STRATEGIC CONTEXT
Our client is a UK-founded energy technology business delivering mission-critical, cloudnative enterprise software for energy retailers. The platform supports the full customer lifecycle from onboarding and metering through to billing, collections, CRM and analytics.
The business is headquartered in the UK, backed by significant financial strength and longterm investment, while still operating with the pace and autonomy of a scale-up. The platform already supports 20M+ meters globally, including one of the largest customer migrations in the UK energy sector, where millions of households were moved off legacy systems and onto the company’s cloud platform. The mission is to enable energy suppliers to modernise operations, reduce cost-to-serve, improve customer experience, and support the energy transition through EVs, solar, flexibility and home optimisation. The company aims to scale its platform to 50M+ consumers worldwide over the next five years.
The organisation is entering a major international expansion phase:
• Significant new investment secured
• Clear market-entry strategy for the US, Europe and Asia
• A small set of credible competitors globally
• A GTM organisation to be built from a very low base
Marketing has recently been rebuilt, and now sales, pre-sales and alliances need to be
created. The CRO will design and lead this global revenue engine.
THE ROLE: CHIEF REVENUE OFFICER
Primary Mission
Build and run a global revenue engine that wins major enterprise customers and establishes a repeatable model for international growth.
Core Responsibilities
• Win £10–50M+ ARR enterprise deals in priority international markets, leading strategic pursuits personally and engaging senior executive stakeholders throughout long, complex sales cycles.
• Design and execute the global GTM strategy, including market selection, segmentation, ICP definition, commercial positioning and international expansion.
• Build and lead a senior GTM organisation from a low base, hiring and developing enterprise sales, pre-sales/solutions, and alliances teams, and creating a high-performance culture.
• Establish a rigorous enterprise sales operating model, including qualification standards, deal governance, pipeline management, forecast cadence, and executive deal reviews that ensure disciplined decision-making.
• Develop and scale a global alliances ecosystem, activating SI and consultancy partners to support co-selling, co-marketing and delivery capability in target geographies.
• Shape the commercial framework for large multi-year SaaS contracts, including pricing strategy, deal structuring, negotiation approach and enterprise contract governance.
• Ensure tight cross-functional alignment with Product, Engineering, Professional Services and Marketing to enable smooth delivery, clear roadmap influence, market relevance and strong customer outcomes.
• Act as the executive sponsor for major enterprise pursuits, representing the business credibly at C-suite and board level with global customers and partners.
• Define and manage revenue KPIs and performance metrics, including pipeline health, conversion, win rates, deal velocity and ARR growth targets.
• Oversee seamless post-contract handover to delivery teams, ensuring customer onboarding, migration and implementation are set up for success and referenceability.
• Represent the company externally, strengthening its reputation in target markets and building trusted relationships with industry leaders, analysts, and partners.
CANDIDATE PROFILE
Ideal Candidate Experience
• Enterprise platform sales (ERP, CIS, mission-critical SaaS)
• Multiple £10M+ ARR enterprise wins with 12–36-month cycles
• Strong exposure to utilities/energy, or other regulated, multi-stakeholder sectors
• Built GTM teams from low or zero base
• Proven success with SI/consultancy alliances
• International experience landing significant enterprise customers
Leadership & Fit
• High energy, pragmatic and collaborative
• Low-ego operator who enjoys building
• Credible with CEOs, CFOs and senior external stakeholders
• Strong communicator who brings cross-functional teams with them
EMPLOYER VALUE PROPOSITION
o Greenfield GTM Build: A rare opportunity to architect a global revenue organisation from scratch.
o Huge Market Opportunity: Only a handful of platforms globally can deliver at this scale, making early wins highly valuable.
o Direct, Visible Impact: A small number of large deals will materially influence company growth and valuation.
o Meaningful Equity Upside: A sweet-equity structure with substantial long-term potential.
o Mission-Led Work: Drive digital transformation and energy transition across multiple countries.
o Backed, Stable and Autonomous: Deep backing from a major global energy group, combined with a fast-moving, scale-up operating model.
If this sounds of interest, please do get in touch with us directly to apply for this exciting opportunity.
