Chief Revenue Officer
The Role
As our Chief Revenue Officer (CRO), you will spearhead Klearcom's commercial growth strategy at a pivotal moment. This executive leadership role offers an immediate opportunity to drive sustainable growth by developing and optimizing our commercial function across international markets.
You will be joining Klearcom at an exciting time as we capitalize on our position in the nascent, mostly whitespace market of live production. With an increasing addressable market size and clear verticalized demand, this role offers significant opportunity to shape our commercial future and drive international expansion.
Key Responsibilities
Commercial Leadership & Strategy
- Define and implement Klearcom's comprehensive sales strategy, evolving the GTM Playbook to ensure consistency across the entire revenue cycle
- Implement scalable sales processes including pipeline management, lead qualification, and deal-closing strategies
- Own Klearcom’s end-to-end revenue architecture, including pricing, packaging, and commercial model optimisation across all channels
- Own the Enterprise Sales & Marketing Tech Stack developing an AI first approach to the use of automation tools within enterprise sales and marketing
- Ensure data integrity, CRM accuracy, forecasting discipline, and conversion rate optimisation
- Establish an account management function and ensure effective enablement strategies to cross and up-sell to existing customers
- Drive alignment across Marketing, Sales, and Customer Success to ensure predictable pipeline generation and net revenue retention
- Drive data-driven sales forecasting and reporting to provide accurate revenue predictions
- Accelerate investment in sales team headcount with a vision to specialize by geographic and vertical focus
- Develop a channel strategy to increase market reach, particularly in live monitoring and pre-production testing
- Review pricing and introduce value-based pricing techniques as the product expands
Market Expansion & Revenue Generation
- Develop the Klearcom brand as a market leading product with core differentiation and best-in-category ROI
- Develop strategic partnerships with global platform providers such as CCaaS, CpaaS, Conversational Ai, Network Monitoring and key Systems Integrators to accelerate enterprise adoption.
- Establish a robust outbound marketing motion to drive market awareness and lead generation
- Develop a comprehensive lead-generation strategy by building out the BDR function and vertical-specific marketing initiatives
- Create and implement account management processes to maintain gross revenue retention (GRR) and enhance net revenue retention through customer upsells
- Collaborate with the product team to ensure product-market fit and alignment with customer needs
Internationalisation
- Continue to cement Klearcom’s US market presence alongside developing and leading a GTM team in the region
- Expand Klearcom's international presence, developing a strategy for growth beyond our current customer footprint
- Collaborate with marketing to develop localised content and campaigns that resonate with regional audiences
- Engage directly with key prospective international clients and partners to establish Klearcom as a market leader
Team Management & Development
- Recruit, train, and mentor team members to create a high-performance culture with clear metrics across Sales & Marketing.
- Implement ongoing coaching and development programs
- Foster a culture of excellence, innovation, and accountability throughout the team
- Marketing & Customer Success Alignment.
- Collaborate on marketing campaigns aligned with sales objectives to drive demand generation
- Work with the Customer Success team to ensure a seamless customer journey from acquisition through retention
- Track and analyse marketing performance metrics to optimise lead generation efforts
Board Reporting & Executive Leadership
- Partner with other functional leaders across product, engineering and operations to drive overall business growth
- Prepare and present performance reports at board meetings, identifying challenges and opportunities
- Partner with the CEO and ExCo to articulate Klearcom's long-term revenue strategy and build stakeholder confidence
Professional Experience
- Proven Chief Revenue Officer experience leading GTM functions (Sales, Key Account Management, RevOps, Customer Success and Marketing) with a track record of building and professionalizing these functions
- Proven track record scaling ARR from $10M to $20M+ in B2B SaaS, ideally with long enterprise sales cycles
- Experience with successfully implementing AI/automation tools within enterprise sales and marketing functions
- Experience working within a PE-backed business
- Deep experience within B2B software and enterprise/solution sales (including key account management, long sales cycles, land and expand sales, and growing ACV)
- Demonstrated success driving meaningful organic growth in the US market
About Klearcom
Klearcom is a pioneering provider of automated IVR (Interactive Voice Response) and line / number testing software for multinational organizations with global contact center operations. Founded in 2020 and headquartered in Waterford, Ireland, we've rapidly established ourselves as an innovative leader in automated voice testing solutions from IVR uptime validation through to real-time call quality monitoring and issue alerting.
Our team of ~65 professionals operates from our Irish headquarters and remotely in India, supporting 60+ enterprise customers across more than 100 countries. We're proud to count industry giants like Google, Pfizer, Mastercard, Visa, and Verizon among our valued clients.
Our Technology
The interconnected nature of global communication networks creates blind spots between enterprises, their carriers and contact centre providers. Klearcom's platform provides a holistic solution that bridges these blind spots with automated testing, real-time validation and reporting, enabling the seamless monitoring and validation of global voice infrastructure.
Our solution stands apart through its non-intrusive deployment model, eliminating the need for on-premise installation or complex telco-side configuration. This unique approach allows enterprise clients to quickly go-live with localized testing across more than 100 countries without disrupting existing systems.
Software has clear ROI for customers from improved operational efficiency (automated testing at scale in multiple geos), cost savings (early detection of issues prevents downtime and service disruptions), compliance (regulatory requirements with the potential for fines) and an enhanced customer experience (poor IVR / call centre experience a source of poor CX and / or revenue loss).
Market Opportunity
Klearcom’s customers include those with large-scale contact centre operations due to regulated sectors that are required to offer contact points for customers (.e.g healthcare, financial services, utilities, and government services) and strong customer interaction volumes (e.g. technology, telecoms, retail, travel and hospitality). ICP are large corporates with multi-country presence / contact centre operations / customers, several toll-free numbers, and either some regulatory, revenue generating, or mission-critical application for its call centre.
The IVR and broader call centre testing software market is nascent but large (14k+ theoretically addressable logos equating to a multi-billion $ market opportunity) with a number of positive underlying tailwinds driving the uptake of testing solutions and providing significant headroom for growth, including:
- Digital transformation as customers migrate from on-premise telephony to cloud-based contact center solutions
- Increasing investment in AI technologies
- Growing focus on data collection for reporting and compliance
Testament to mission criticality of the product is our exceptional customer retention metrics with extremely low churnand strong net revenue retention..
Outside of winning new logos, there is an opportunity to grow within existing customer logos by cross-selling new products (including pipeline of future product developments), increasing number of geographies / teams testing within organisations, and optimising pricing structures.