What is a CRO

A CRO provides executive leadership to drive revenue and maximize profitability. Learn more about a CRO’s responsibilities and how to hire a CRO.

Last Updated
April 11th, 2025

A CRO is an executive who is responsible for managing and aligning all revenue-generating processes in an organization. These include everything from marketing and sales to customer support and product pricing. Essentially, it's the CRO's job to oversee and optimize these functions to help maximize profit.

What does CRO stand for?

CRO stands for "chief revenue officer."

What does a CRO do?

Well, hopefully this doesn't come as a shock but, here's the hard truth: Businesses need money to operate. That's where the CRO comes in.

Whether a CRO is helping steer a startup through a growth phase or sustaining success for a legacy enterprise, they're instrumental to generating and maintaining revenue streams for the long term.

What are the core responsibilities of a CRO?

You know what CROs say: More money, less problems.

While each organization has its own revenue goals and needs, it's up to the CRO to develop strategies that best meet these goals and keep teams aligned along the way.

So, what does that look like in action?

Breaking it down, the key responsibilities of a CRO can include any and all of the following:

Develop revenue strategies: CROs create strategies to help reach concrete revenue goals and adapt to changes in the market.
Manage sales activities: CROs oversee all aspects of sales operations, including planning, forecasting, and execution.
Grow and train teams: They provide ongoing training to improve team performance and implement tools like CRMs to boost efficiency.
Align departments: These executives serve as a bridge between teams like sales, marketing, product, customer success, and finance. And they make sure these departments are working towards common goals.
Increase customer retention: CROs can help improve customer satisfaction and retention to keep revenue flowing in. As CROs know, retaining existing customers is often cheaper than acquiring new ones.
Make data-driven decisions: CROs use data analytics to track industry trends and customer behavior, making informed decisions and setting specific goals for the organization.
Forge new partnerships: CROs identify and develop new revenue channels to expand market reach. They can also help build new strategic partnerships to help supercharge business development.
Forecast and innovate for future growth: CROs don't just deliver short-term results; they can also develop long-term revenue strategies for sustainable success. As the top sales execs, they're always seeking new and innovative ways to push the company forward.

What important skills should a CRO have?

Being a CRO isn't just about crunching the numbers and counting money as it rolls in---though that is the fun part. To truly succeed in this high-level role, executives need a breadth of interpersonal and technical skills, like:

Communication skills: CROs have the tough task of clearly communicating strategies across teams and keeping leaders on track to meet overall revenue goals.
Leadership skills: These executives should be able to work with stakeholders and team members to implement new sales processes, stay motivated, and innovate to constantly improve outcomes.
Decision-making skills: CROs make choices that impact the entire organization, so they should be able to think critically and on their feet, adapting as needed and leading teams along the way.
Analytical skills: Time is money, but so is data. CROs must know how to analyze metrics, gather insights, and set KPIs to develop actionable strategies that bring in revenue.

What is the difference between a CRO and a VP of Sales?

A CRO and VP of Sales are both sales leaders, but the scope of their responsibilities are pretty different. Most notably, a CRO is a C-level executive who oversees all revenue-generating activities across the organization. Meaning, they take a more holistics approach to sales strategies, making sure that they're aligned across the company and evolving to market changes. A VP of Sales, on the other hand, is specifically focused on managing the sales team and meeting specific quotas. In a typical hierarchy, the VP of Sales would report to the CRO and be an important leader in helping to meet revenue goals.

Who does a CRO report to?

A CRO usually reports to the CEO. Depending on the organizational structure, however, they might also report to the board of directors or CFO. As a member of the C-suite, the CRO will also collaborate with other executives to make sure all revenue-generating activities are aligned with overall business goals.

Who reports to a CRO?

In a typical setup, several key department leaders report directly to the CRO. Yes, this includes sales VPs, directors, and managers. But it also extends to other teams like marketing, customer success, and finance. Basically, if a team has any direct impact on sales and revenue, they'll be operating under guidance from the CRO.

How does someone become a CRO?

