Chief Revenue Officer

Chief Revenue Officer (CRO)

Infolock

We are a proud Equal Opportunity Employer – we recruit, train, compensate, and promote our team members based on qualifications. We know how important it is not only to include, but to actively seek out a diversity of opinions and voices. We want to hear from you regardless of your race, religion, national origin, sex, gender identity, sexual orientation, disability, age, veteran status, or any other applicable legally protected characteristics.

Our story

Co-founded by college classmates and friends, Chris Wargo and Sean Steele, in 2005, Infolock is an industry-leading information governance consultancy proudly headquartered in Arlington, Virginia, with 48 team members located across the US, Mexico, Costa Rica, the Caribbean, and the European Union, and hundreds of private and public sector customers in the financial services, healthcare, insurance, retail, manufacturing, government, and national security verticals.

What we believe

• We believe data, specifically unstructured data, deserves a mature, fulsome risk management program supported by senior executives and rivaling the attention paid to financial risk, human capital risk, competitive risk, operational risk, etc. Data is, after all, more valuable than oil, or gold.
• We believe our mission is to change how organizations view and manage data risks, to support informed senior executive, strategic decision making.
• We believe in speaking truth to power, in an exceedingly polite and constructive way.
• We believe if you focus and re-focus on a client’s needs, challenges, and goals, that you cultivate a deep, resilient partnership that lasts. Our passionate, dedicated professionals are customer obsessed. We can’t rest until they feel taken care of, provided for, and listened to.

What we do

We have pioneered status-quo-challenging managed and professional services, program development frameworks, technology integration solutions, and consultative advisory offerings that empower customers to find, understand, prioritize, manage, and leverage their critical data assets. From the earliest, nascent planning efforts and education initiatives to full-bore outsourced management of Fortune 100 information governance programs — and everything in between — Infolock provides it.

What you should expect

Reporting directly to the Board / Senior Executive Committee, the CRO will serve as a member of the senior executive leadership team and lead a remote, US- and internationally-based, client facing organization including sales, sales engineering, sales operations, marketing, and business development professionals.

The ideal CRO for this unique position will have proven enterprise experience:

1. Selling tech-enabled services directly to senior leaders in the data security-regulated verticals in order to build/grow Infolock’s client base
2. Building and developing a multi-faceted business development, marketing, and channel management organization
3. Creating and executing innovative initiatives to grow Infolock’s competitive-, mind-, and wallet-share in its identified market segments.

The selected candidate will be well-versed in growing revenue and developing sales infrastructure including: an established track record in new logo acquisition, account management, sales enablement, partnership development, product development, and sales operations.

In addition, the new CRO will:

• Develop a cross-functional organization including overall hiring plan, territory mapping, reporting and pipeline management, performance assessment, coaching and training, and quota and comp/incentives to foster a high-performing client facing team.
• Identify and assist field sales reps in closing new business.
• Develop and execute partnerships with technology providers, and relevant channel partners through strategic outreach, target engagement activities, and market education and inspiration.
• Hire sales, business development, and sales support staff to expand Infolock’s reach and footprint.
• Build a strong channel sales and marketing business that complements enterprise sales.
• Support, extend and further the strategy for existing Infolock clients and pilot partners.
• Effectively manage P develop, plan, forecast and manage overall client facing budget.
• Develop and execute a comprehensive GTM plan by market/segment including business model development and pricing strategy.
• Develop overarching sales strategy and short/mid/long term market plan of attack mapped to goals (with tactics and timeline to achieve).
• Provide transparent and consistent management input and reporting on the status of the business (results, barriers, pivots, etc) to the Partner Committee, Board, and investors.

What you will need

• Background

1. 10+ years of direct experience selling into data security regulated industries.
2. 5+ years of executive experience managing a sales, sales engineering, and sales operations team.
3. Proven experience building, managing, tracking, and executing upon a sales pipeline of prospects.
4. A passion for developing and managing a field and channel marketing team, to include recruiting and hiring, planning, capabilities development, and ongoing assessment, improvement, and execution

• Skills

1. You have a deep ability to listen and relate to, inspire, educate, and present a convincing value proposition to senior executives — and to teach others to do the same.
2. You are well versed in data security, privacy, and governance statutes and regulations, industry policies, and current events.
3. You understand and have sold tech enabled services; understand data protection technology products and services; and understand common organizational challenges to data risk management and information governance.

• Intangibles

1. Oriented toward action: You identify and seize new opportunities. You have a can-do attitude in good and bad times. You willingly take on new opportunities and tough challenges with a sense of urgency, high energy, positivity, and enthusiasm.
2. Attracts top talent: You are able to recruit, select, develop, and retain diverse and high caliber talent. You are able to find the right talent to meet Infolock’s needs and you are also a good judge of potential. You are able to attract and select the best talent to meet current and future business needs.
3. Is resilient: You are confident under pressure. You can handle and manage crises effectively. You are also able to maintain a positive attitude despite adversity and can bounce back from setbacks. You know how to rebound from setbacks and adversity when facing difficult situations.
4. Drives results: You have a strong bottom-line orientation. You persist in accomplishing objectives despite obstacles and setbacks. You have a track record of exceeding goals successfully and you push yourself to help others achieve results.

What we are offering you

• An amazing opportunity to work with a tight-knit, ferociously competent team of mature professionals who don’t tolerate ego or drama
• A fulfilling mission that matters, both to us, as well as our customers and the world at large
• Annual base salary / OTE commensurate with industry norms and candidate experience ($150-200k+ base / $300-400k+ OTE)
• Retirement Plan / 401(k) participation

1. Infolock matches 100% of first 3% of employee contribution, and 50% of
   the next 2% contributed
2. Infolock-matched funds are vested immediately

• Unlimited annual paid leave, vacation, and personal time

1. All employees must take a minimum of 25 days off annually, not including holidays, with at least one 10 consecutive business day vacation per year

• Paid federal holidays, including Juneteenth
• Health, dental, and vision insurance

1. Up to 100% of premium paid for by Infolock depending on selected level of
   coverage (as detailed in Benefits Summary)

• Access to Employer Assistance Program (EAP)
• Group term life insurance

1. 100% of premium paid for by Infolock (as detailed in Benefits Summary)

• Employer-paid-for Long Term Disability Insurance

1. 100% of premium paid for by Infolock (as detailed in Benefits Summary)

• 100% remote/teleworking schedule flexibility (with in-person meetings as appropriate)
• Subsidized garage parking (if working from Arlington, VA HQ)
• Free swag (branded apparel, tchotchkes, etc.) – hey we love this stuff, OK?!