SUMMARY:
Role:
Chief Revenue Officer (CRO)
Department/ Division:
Go To Market
Location:
Head Office: IBG, Midrand
Reporting to:
Group Chief Executive Officer (GCEO)

POSITION INFO:

1 Role Purpose

2 Key Responsibilities

• Define and execute the integrated revenue strategy aligned to the Gijima platform model.
• Lead vertical and horizontal sales execution, covering industry sectors and platform technologies.
• Serve as executive custodian of Gijima’s GTM approach, customer engagement, and monetisation strategy.

• Own the full revenue lifecycle: demand generation, opportunity conversion, upsell, renewal, and expansion.
• Manage quota, forecast accuracy, and pipeline velocity across sales segments.

• Lead and structure a coordinated leadership team across various domains
• Foster a performance-driven culture with clear KPIs, continuous coaching, and outcome accountability.

• Oversee monetisation of usage-based services, value units, and industry solution packs.
• Champion cross-sell and up-sell of digital services within a platform engagement framework.

• Design and enforce commission frameworks, incentive plans, and revenue dashboards.
• Lead quarterly revenue war rooms, forecasting sessions, and performance reviews.

• Accelerate partner-sourced pipeline via OEM, SMME, and ISV engagements.

3 Key Deliverables

• Annual and quarterly revenue targets by segment and product line
• Revenue dashboards, forecasts, and CRM-integrated reports
• Commission model framework and quarterly payout governance
• Sales organisation structure and talent plan
• GTM strategy across group public, group private, tech, and industry-aligned segments
• Platform product monetisation playbooks and value unit tracking
• Partner-sourced and ecosystem revenue tracking model

4 Core Competencies

• Revenue strategy, forecasting, and quota planning
• Sales leadership, segmentation, and territory design
• Commission model design and incentive governance
• Platform monetisation and product revenue scaling
• Partner GTM strategy and co-sell enablement
• SaaS and usage-based sales models

• Strategic commercial leadership
• High accountability and performance orientation
• Executive presence and negotiation strength
• Collaborative, cross-functional mindset
• Data-driven decision making
• People development and mentoring

• Platform-first GTM strategy and solution packaging
• Industry blueprint integration with sales motions
• Ecosystem monetisation and producer engagement
• CRM discipline and pipeline visibility tools
• Digital demand generation with marketing alignment

5 Qualifications & Experience

• Minimum Qualifications: Bachelor’s degree in Business, Commerce, or Technology-related discipline
• Preferred Qualifications: MBA or advanced leadership qualifications in Sales Strategy / Revenue Operations
• Years of Experience:
• 10+ years demonstrated success as a Chief Revenue Officer or in a comparable leadership role within a dynamic business environment, including at least 5 years at an executive level in a platform, SaaS, or digital services environment,
• Proven track record of driving revenue growth through innovative strategies, including new product development, effective marketing initiatives, strategic branding, and successful partnership ventures.
• Significant management experience overseeing diverse teams and managing P&L.
• Strong financial acumen and analytical skills, with the ability to interpret data, make informed decisions, and contribute to overall financial success.
• Demonstrated ability to translate business strategies into actionable plans with tangible results, meeting/exceeding revenue targets.
• Proven ability to cultivate and leverage strategic partnerships that contribute significantly to revenue growth and market expansion.

6 Role Impact and Decision Rights

7 Key Interfaces

8 Measures of Success

• Achievement of annual and quarterly revenue targets
• Platform usage revenue and value unit monetisation
• Sales team quota attainment and performance ratings
• Forecast accuracy and pipeline velocity
• Ecosystem-sourced deal contribution
• Customer retention and expansion metrics.

9 Additional Notes