Just like there's no single best revenue stream for every organization, there's no one guaranteed path to becoming a CRO. It can take years of education experience, certifications, and boots-on-the-ground leadership to reach this executive position.

Diving in further, here's a general roadmap for reaching CRO status:

Education: CROs typically need at least a bachelor's degree in finance, business, marketing, economics, or a related field. Many also pursue advanced degrees such as an MBA or master's in finance, accounting, or taxation to advance their skills and remain competitive.
Certifications: CROs can stand out and demonstrate their capabilities by earning certifications like Certified Chief Revenue Officer (CCRO), CPSA (Certified Professional Salesperson), CSE (Certified Sales Executive), and other industry-specific credentials.
Work experience: CROs should have 7-10 years of hands-on experience in sales, marketing, or finance roles, with 3-5 years specifically in management and leadership positions. For example, CROs might climb the ladder through roles like VP of Sales or Head of Business Development.

What is the difference between a CRO and a fractional CRO?

A fractional CRO is a part-time or contract-based executive who provides all the same services as a full-time CRO---but at a fraction of the cost. Meaning, they're available to help optimize and align revenue-generating activities---like for a specific project or on a long-term basis---but without the full-time salary.

Because of their fractional setup, these CROs can also bring more diverse experience and perspectives to each organization they work with. Unlike full-time CROs who are often planted at one company for years, these fractional leaders are continuously building their skills and networks with businesses across industries. This makes them even more adept at anticipating market changes, navigating periods of transition, and spotting valuable growth opportunities with a fresh point of view.

How do I hire a CRO?

Hiring a CRO can take almost as long as building a career to become a CRO. Just kidding, it won't take several years, but it could take several months. After all, every time a business wants to add a new executive leader to their C-suite, they have to go through a drawn out process of sourcing, vetting, and ultimately onboarding their full-time hire.

This usually includes spans many steps, like:

Defining the CRO's role, responsibilities, and qualifications
Drafting a job description that provides a clear scope of the position
Assembling a committee of stakeholders and executives to help lead this process
Sourcing candidates from job boards, network connections, and executive hiring platforms
Screening and filtering applicants to find top candidates
Assessing each candidate's qualifications through rounds of interviews and test projects
Verifying references, backgrounds, and certifications
Negotiating a competitive compensation that works for both parties
Completing a thorough onboarding program for a smooth transition into the company

How long does it take to hire a CRO?

If the above laundry list was any indication, hiring a CRO can take a while. Typically, it spans 2-6 months. This can, of course, fluctuate depending upon each organization's hiring process, negotiation period, and stakeholder involvement. Competition in the job market---or poaching a CRO from another full-time spot, especially if they need to relocate---can also lengthen this whole experience.

If you're seeking a full-time executive, though, it's crucial to put this time in. Because if the new CRO ultimately doesn't work out, you'll have to go through the whole process again.

How much does it cost to hire a CRO?

Managing revenue for an entire organization is no small task---and the compensation usually reflects that. Total pay for a full-time CRO can reach $300,000--400,000 each year, and that includes salary, bonuses, profit sharing, and commissions. While this number can vary based on factors like industry and location, many organizations should be prepared to pay top dollar for a skilled and experienced CRO.

Why should I hire a fractional CRO?

For companies that need sales leadership but aren't ready to commit to a full-time hire---or pay the price---that's where the fractional CRO changes the game. After all, in today's hybrid workforce, strategic leadership can come from anywhere, at any time. You don't have to limit yourself to finding a full-time, internal CRO, especially as your business needs continue to grow and evolve.

So, if you're considering this innovative alternative, here's a closer look at why many organizations are starting to opt for fractional CROs:

Cost-effectiveness: Pay an hourly rate or monthly retainer instead of a full executive compensation package. That means no need to budget for bonuses, equity, benefits, and other overhead costs.
Flexibility: Work with your fractional CRO on an as-needed basis, scaling their engagement as your company grows or pulls back from certain revenue strategies.
Diverse expertise: Access fresh perspectives and best practices from leaders who've already worked with a range of companies across industries---and demonstrated their ability to make an impact.

Interested in going fractional? Learn more about how to hire a fractional CRO for your business.