Chief Revenue Officer in London

Location: London or New York

Role: Full-time, permanent

Razor Risk and Crux are highly successful businesses, each with a strong growth track record, proven institutional-grade technology and a global blue-chip client base. Working with clients including Goldman Sachs and Brevan Howard, Crux onboards, validates and monitors the external data pipelines that feed financial firms. Razor Risk delivers real-time credit, market, clearing and liquidity risk management to banks, CCPs, treasury managers and broker-dealers, supporting clients including the Australian Stock Exchange (ASX).

We're now looking for a Chief Revenue Officer to lead the commercial function across both businesses. The mandate is to convert that combined foundation into repeatable, forecastable growth with new institutional clients on a truly global basis, across the US, EMEA and APAC, and to build the commercial engine to sustain it.

The role:

• As CRO, you own the entire commercial agenda for the two businesses.
• You will own all revenue and all client relationships ahead of an eventual but carefully considered merger.
• That means winning new institutional clients and ensuring existing clients remain exceptionally well looked after, across both businesses.
• You will set the segment strategy, coverage model and process, and you'll be judged on whether it works rather than on how closely you followed someone else’s method.
• You will report directly to the CEO in a small, senior environment where decisions happen in days.
• You will work alongside the CEO, CTO and Head of Strategy to shape business strategy, build the go-to-market plan, set marketing and account plans, and feed relevant input into product roadmaps.

Responsibilities:

• Own all revenue and client relationships across Razor Risk and Crux, winning new institutional clients while ensuring existing clients remain exceptionally well looked after.
• Drive headline revenue growth without growing the underlying cost base, owning the global commercial plan across the West Coast US, East Coast US, Europe, Asia and Australia.
• Set segment strategy across Tier-1 banks, CCPs, clearing houses and exchanges, as well as mid-tier institutions the large incumbents underserve.
• Lead the highest-value opportunities end to end, from first conversation through to signature.
• Navigate multi-stakeholder buying groups spanning risk, tech, procurement, compliance and the board.
• Put in place a defined sales process, including qualification standards, stage gates, account planning and CRM discipline, and deliver a forecast the board can plan against.
• Grow revenue from existing clients through expansion, renewal and providing additional high-value advisory services.
• Close the gap between how good the technology is and how well the market knows it.
• Define the partner and reseller model where it extends reach without extending cost.
• Lead and develop the existing commercial resource, raising performance without raising cost, and integrate additional commercial teams as the group acquires.

Experience:

• This is a working leadership role, not merely supervisory.
• You will carry a number, run the deals and build the machine at the same time.
• A track record selling complex technology into sophisticated financial institutions across risk, regulatory technology or financial data infrastructure.
• Fluency in long-cycle enterprise sales, where deals are generally measured in quarters not weeks.
• An existing book of institutional relationships you can activate.
• Credibility with technical and regulatory buyers as well as commercial ones.
• Evidence of building sales process and forecast, without building headcount to do it.
• Comfort operating lean, in a business where the commercial function is you plus what you can create.
• Experience carrying a commercial remit across more than one business, and the judgement to know where they converge and where they do not.
• Appetite for leading an international growth agenda spanning the US, Europe, Asia and Australia.