Chief Revenue Officer

About Us

Elwood is a fast-growing, London-based FinTech, we have built a digital asset trading infrastructure for institutional investors. Our seamless end-to-end platform connects to global crypto exchanges, custodians, and liquidity providers, via a single Application Programming Interface (API). Built by industry experts with decades of combined experience in investment management and digital technology. Elwood provides market infrastructure at scale, enabling financial institutions, neobanks, and corporations to access digital asset markets quickly and efficiently.

Role Responsibilities

• Design and evolve the go-to-market-strategy, including target client segmentation, channel and distribution strategy, resource allocation etc
• Design and develop a sales organization structure to execute go-to-market-strategy and deliver against revenue aspirations set out in the business plan
• Design an organizational structure with incentivization models and functional alignment spanning sales, account management and pre-sales
• Create, install and manage the revenue generation process from “Prospect-to-Sale”, including proper monitoring, controls and transparency instruments, including reports, alerts etc
• Plan and operationalize annual revenue targets by segments, geographies, products etc
• Build, manage and evolve an effective sales team which is aligned with company targets and values
• Work with CEO and Head of Sales on strategic sales accounts
• Work with CPO & product leaders to provide customer driven feedback and direction to build products that meet customer needs
• Monitor and manage the revenue pipeline, create financial visibility, assess potential delivery risks and develop appropriate countermeasures
• Continually improve interfaces and alignment with the CPO, product owners and other functional groups to support the revenue generation effectiveness and efficiency
• Operates as the senior executive sponsor for the most critical client relationships of Elwood, acting as both ambassador and trusted advisor for the future Board, and ExCo client stakeholders in turn sponsoring enterprise-wide relationships

Competencies

Values

• Accountable: Takes responsibility for efficiently carrying out the roles, to meet and exceed the expectations of colleagues and intermediaries
• Aligned: Focused on delivering outstanding outcomes and a brilliant experience for all stakeholders
• Approachable: Exhibits friendly dialogue with our stakeholders, intermediaries and colleagues and shares our knowledge and expertise where appropriate
• Good teamplayer: Proactive member of the team, looking to assist individuals within the team
• Open and transparent: Open to new thoughts and ideas whilst finding new ways for their ideas to work and willing to listen to others. Transparent in all dealings within their role

Qualifications / Knowledge

• Sales Operations: Rigorous quantitative metrics-driven sales leadership and sales operations discipline with demonstrated sales methodologies, success in forecasting, pipeline management, process management, and performance management, analytics and reporting
• Expertise: Major account sales: Proven track record leading a global recurring revenue sales team capable of closing complex enterprise sales and offering highly consultative major account relationship management using complex consultative solution selling, and high business value solution selling methodologies
• Domain: Background strongly grounded with customers in investment management (asset managers, hedge funds, insurance companies, pension funds, wealth managers), investment banks and/or Neobanks. Can demonstrate successfully leading recurring revenue from long-term strategic relationships in these segments of Financial Services
• Scope/Scale/Tenure: 15 plus years as a software, content and data leader, in a rapid growth technology company, leading a scaling revenue sales organization with a global team. Operates as a talent champion - can attract, motivate, develop and retain world-class sales talent
• Results: Based on previous track record, must provide a high level of confidence that he/she can lead the team and participate strategically in the executive team, to achieve year on year growth with the target of driving revenue
• Strategy: Prior responsibility for the development of the strategic go-to-market plan including segmentation, competitive analysis, competitive positioning, account targeting, account and territory strategy and coverage; routes to market, alliance strategy, pricing strategy, and sales organization design (structure/size)

Compliance

• An understanding of compliance with all relevant regulations, policies and procedures

Core Competencies / Skills

• Hands-on, high impact strategic leader
• Strong empathy for clients and passion for revenue and growth
• Seasoned executive with ability to work effectively across organizational/functional boundaries and contribute to the broader strategic agenda of the company
• Excellent communication and interpersonal skills with the ability to build/retain client relationships and identify/provide comprehensive solutions for individual customer needs
• Impeccable service ethic characterized by high energy, a positive attitude and the desire to go the “extra mile” for both external clients and teammates
• Strong relationship building skills and the ability to personally lead critical client negotiations and relationships

Ethics

• Maintains and promotes high ethical standards by demonstrating honesty, integrity and fair dealing at all times internally and externally, promoting and enhancing the good reputation of the business