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Chief Revenue Officer

Springboard Collaborative


Job Details

Full-time

3/15/2024


Full Job Description

Why we need you

Springboard Collaborative invites talented and passionate candidates to apply for the position of Chief Revenue Officer (CRO). The CRO will own the Sales, Marketing, Account Management, and Development (fundraising) functions to drive the continued rapid growth of our organization. The CRO will collaborate closely with the Chief Product Officer to represent the voice of the customer and identify key product needs required for customer retention and acquisition. A successful candidate will have experience managing large (20+) teams, driving new sales and base growth strategies, and will have deep experience in K-12 education services.

Springboard Collaborative closes the literacy gap by closing the gap between home and school. We coach educators and family members to help kids learn to read by 4th grade. Springboard envisions a world in which parents and teachers work together—rather than in isolation—to accelerate student learning. The CRO supports this goal by reaching more students through new district sales, growing existing partnerships, and fundraising. This position will be critical to achieving our three-year strategy, reaching 200K+ students per year and fully sustaining the organization on fee-for-service revenue.

The CRO  will report to the President and is a member of the Springboard Senior Leadership Team. This is a great opportunity to support a passionate, entrepreneurial team to maximize the impact of a rapidly growing organization. The CRO will have full ownership over the development and implementation of the sales, marketing and development strategies that will fuel Springboard’s next phase of growth.

You can read more about the requirements, competencies, goals, and responsibilities below. We'd love to have you join us!

This is important

We are an equal opportunity employer. Diversity is more than a commitment at Springboard Collaborative—it’s at the core of what we do and how we do it. No one can solve a problem better than those who experience it firsthand. That’s why Springboard aspires to hire a diverse team that is representative of the marginalized communities we serve.

We also know that having a diverse workforce makes for a better workplace. Springboard’s hiring process seeks individuals who value diversity of race, gender, sexual orientation, religion, ethnicity, national origin, etc.

Finally, if you’re passionate about an open role, we encourage you to apply— even if you don’t meet 100% of the qualifications listed on the job description!

Here are your priorities in the first year:

  • Students served growth
  • Fee for service revenue growth (customer retention / base growth, new business growth, pricing achievement)
  • Philanthropic revenue achievement
  • Sales pipeline growth (pipeline quality improvement and lead conversion growth)

Here are your responsibilities within and beyond the first year:

  • Revenue Management
    • Lead a team of 20 seasoned professionals, including three Associate Vice Presidents
    • Develop and execute the company's revenue strategy, encompassing pricing, sales, account lifecycle management, and fundraising
    • Lead and build high-performing teams that foster collaboration, accountability, and continuous improvement
    • Own revenue forecasting and reporting on revenue performance to the executive team and board of directors, with support from the Finance team
    • Identify Product and Service needs required to achieve retention and acquisition goals, working closely with the Chief Product Officer and other executive leaders to develop solutions and take them to market
  • Sales
    • Develop & implement sales strategy, including segmentation, targeting, value proposition development
    • Establish a dedicated salesforce focused on winning new large district business
    • Evolve sales operations through process optimization and tool implementation
    • Drive performance through a focus on outcome, indicator, and behavior-based KPIs; obsessively monitor sales effectiveness and productivity
  • Marketing
    • Develop and implement new strategies for lead generation in our target segments
    • Own and optimize the Springboard brand, including values, promise, identity, and voice
    • Oversee the development of a library of compelling sales collateral, including product overviews, case studies, white papers, and testimonials
    • Drive performance through a focus on marketing outcomes, including lead generation, lead conversion, and prospect engagement
  • Account Management
    • Drive a customer-centric culture focused on optimizing NPS / CX and obsessing over value delivered to the schools, children, and families we serve
    • Establish clear expectations for account management, and build the key enablers and mechanisms to ensure efficient and reliable execution
    • Proactively manage customer relationships, planning ahead based on customer needs and market / competitive dynamics
  • Fundraising
    • Support the cultivation, solicitation, and stewardship of current and prospective funding sources 
    • Represent the organization in external meetings, conferences, and networking events to promote the organization and foster strategic alliances

What you offer us

Here are the competencies we expect the right candidate to have: 

