Chief Revenue Officer (CRO)
D-Tools, Inc.
Location: Eastern or Central U.S. time zone (slight preference for Atlanta, GA or Charlotte, NC)
Reports to: CEO
Commitment: Full-time
Compensation: Competitive base + performance-based variable compensation + equity participation
About D-Tools
For over 25 years, D-Tools has been the technology backbone of the electronic systems integration industry. Our software powers the proposals, designs, and project workflows for thousands of technology integration firms, with tens of thousands of users depending on us every day. We are an essential solution, not a nice-to-have tool, and both our business and industry are growing steadily.
D-Tools is the market leader and is looking to take its industry dominance to the next level: new, growth-focused CEO leadership, actively pursuing acquisitions, rapidly expanding our platform, and investing aggressively in AI. Our solution is differentiated. For example, our product catalog of millions of items is the industry's most comprehensive data asset.
The Opportunity
D-Tools has the market position, the customer trust, and the product moat. What we haven’t built yet is a modern revenue engine to match. This is a CRO role for a hands-on architect, not a caretaker. Today, our go-to-market approach runs more on relationships and reputation than on repeatable systems and disciplined intentionality. We are asking you to change that: to build a complete revenue engine that meets the unique needs of disparate customer cohorts (Enterprise, Core, and Essential), shift the culture from transactional order-taking to value-based selling, and own growth expectations across new logo, renewal, and expansion. If you've proven you can turn a capable but under-structured revenue org into a repeatable, accountable machine, keep reading.
What You Will Own
The complete revenue architecture: culture, GTM playbooks, comp and quota design, territory and book models, and the customer journey across acquire, grow, and defend.
Clear leadership and prioritization of the primary revenue motions: new logo, new expansion, win-back, upsell, renewal, and re-sell, each sized and resourced to its opportunity.
The revenue team: recruiting, hiring, coaching, and developing the team leaders and staff, and holding each accountable to segment-specific KPIs.
RevOps: the GTM technology stack, CRM governance, forecasting and qualification methodology, a structured deal desk, and a single trusted source of truth for pipeline and account health.
Direct sponsorship of the largest prospects, deals, and renewals: ability to bring GTM strategy and playbook to life by personally leading pursuits alongside your enterprise team lead, as an executive sponsor.
Cross-functional partnership: aligning with the CMO on demand generation and ICP, feeding Voice of Customer to Product, and representing the revenue organization to the CEO and Board.
Who You Are
You have carried a number and hit it as an individual, manager, and leader. You have designed and built the structures that fueled predictable and repeatable overachievement. You have attracted and led managers and staff who have successfully driven growth of their own. Your career is in B2B SaaS revenue, running more than one motion at once: enterprise and strategic alongside mid-market and high-velocity digital. You may not personally close every deal, but you are still close to the work: in deal reviews, active with the largest opportunities, modeling deal strategies when it matters, and earning trust from sellers because you can still do the job. You are a builder, energized by designing org, comp, and process, not just running plays someone else drew up. And you are ready to make the hard structural calls.
Required
Ten or more years of progressive, successful B2B SaaS revenue leadership, including direct experience running multiple concurrent GTM motions (enterprise/strategic, mid-market/core, and digital/high velocity). Not a single-segment leader.
Four or more years of second-line leadership, managing other managers and leaders across both new-business and account management, not just front-line reps.
Proven ownership of the full revenue lifecycle (new logo, renewal, expansion) with an explicit track record of changing a growth trajectory: bookings, retention, expansion, and reduced churn. You own the number.
Direct experience as a revenue architect: designing the org model, territory and book models, comp plans, and accountability rules for a segmented revenue org.
Experience standing up or maturing a RevOps function from a fragmented or immature state, with working command of CRM design, forecasting methodology (rolling multi-quarter, MEDDPICC or equivalent), and data governance sufficient to direct a buildout.
Command of SaaS unit economics (CAC, LTV, NRR/GRR, payback) and compensation design across different segments and motions, used to drive segment-level investment decisions.
A track record of leading cultural and operating-model change, with evidence of associated impact and outcomes.
Proven success at recruiting and building teams by attracting A-level talent through your own network and reputation.
Strong executive presence and communication: credible and provocative with sellers, prospects, customers, and the board, and able to resolve cross-functional conflict without escalating every time.
Preferred
Experience in a VC-backed or investor-owned company, including board reporting and diligence exposure. Success in a small or midsize, resource-constrained company environment. Familiarity with the electronic systems integration or AV industry and the mindset of its buyers. Experience managing platform migrations within a SaaS environment. Bachelor's degree in business or a related field; MBA a plus. Based in or willing to relocate to Atlanta or Charlotte.
What Drives You
Beyond experience, we care about character. Three principles define the culture we are building:
Passion. You care deeply about building a world class organization and the impact it has on real customers. That energy is contagious.
Humility. You listen before you prescribe. You give credit freely and own it when things go sideways. No room for egos.
Curiosity. You ask why before you ask how. You are drawn to problems you have not solved before, and you push the people around you to think bigger.