Chief Revenue Officer / Commercial lead

Chief Revenue Officer / Commercial Lead 📍 Remote-friendly | Full-time placement | CET / European timezone preferred

About the Company

Our client is a premium specialty cacao brand with a strong origin story, direct trade relationships, and a growing multi-channel commercial footprint across B2B wholesale, HoReCa, D2C, events, and owned retail. They're at an inflection point: the brand is proven, the product is excellent, and now they need someone to build the revenue engine that turns that foundation into predictable, scalable growth.

The Role

 This is a commercial leadership hire, not a head of sales role. The CRO owns the full revenue picture across every channel and is responsible for building the system, not just working inside it. You'll start hands-on and gradually shift from operator to architect, removing founder dependency and creating a commercial function that runs with discipline, clarity, and accountability.

Responsibilities

• Own total revenue across B2B wholesale, HoReCa, D2C, events, and owned retail
• Build and maintain a CRM-based sales process with clear stages, qualification standards, and follow-up discipline
• Produce accurate 3-month revenue forecasts by channel, SKU, and customer type
• Hire, manage, and coach a commercial team including SDRs, AEs, and channel leads
• Protect gross margin through pricing discipline and smart discounting logic
• Own the weekly commercial dashboard and report clearly on pipeline, conversion, and forecast vs. actuals
• Ensure every channel has defined KPIs, clear ownership, and a profitability logic

Requirements

• Proven track record owning revenue targets across multiple channels, not just one
• Strong systems thinker: you build processes, playbooks, and dashboards, not just relationships
• Comfortable selling and coaching others to sell a premium product at a premium price
• Experience managing or building small commercial teams with real accountability
• Hands-on with CRM and pipeline management; data-informed decision making is non-negotiable
• Able to translate brand positioning and product quality into commercial arguments that close deals

Nice to Have

• Background in food, beverage, specialty goods, or premium FMCG
• Experience with D2C / subscription revenue alongside B2B
• Familiarity with HoReCa sales cycles and hospitality buyer relationships

What's on Offer

• Full-time placement with a founder-led brand at a real growth stage
• High autonomy: you own the commercial function, not a slice of it
• Direct access to founders and the ability to shape the team and systems from the ground up
• Competitive compensation with great Performance based incentives