[Hiring] Chief Revenue Officer @Harbor Compliance

Role Description

Harbor Compliance is consolidating fragmented revenue ownership into a single, accountable leader — a foundational executive hire to unify revenue functions (sales, partnerships, marketing, account management) into one coordinated land-and-expand motion. As Chief Revenue Officer, you'll report directly to the CEO and own all revenue end-to-end: new logo growth, customer retention, expansion mechanics, and the data and accountability systems that connect them. This is a hands-on role for someone who wants to build from the ground up and drive 4x ARR growth ($60M → $250M) over five years.

• Own revenue end-to-end.
• You own all revenue targets, budget requests, hiring approvals, and the GTM strategy.
• Consolidate and lead revenue functions.
• Manage 5 leaders across sales, partnerships, marketing, & account management.
• Hire, develop, and retain 48+ new GTM team members in 2027.
• Execute the 2027 GTM strategy.
• Build outbound sales motion and launch an enterprise sales team.
• Open new verticals with coordinated sales + marketing.
• Grow ARR from $60M to $250M with $100M from organic growth and $100M from M&A.
• Design and run the revenue model.
• Build the lead-to-revenue model bottoms-up — establish gates at each level.
• Build and own revenue metrics and accountability.
• Report to CEO and present quarterly results to PE board.
• Partner cross-functionally.
• Partner with the CFO on M&A integration, revenue forecasting, and financial reporting.
• Partner with the Chief Customer Officer on cross-sell mechanics and churn drivers.
• Work with VP of Engineering and Product to ensure delivery aligns with commercial commitments.
• Establish and scale GTM infrastructure.
• Build repeatable playbooks for new logo sales, expansion, and retention.

Qualifications

• B2B SaaS revenue leadership experience.
• You have deep, hands-on experience leading revenue in B2B SaaS environments.
• You understand subscription models, ARR/NRR metrics, customer acquisition costs, LTV, and how to build repeatable, scalable revenue motions in software businesses.
• Direct sales team management.
• You have proven experience directly managing a sales team or revenue-producing function.
• Demonstrated revenue organization improvement.
• You've taken a revenue organization from one state to a materially better state.
• GTM fundamentals.
• You can articulate your GTM strategy in clear, data-driven terms.
• Competitive positioning, pricing strategy, funnel dynamics, and conversion rates.
• You think in terms of unit economics and can defend your revenue model all the way down to the lead level.
• Experience in high-velocity, lower-ACV SaaS.
• You've successfully scaled revenue in a similar environment (high volume, lower deal size, land-and-expand model).
• Ability to build and scale from ambiguity.
• You're comfortable with a lean, scrappy, fast-moving environment.
• GTM processes don't exist yet; you'll build them.
• Org structure is being designed around you.
• You're energized by building from the ground up.

Requirements

• Outbound sales and land-and-expand motions.
• Built or significantly scaled outbound programs and both land and expand revenue models.
• Channel/partnership GTM.
• Worked with channel partners or built partnership go-to-market; experience structuring, incentivizing, and enabling partners.
• PE-backed experience.
• Worked at PE-backed portfolio company; understand board cadence, growth targets, exits, and aggressive scaling.
• Enterprise sales leadership.
• Built or led enterprise sales motions; experience scaling from SMB → mid-market → enterprise.
• Revenue operations and sales comp design.
• Built RevOps infrastructure (quota, territory, forecasting, comp tracking).
• Designed comp models that drive performance-based behavior.

Benefits

• Health benefits
• Flexible paid time off
• Parental leave
• Fertility and adoption assistance
• 401(k)
• Educational reimbursement