- Define the strategic framework for how the field sales organization is structured, deployed, and measured, maintaining executive oversight of the commercial field expense budget.
- Own the accuracy and integrity of revenue forecasting across all channels, establishing the methodology and cadence the organization plans against.
- Set the strategic framework for account segmentation, prioritization, and management, ensuring resources go where they create the most value.
- Champion a data-first, technology-enabled revenue organization, driving CRM adoption, advanced analytics, and AI across forecasting, lead scoring, pipeline prioritization, and pricing.
- Set the strategy and investment priorities for wholesale markets (High Point, Dallas, Atlanta, Las Vegas, Casual Market Atlanta) and Contract/B2B trade shows, ensuring every appearance is tied to measurable revenue outcomes.
- Direct the company's real estate and site selection strategy for retail and wholesale showroom locations, including AI-assisted market analysis.
- Drive alignment between Sales and Marketing on go-to-market strategy, trade programs, and shared growth metrics.
- Serve as the senior commercial voice in product development, ensuring new collections are shaped by market trends and field intelligence.
- Set the standard for world-class customer experience across every channel, treating retention and lifetime value as core commercial metrics.
- Recruit, develop, and lead a high-performing revenue organization built on accountability and a relentless commitment to winning.
How Success is Measured- Revenue vs. Goal by Channel/Store.
- Gross Margin vs. Goal by Channel/Store.
- Year-over-Year Revenue Growth Rate by Channel/Store.
- Forecast Accuracy.
- Licensee Portfolio Growth (new stores).
- Net Promoter Score (NPS)
What You Bring- Bachelor's degree in Business, Sales, or a related field required; MBA a plus.
- 10+ years of executive-level sales leadership, ideally in luxury consumer goods, home furnishings, outdoor living, or a closely adjacent industry where brand and design drive purchase decisions.
- Proven ability to drive aggressive revenue growth, manage full P&L accountability, and build high-performing sales teams from scratch or through significant rebuild.
- Deep multi-channel experience spanning Retail, Wholesale (designers and dealers), and Contract/Commercial. Mastery of at least two channels with demonstrated ability to build in the third.
- Experience building and leading a geographically distributed field sales organization, including territory design and expense accountability.
- Experience managing retail licensee relationships, including joint business planning and performance accountability.
- Hands-on, daily use of CRM platforms, sales analytics, and modern revenue operations to drive decisions.
- Demonstrated AI fluency in a sales context such as predictive forecasting, site selection analytics, pipeline prioritization, lead scoring, and prospecting automation, with measurable revenue results.
- Proven track record building and executing a full sales forecasting process, including methodology design and scenario planning for executive audiences.
- Experience building tiered account management programs, including segmentation and executive-level QBR cadences.
- Comfort working in the design and trade community, with experience leveraging designer relationships to grow trade accounts.
- Natural instinct for cross-functional collaboration, especially with Marketing and Product Development.
- Exceptional communication, negotiation, and executive presence.
- Ability to travel up to 50%, including market travel and one-on-one rep travel.
