Chief Commercial Officer (CCO)

Location: Europe

Job Overview

We are currently hiring a Chief Commercial Officer (CCO) to lead our Sales, Partnerships, Revenue Ops and Customer Success functions with the purpose of helping the company achieve its revenue target and strategic goals.

Who Are We

IPXO is a global company offering the leading full-cycle IPAM (IP Address Management) solution that empowers businesses of any size through IP monetization and leasing. Our mission is to work towards a secure and sustainable Internet that creates equal opportunities for everyone. IPXO is a place where people are valued as the company’s backbone. Our goal is to build an open and free-to-explore team of professionals who thrive in their fields of expertise while building the future of the Internet.

Today, IPXO has 90+ employees in 6 countries and over 1,000 customers across the globe.

What Are We Looking For

The CCO will be a key part of the Executive Team, reporting directly to the Chief Executive Officer. This individual will be responsible for evolving the GTM strategy and building/optimizing the commercial organization to ensure it can effectively execute against the growth strategy while providing leadership and driving collaboration with all other parts of the organization.

The focus to date has been on building a high-velocity sales organization focused on SMBs, to prove the product and get good early traction. Moving forwards, and after seeing first successes, the focus will be on growing the enterprise customer base, with a targeted ACV of €50-100k. This individual will be responsible for refining the sales pitch, building out the sales team and processes to target this market better, and aligning the customer-facing organization required to deliver required growth.

This person needs to have a natural entrepreneurial, hands-on mindset, with solid experience in B2B SaaS or IaaS, and an excellent understanding of ‘what good looks like’ in this type of revenue organization. They will need to lead from the front and be customer-facing and understand how to build out the function. Previous experience of growing a team from a similar level is a must, and there needs to be a strong track record of attracting and retaining talent.

Your Challenges

  • Evolving, owning, and implementing the GTM strategy for IPXO to ensure the company achieves its ambitious growth targets, with an eye on the business’s short-, medium- and long-term commercial opportunities
  • Quickly learning and understanding the current business, developing a deep understanding of the IPXO offering, our customers, their use of our offering so far, and how they are currently sold and supported, so as to understand the potential avenues for growth
  • Attracting, hiring, training, and retaining a high-performing commercial team as the business scales
  • Building and developing the GTM organization, ensuring it can execute the sales and partner strategy through best-in-class process and methodology
  • Close cooperation and alignment with Marketing to ensure that both teams work hand in hand, targeting the same audience with coherent messaging.
  • Ensuring the right tools and infrastructure are in place to enable the targeted and strategic lead generation and pipeline management, creating an efficient, metric-driven approach to new business acquisition
  • Creating and maintaining a solid quantitative view of business performance, with a clear and dynamic view of the whole pipeline from demand generation throughout the sales cycle into customer success
  • Developing a precise analysis of the competitive landscape and working with the executive team to develop a plan for continued rapid growth across EMEA and North America.
  • Building the GTM strategy to move IPXO sales up-market, targeting higher value deals and large enterprise customers and partners, while maintaining the long-tail of the existing customer base
  • Implement a data-driven reporting culture across the revenue organization, and communicate and report on performance to all necessary senior stakeholders, including the Board and potential investors
  • Providing clear and inspirational leadership, leading by example by building passion, energy, and shared excitement for the business
  • Taking all opportunities to inform, educate the market and represent IPXO as a leader in our space

Job Requisite Skills

  • 10 years’ experience within a best-in-class B2B SaaS or IaaS organization
  • Experience in designing building a high-performing, modern sales organization
  • Track record of building and executing a multi-country GTM strategy, including geographical expansion
  • Experience in smaller start-up / scale-up organizations with an understanding of what it takes to operate in more entrepreneurial environments
  • Data-driven mindset and experience in building a modern revenue tech stack
  • Scaling a business on a similar growth journey to IPXO (ideally €1-€20m+ ARR); has helped shape the story of an up and coming B2B SaaS vendor
  • Success both in closing new business and managing existing clients to ensure strong repeat and expansion business
  • A salesperson at heart; someone who enjoys being client/market-facing and can work with their team/customers in closing deals; happy to ‘roll sleeves up’ where necessary
  • Proven track record of closing enterprise deals with ACV of 50k-100k+
  • Good team leadership; adept at hiring, developing, managing, and retaining great talent
  • It would also be advantageous to bring the experience of venture capital ownership, the path to Series A funding
  • Location: Flexible, although there needs to be a willingness to travel and be ‘out in the field’, and also to spend a significant amount of time, particularly with the team in Lithuania

Why IPXO?

  • A competitive salary
  • Working from home or office (we’re based in Kaunas and Vilnius)
  • Support from our Marketing team
  • A fun environment with a highly motivated team
  • State-of-the-art tools such as Slack, Zoom, HubSpot, Salesforce, Salesloft, etc.
  • A computer and phone of your choice
  • Health Insurance
  • Additional vacation days
  • Freedom to explore 

Join our team

Interested in joining a team of industry professionals working with a unique and exciting product? Let's get in touch.

Apply now

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