Chief Revenue Officer – B2B

Role Overview: The Chief Revenue Officer – B2B (CRO – B2B) is responsible for accelerating institutional revenue growth within academic markets by efficiently converting qualified demand into closed revenue opportunities. This role is instrumental in expanding market reach, implementing system selling strategies, enforcing pipeline discipline, and maximizing overall sales productivity. The CRO – B2B oversees revenue generation across PBE, Public, Higher Education, and Law institutional channels, ensuring that sales initiatives are closely aligned with Business Unit Revenue Logic, product-market fit, demand generation efforts, delivery capabilities, and comprehensive financial performance tracking.

Key Responsibilities
-Institutional Revenue Growth: Develop and execute revenue growth strategies across segments (PBE, Public, Higher Education, Law), focusing on a balanced mix of books, LMS, assessment, and bundled solutions. -Pipeline & Deal Management: Oversee disciplined sales pipeline processes to convert qualified leads into closed deals, ensuring adequate coverage for both book and system sales. -System Selling & Excellence: Champion system-based selling using playbooks, pricing frameworks, and packaging strategies to increase penetration in target accounts. -Strategic Account Engagement: Ensure engagement of key decision-makers and influencers, strengthening the Company's position as a preferred provider in priority markets. -Sales Productivity & Capability: Drive productivity and capability uplift across sales teams through coaching, monitoring, and reducing performance gaps. -Forecasting & Demand Planning: Govern accurate sales forecasting and align with production, inventory, and financial planning to support business readiness. -Market Development & Intelligence: Lead market expansion efforts, gather actionable market intelligence, and use insights to refine sales strategies and product offerings. -Cross-Functional Alignment: Collaborate with leadership across business units to ensure sales execution supports enterprise growth, reporting commercial results and risks to executive leadership.

Qualifications:
-A bachelor’s degree in Business Administration, Marketing, Management, Economics, Education, or a related field is required, with a master’s degree in Business Administration or equivalent graduate studies preferred. -A minimum of 15 years of progressive leadership experience in Sales, Revenue Management, Commercial Operations, Business Development, or Institutional Sales, along with extensive experience managing large-scale sales organizations, academic channels, and multi-channel revenue operations -Specific knowledge required includes institutional sales management and relationship-building strategies; market adjacency mapping, market potential assessment, and strategic account management; as well as expertise in forecasting methodologies, sales performance analytics, and educational market dynamics. -A deep understanding of the education and publishing industry landscape—including institutional and academic markets—combined with strong appreciation for market segmentation, customer motivations, system selling, market-share expansion, and comprehensive knowledge of commercial operations, route-to-market execution, and business growth drivers is essential. Additional Information: -Day Shift, Mondays
- Fridays (Compressed workweek) -This position requires 70% field-based and 30% office-based to participate in executive meetings, strategic planning sessions, business reviews, and cross-functional alignment activities based on organizational need.