  • Leadership & management: You attract, retain, and grow great talent. You optimize organizational structures and working models. You create a culture where everyone works collaboratively to deliver exceptional work. You actively observe performance to reinforce areas of strength and dissect areas that may be improved. You make specific, tactical suggestions and examples that lead to improved performance. You recognize and reward hard work and great results. 
  • Decision-making and judgment: You display balanced thinking that combines wisdom, analysis, experience, and perspective when making decisions or producing results. You are able to make and facilitate quick decisions. You keep your teams focused on key priorities/projects and ensure their activities are focused on revenue generation. You know when & why to say no.
  • Strategic vision: You establish clear, analytical frameworks to identify and gain alignment on the greatest strategic project needs. You inspire team members to produce revenue outcomes that align with organizational vision and strategy. You see the end result and can chart a clear and simple path to achieve your goals.
  • Customer focus: You are well-connected with the short and long-term needs of your customers, and you use those relationships to improve the customer experience and foster sustainable growth.
  • Results focus: You set reach goals and push yourself and others to reach milestones. You use data to effectively guide decision-making, and you can quickly restructure resources to achieve the best results. 
  • Valuing diversity, equity, and inclusion: You strive to eliminate barriers to achieving diversity, and you ensure that new barriers to achieving inclusive excellence are not built in your teams or Springboard’s activities

Experience

You must have:

  • You have 3+ years of large team (20+) management experience
  • You have 3+ years of sales leadership
  • You have 10+ years of sales / growth experience
  • You have experience working in B2B education services organizations
  • You have experience with pricing and P&L management
  • You have experience in marketing and lead generation 

It would also be nice if you had:

  • Experience fundraising strategies, donor cultivation, and/or stewardship practices
  • Experience developing and executing competitive revenue generation strategies
  • Experience working with nonprofit organizations
  • Experience with brand development and management 

While this description is meant to provide an overview of the responsibilities of the Chief Revenue Officer, we are seeking candidates who demonstrate flexibility and can adapt to evolving needs in an entrepreneurial environment.

What we offer you

Compensation
At Springboard, compensation equity is integral to the way we operate and our commitment to competitiveness, pay equity, performance-based rewards, transparent & equitable career growth, and progressive benefits. The compensation for a candidate who meets the requirements of the position is $256,410. This position is also eligible for variable compensation (up to 20%). Springboard does not negotiate the offered salary during the offer conversation. 

Benefits

At Springboard, we feel it is important to take care of our employees, which is why we offer a competitive benefits package. These benefits include the following:

  • The usual stuff - Medical insurance with a cash stipend for those who waive Springboard coverage. Options include PPO, High Deductible/HSA, and EPO.
  • We’ll take care of it - We fully cover your vision & dental insurance premiums, plus your short & long-term disability coverage.
  • Securing your future - We match up to 6% of your salary in 403(b) retirement contributions after your first twelve months at Springboard.
  • Paid Time Off (PTO) is important - Four weeks (20 days) annually. At Springboard, time off isn’t earned. Everyone gets access to their time at the start of the calendar year.
  • Holidays! - All 11 federal holidays, two extra floating holidays, weekdays between Christmas and New Year’s Day, Election Day, and your birthday!
  • Under the weather? - We don’t cap the number of sick days available to employees.
  • Paid Leave - Parental Leave (12 weeks after the first 6 months of employment). Marriage Leave (five days). 
  • Technology - All employees receive a Springboard laptop and optional monitor. Springboard uses Google Workspace and Asana. 
  • We are committed to your development - We provide personal & professional development funding of $2000/year.
  • Your wellness is a priority - Our Employee Assistance Program (EAP) provides support for stress/anxiety, finance, law, family, substance abuse, grief, and more. 
  • Transparency is key - We ensure regular opportunities to discuss individual and organizational development and our commitment to equity. Consistent and structured real-time feedback is foundational to Springboard’s culture.

Location and travel

Applications are welcome from any location within the United States. This role will be primarily remote work, with periodic requirements for in-person business development opportunities (e.g., sales meetings and industry conferences) and for in-person internal meetings (e.g., quarterly leadership team retreats). The candidate should expect to travel ~5 days per month on average. 

Springboard requires in-person employees at a Springboard facility or participating in in-person SBC programming or events to be fully vaccinated against COVID-19 unless a medical or religious exemption is approved. Being fully vaccinated means an individual is at least two weeks past their final dose of a CDC-authorized COVID-19 vaccine regimen. As a condition of employment, newly hired employees will be asked to provide their COVID-19 vaccination status and proof of vaccination, as required.

About Springboard

Since our founding in 2012, we have grown Springboard’s reach from 40 to more than 100,000 students in over 300 Title 1 schools. Amidst rapid growth, Springboard consistently delivers best-in-class results. In schools that often struggle to get 20% of parents to show up for report card conferences, Springboard’s weekly family workshops average 88% attendance. Students average a 3-4-month reading gain during each program cycle, closing the gap to grade-level performance by about half in just five or ten weeks. Springboard’s work has been featured by Forbes, NPR, and the New York Times (twice). Nationally, Springboard Collaborative is the only organization to have cracked the code on equipping marginalized families to teach reading at home. You can learn more by watching our CEO on the main stage of ASU GSV.

Our org chart & mission

Click here to view Springboard’s structure at a glance, and here to browse our incredible staff. You can read more about how we engage teachers and families to accelerate student learning in this op-ed.

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