Commercial Director at messenger aggregator for business communications ChatApp

ChatApp, a messenger aggregator for business communications, is looking for a Chief Revenue Officer (CRO) to build a unified revenue system by integrating sales, technical support, partner channels, marketing, and implementation departments. This is a C-level role reporting directly to the CEO with real authority.

Areas of Responsibility:

Direct Sales Department:

• Audit the funnel from lead to payment — identify bottlenecks
• Implement a sales playbook: scripts, objection handling, ICP focus (lawyers, accountants, hoteliers)
• Increase trial → paid conversion above 30%
• Pipeline review: weekly deal analysis with the team
• Reduce first-month churn in collaboration with the CPO through intensive onboarding

Partner Sales Department:

• Stop partner churn: identify causes, build retention strategies
• Relaunch the partner program: terms, motivation, tools
• Grow active partners with payments by 20%+ per quarter
• Introduce A/B/C segmentation by volume and potential
• Regular rhythm: training, joint deals, meetings

Implementation Department:

• Build lead generation: increase conversion from lead to contract
• Shorten the deal cycle — from first contact to signing
• Scale: aim for x2 projects per month (from ~4 to ~8)
• Upsell: transition implementation clients to long-term subscriptions

Strategically:

• Unified Revenue Architecture: common metrics, funnels, and rhythm for all channels
• Forecasting: weekly revenue forecast with ±10% accuracy
• Renewal campaign at months 9–10 — before peak churn
• NRR > 100%: expansion MRR covers churn

Requirements:

Mandatory:

• 5+ years in Head of Sales, VP Sales, or CRO role in B2B SaaS
• 3+ years of experience in B2B SaaS or subscription model (mandatory)
• Simultaneous management of multiple channels: direct + partners
• Data-driven work: funnels, hypotheses, testing
• Experience implementing or restructuring a sales playbook
• Deep understanding of subscription models: churn, LTV, NRR, renewal

Bonus points:

• Experience in messenger marketing, CRM, CDP, or marketing automation
• Experience in the Russian and Kazakh markets simultaneously
• Familiarity with competitors: ManyChat, Drift, Intercom, Jivo, Carrot Quest.

Personal qualities:

• Thinks in numbers, speaks with people - inspires the team and shows the way through metrics
• Builds processes where they don't exist, without waiting for ideal conditions
• Diplomatic with partners, demanding of self and team

Conditions:

• Format: full-time employment, office-based
• Reporting: directly to CEO/owner
• Team: sales department, partner department, implementation department, marketing department
• Compensation: fixed salary + bonus based on revenue KPIs (discussed at interview)
• Probationary period: 3 months with measurable results

Expected Results within 90 days:

• Revenue growth +25% Baseline - current weekly MRR
• Renewal rate > 85% Reduce peak churn in months 11–12
• Active partners +20% Growth in the number of partners with payments
• Trial → Paid > 30% Conversion from trial period
• Implementations/month x2 (4 → 8) Scale the implementation department
• NRR > 100% Expansion covers churn