Chief Revenue Officer

IDC Chief Revenue Officer

US--Remote

Job :

Type:
Regular (Full Time)

# of Openings: 1

Category:
Sales

About the Role & Team

The Chief Revenue Officer (CRO) will be the global owner of IDC's revenue engine, accountable for driving sustainable, margin-accretive growth across its research, data, advisory, and events portfolio. This role leads global Sale, Account Management, Customer Success, and Revenue Operations, and is charged with accelerating growth I research subscriptions with both Technology Providers and IT end-user organization. The CRO reports directly to the Chief Executive Officer and is a member of the senior leadership team.

• 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.
• Institutionalize account strategies for multi-stakeholder, multi-year renewals, including whitespace mapping, expansion plays, and rigorous value demonstration.
• 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.
• Define and manage KPIs across leading and lagging indicators (pipeline coverage, activity metrics, proposal volume, win rates, retention, productivity, CAC payback, sales cycle length, mix of multi-year contracts), transparently reporting performance to management and sponsors.
• Design and continuously refine compensation and incentive structures that align behaviors with IDCs strategic priority, reward profitable growth, and attract and retain top commercial talent.

• Attract, develop, and retain A-level commercial talent globally, demonstrating a keen eye for talent and willingness to make difficult decisions about leadership and team composition.
• Set a high-performance, "no excuses" culture built on personal accountability, transparency, and bias for action, while modeling humility and openness to feedback.
• Coach and develop leaders at multiple levels through direct mentoring, structured programs, and codified playbooks that make best practices scalable and durable across multiple generations of employees and leaders.
• Communicate priorities with clarity and frequency, celebrating wins, surfacing the anatomy of success, and reinforcing the behaviors and habits that underpin sustainable growth.

• Serve as a key partner to the CEO, PE firms, and the Board on growth, go-to-market, and commercial strategy topics, communicating crisply, framing trade-offs, and driving execution with urgency.
• Partner effectively with the CEO, Product, Finance, and other functional leaders across IDC and the PE firm to align commercial strategy with product, financial, and operational priorities.

• 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. This is a strong plus and indicates deep fluency with IDC's…