IDC

Chief Revenue Officer

IDC

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • Define and execute a multi-year revenue strategy that accelerates new go acquisition, drives net revenue retention, and increases mix toward higher-value research offerings across all segments and geographies.
  • Lead the professionalization and optimization of the go-to-market approach with particular focus on growing research consumption among IT end users (CIOs, IT leaders, architects, infrastructure and security teams) and expanding wallet share with Technology Providers.
  • Establish clear segmentation by customer type, region, and vertical (enterprise/strategic, mid-market, regional) with tailored strategies for hunters, farmers, renewals, and customer success roles.
  • Partner with Product and Pricing leadership to align packaging and commercial models with customer priorities, ensuring pricing strategies defend premium value while increasing adoption of multi-year commitments.
  • Lead and professionalize global sales, account management, and customer success teams, upgrading leadership benches where needed and embedding scalable playbooks, training, and coaching programs that institutionalize best practices.
  • Personally cultivate executive level relationships with priority clients and prospects, position IDC as a trusted advisor to CIOs, CTOs, CDOs, and Technology Provider leadership teams.
  • Ensure pipeline coverage, health, and forecast accuracy through disciplined sales execution, data-driven insights, and rigorous pipeline management.
  • Drive customer success initiatives to enhance client satisfaction, retention, and expansion, with clear metrics and operating rhythms.
  • Build a world-class revenue operations capability that creates a single source of truth across sales, account management, and customer success, improving forecast accuracy, strengthening pipeline health, and driving disciplined operating rhythms.
  • Implement robust CRM discipline, forecasting rigor, territory design, and data-driven performance management to optimize team productivity and coverage.

Requirements

  • 15+ years of progressive commercial leadership, with significant track record leading large, multi-region region sales, account management, and Customer Success organizations in subscription data-driven, or recurring revenue businesses.
  • Direct experience with renewable syndicated research, advisory services, or recurring information services businesses.
  • Demonstrated success selling into Technology Providers and IT end-user enterprises.
  • Proven ability to growth revenue from research for IT end users while simultaneously expanding wallet share and deepening relationships with Technology Providers.
  • Hands-on leadership of revenue operations, including CRM discipline, forecasting accuracy, pipeline management, territory design, and data-driven performance management.
  • Proven track record growing margin-accretive revenue through pricing optimization, packaging innovation, mix shift, and sales design, not volume alone.
  • Experience operating in PE-backed or similarly performance-intense environments, with demonstrated comfort navigating transformation, complexity and high expectations for transparency and execution.
Benefits
  • 15 vacation days (prorated based on start date)
  • 12 company-paid holidays
  • 6 paid sick days (prorated based on start date; may vary by state)
  • Medical, dental, and vision coverage
  • 2 floating holidays (prorated based on start date)
  • 1 volunteer day
  • 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
  • Company-paid short-term disability
  • Company-paid parental leave
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
revenue strategysales executionpipeline managementforecasting accuracyterritory designdata-driven performance managementpricing optimizationpackaging innovationcustomer success initiativesmulti-region sales leadership
Soft Skills
leadershiprelationship buildingstrategic thinkingcoachingcommunicationcollaborationproblem-solvingadaptabilityexecutive engagementcustomer focus