Chief Revenue Officer

Description

About Us

Shorelight is reinventing the international education experience for students worldwide. Based in Boston, the company works directly with top-ranked, nonprofit American universities to build innovative programs and high-touch, technology-driven services that help talented students thrive and become global citizens.

Job Overview

Shorelight is seeking a Chief Revenue Officer (CRO) to lead and further develop a world-class student acquisition team and optimize the sales and marketing functions to maximize revenue growth and profitability for the Company. Reporting to the CEO, the CRO will serve as a member of the Executive Leadership Team and will be a key contributor to the Company’s growth initiatives and strategy. He/She/They must have strong higher education and international education industry knowledge, a deep understanding of sales channels and channel management best practices, and an understanding of key source markets for recruitment into higher education programs in the US. The ideal candidate will have a strong background in sales and marketing with demonstrated success in achieving annual revenue and growth objectives.

Revenue Strategy & Leadership

• Drive performance and alignment for the company’s revenue generation departments, including B2B and B2C sales, marketing, and non-academic.
• Develop and execute revenue strategies that align with the company's goals and objectives.
• Provide strategic guidance to the company's senior leadership team and board of directors.
• Build on and execute a robust student acquisition strategy. Lead with best practices and processes to optimize direct and channel partner sales & marketing strategies.
• Identify and pursue new revenue opportunities, including new markets, channels, partnerships, and products.
• Develop and manage revenue budgets, forecasts, and performance metrics.
• Monitor and analyze market trends and competitors to inform revenue strategies.
• Continuously improve revenue processes and systems to maximize efficiency and effectiveness.
• Partner effectively with the Executive Leadership Team and other key operators to ensure effective prioritization of product optimization to drive competitiveness of our product portfolio.
• Build on and establish KPIs, metrics, and reporting systems to monitor and measure the effectiveness of revenue-generating activities.
• Foster a high-performance culture by setting and maintaining high standards for sales excellence and accountability.
• Optimize the selling process, including forecast methodologies, sales strategy, sales management systems, and compensation programs; develop and implement effective operational processes and discipline.
• Be accountable for results, focusing on both long- and short-term strategies; take responsibility for accurate forecasting and meeting/exceeding agreed upon bookings and targets.
• Establish efficient and streamlined processes for all stages of the student acquisition journey (inquiry, application, assessment, offer, acceptance, visa applications, orientation, etc.) with a strong focus on student conversion through collections.

People Management

• Recruit, develop, and retain team members to ensure productivity and engagement.
• Engage in talent management activities such as goal setting, performance evaluations, stay interviews, development planning, and ongoing feedback to develop team members and achieve organization goals.
• Provide coaching, counseling, and corrective action (when necessary) to team members.
• Foster a culture that reflects Shorelight’s values.

Security

• Comply with Shorelight Written Information Security Policy, and all other Shorelight Information Security Policies and Procedures.
• Take responsibility for any Shorelight assets assigned to you.
• Promptly report any security events, incidents, or weaknesses to Shorelight Security.

Minimal Qualifications

• Bachelor's degree in Business, Marketing, or related field.
• 15 + years of experience in revenue generation and leadership roles.
• Excellent strategic and analytical skills.
• Proven track record of driving revenue growth and profitability.
• Strategic-minded and sales-driven, strong drive for results, pressure-resilient.
• Strong leadership skills and ability to inspire and manage teams.
• Superior verbal, interpersonal, and communications skills, including being able to interact effectively across the globe.
• Ability to collaborate effectively across departments and with external stakeholders.
• Willingness to travel extensively overseas and to the Headquarters in Boston.
• Experience in developing and implementing revenue processes and systems.
• Knowledge of market trends and competitors.
• Ability to gain trust and provide guidance across the student acquisition organization.
• Eligibility to work in and travel freely to and from the United States without sponsorship.

Preferred Qualifications

• Masters in Business Administration
• Experience in technology, software, or SaaS industries

Application Process

To apply for this position, please visit the Shorelight Careers page to submit an application with a resume and cover letter.

Background Check Required--Education, Criminal, Identity

Shorelight is an Equal Opportunity Employer