What is a Chief Revenue Officer (CRO)? The Key to Driving Revenue Growth

Imagine a world where every team in your business—sales, marketing, and customer support—works together seamlessly. That’s the vision a Chief Revenue Officer (CRO) brings to life. A CRO doesn’t just focus on numbers; they orchestrate collaboration, align strategy, and ensure that every decision revolves around one thing: revenue growth.

But what exactly does a CRO do, and how can they transform your business? Let’s explore.

What Does a Chief Revenue Officer Do?

At its core, the CRO role is about revenue generation. They bring together sales, marketing, and customer success to ensure these teams work as one, breaking silos that can hold businesses back.

As Alison Elworthy, EVP of Revenue Operations at HubSpot, puts it:

“You’re there to support your revenue teams and go-to-market teams in a way that scales. It’s about getting more out of your investments—whether they’re customers, partners, or campaigns.”

Here’s how they do it:

• Align teams for collaboration: Sales, marketing, and support departments work together under a unified vision.
• Use data-driven strategies: CROs analyze data to make informed decisions and set meaningful KPIs.
• Drive customer-first strategies: Everything revolves around the customer experience.

Chief Revenue Officer vs. VP of Sales

A VP of Sales focuses exclusively on sales: hitting quotas, managing teams, and improving sales processes. The CRO, on the other hand, connects sales with marketing, product, and support teams. They ensure every department contributes to revenue growth in a meaningful way.

For instance:

While a VP of Sales drives the execution of sales strategies, the CRO ensures those strategies align with broader marketing campaigns and pricing models.

How to Become a Chief Revenue Officer

Becoming a CRO isn’t about following a formula—it’s about mastering a mindset. It requires experience, strategy, and vision. Most CROs bring at least 7–10 years of leadership in revenue operations, including roles in sales, marketing, or customer success.

Key skills include:

• Data fluency: The ability to turn data into actionable insights.
• Leadership excellence: Managing large, cross-functional teams effectively.
• Customer-first focus: Understanding the customer’s journey from start to finish.

The Impact of a Chief Revenue Officer

A Chief Revenue Officer isn’t just a title—it’s a mission. They build bridges between teams, ensure everyone is working toward the same goal, and use data to unlock new opportunities for growth. If you’re looking to scale your business and maximize revenue, a CRO might just be the leader you need.