What does a chief revenue officer (CRO) do?
The chief revenue officer (CRO) leads all revenue-generating functions in the business, aligning sales, marketing, customer success, and partnerships under a single commercial vision. They sit on the executive team and are accountable for growth strategy and revenue performance.
Core responsibilities include setting targets, scaling teams, identifying new markets, refining go-to-market strategy, and aligning customer experience with commercial outcomes. The CRO reports to the CEO and works closely with other executives to drive business growth.
In earlier-stage businesses, the CRO builds commercial infrastructure from the ground up. In mature companies, they unify siloed teams and lead transformation efforts that improve acquisition, retention, and revenue efficiency.
Key responsibilities of a chief revenue officer (CRO).
The CRO owns all revenue-generating functions and ensures alignment across commercial teams. Responsibilities include:
-
Leading sales, marketing, customer success, and partnerships
-
Setting revenue strategy and aligning teams to shared goals
-
Managing forecasting, pipeline, and pricing models
-
Overseeing GTM planning across regions and segments
-
Partnering with product and finance on growth initiatives
-
Defining performance metrics and reporting frameworks
-
Ensuring sales and success teams support long-term value
-
Building commercial culture and hiring senior revenue leaders
-
Managing strategic partnerships and ecosystem expansion
-
Reporting to the CEO or board on revenue performance
This role blends cross-functional leadership with end-to-end revenue ownership.
Skills and requirements for a chief revenue officer (CRO).
CROs oversee revenue lifecycle from lead generation to retention. Employers typically look for:
-
10–15 years of experience in sales, marketing, and commercial leadership
-
Proven track record driving growth in scaling or high-growth businesses
-
Executive-level experience managing multifunctional teams
-
Strong understanding of revenue forecasting, pricing, and strategy
-
Skilled in aligning sales, marketing, and customer success teams
-
Ability to define revenue targets and monitor metrics
-
Experience raising investment or supporting mergers and acquisitions
-
Familiarity with go-to-market planning and product positioning
-
Excellent stakeholder and board-level communication skills
Most CROs report to the CEO, maximising growth and customer lifetime value.
Average salary for a chief revenue officer (CRO).
In the UK, the average salary for a chief revenue officer (CRO) typically ranges from £120,000 to £180,000, reflecting full ownership of revenue streams, GTM strategy, and growth metrics.
-
Mid-level CROs in fast-growing businesses earn between £120,000 and £150,000
-
Senior CROs in scale-ups or public companies can earn between £151,000 and £180,000, often with equity included
-
Bonuses and incentive packages are heavily tied to revenue performance
London and remote-first roles in SaaS, B2B marketplaces, and enterprise platforms offer top-tier pay.
Career progression for a chief revenue officer (CRO).
A chief revenue officer (CRO) is responsible for aligning sales, marketing, partnerships, and customer success to drive top-line growth. It’s the most senior commercial role in many organisations. Career progression into this position typically looks like:
Sales or marketing executive
Builds foundational skills in pipeline generation, brand awareness, or client retention.
Sales manager / Head of growth
Manages teams, tracks performance, and drives short-term commercial results.
Sales director / Commercial director
Leads business development, revenue strategy, and multi-department coordination.
Chief revenue officer (CRO)
Owns the entire revenue lifecycle. Aligns product-market fit, sales channels, marketing strategy, and customer retention under one commercial strategy.
CEO / Board advisor
Some CROs transition to CEO roles — especially in startups or growth-stage companies with strong commercial foundations.
salary guide
Our UK operations salary guide.
CROs oversee end-to-end revenue operations across sales, marketing, and customer success. Compensation should reflect total revenue ownership and board-level reporting.
Our UK operations salary guide includes benchmarks for commercial executives, 2024 comparisons, hiring insights, and 2026 projections.
FAQS
Chief revenue officer FAQs.
The full customer revenue lifecycle — from acquisition to retention. This includes sales, account management, customer success, and often marketing or partnerships. The CRO ensures GTM alignment, comp structures, and long-term commercial health.
Experience owning ARR, managing international expansion, and scaling commercial teams across Series A to D. Strong CROs are not just closers — they’re systems thinkers who understand ops, retention, and lifetime value.
CROs typically reports to the CEO and present on revenue predictability, customer retention, and GTM strategy. In some cases, they’re also responsible for investor comms on commercial pipelines and market opportunities.
Some CROs move into COO or CEO roles — especially in sales-led organisations. Others take advisory, board, or investor positions, supporting commercial growth strategy at a portfolio level.
