A fractional CRO engagement to lead go-to-market transformation for a newly carved-out enterprise software business, returning a $200M ARR US operation to double-digit growth.
This fractional CRO role supports a private equity-backed carve-out of a large enterprise software business. The US operation generates around $200M ARR with approximately 60 quota-carrying sellers and is currently in slight decline. The mandate is to restore growth of 10-15% annually by diagnosing GTM weaknesses, redesigning the sales organisation and incentive structures, and establishing the business as a standalone brand.
The engagement begins with 2-3 days per week for the first three months, then transitions into lighter ongoing advisory support through implementation. The successful candidate will work alongside management and private equity investors, with potential attendance at Board meetings. The business sells complex, multi-year contracts to enterprise customers and is actively shifting from on-premise to SaaS, with an emerging AI product line.
- Conduct a GTM diagnostic to identify structural and performance gaps across the US sales organisation
- Redesign the sales organisation structure and incentive frameworks, with a focus on new-logo growth
- Develop and articulate market positioning as the business establishes itself as a standalone brand
- Define and assess the role of channel and partner models within the broader growth strategy
- Advise on the long-term shape of the GTM organisation and senior leadership requirements
- Act as a peer and mentor to the global CRO and attend Board meetings as required
- Former CRO or CCO at a software business operating at $1bn revenue scale or above
- Demonstrated experience within PE-backed environments
- Proven track record of returning a declining sales organisation to double-digit growth, including changes to systems, processes, and people
- Experience with channel and partner-led go-to-market models
- Board-level credibility and ability to operate as a peer to senior leadership
- Availability for 2-3 days per week initially, with capacity for ongoing advisory support
Finatal is a specialist executive search and interim management firm focused on private equity-backed technology businesses. The firm places senior finance, commercial, and operational leaders into high-impact roles, typically within complex, fast-moving investment situations.
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