Chief Revenue Officer
**About Digital Onboarding**
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Digital Onboarding helps community banks and credit unions acquire, activate, and grow individual and business relationships. Our automated, full\-lifecycle growth platform runs personalized journeys from account opening onward, driving account utilization that turns new accounts into primary relationships and data\-driven expansion opportunities.
Approximately 175 community banks and credit unions across the country trust us with their account holders' data and their growth goals. We're a team of roughly 50 people building the category, and we're entering our next phase of growth with AI\-powered products like DOBI.
**Our mission:** We help community banks and credit unions grow, compete, and thrive, because they are the fabric of America and essential to the individuals, small businesses, and communities they serve.
**The role**
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The Chief Revenue Officer owns all growth at Digital Onboarding. You'll be accountable for every dollar of new and expanded revenue across three motions: indirect partner channel sales, direct new logo sales, and existing customer expansion.
You'll report directly to the CEO and sit on the executive leadership team. This isn't a role where sales operates in a silo â you'll partner closely with leaders in Customer Success, Product Marketing, Product Engineering, and Finance to build one cohesive go\-to\-market engine that hits the plan, quarter after quarter.
**What you'll own**
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**Growth strategy and the number**
* Own the company's bookings and revenue targets end to end, including new ARR and expansion ARR (gross retention is owned by the head of Customer Success)
* Build and run the annual growth plan with the CEO and Finance: targets by motion, capacity models, quotas, territories, and compensation plans
* Deliver accurate, disciplined forecasting to the CEO and board
**Indirect partner channel**
* Build and scale partnerships with digital banking providers, core processors, fintechs, and other platforms that reach community banks and credit unions
* Define partner programs, economics, enablement, and joint go\-to\-market plans
* Turn partner relationships into a predictable, measurable source of pipeline and bookings
**Direct new logo sales**
* Lead and grow the direct sales team selling to banks and credit unions
* Own the full funnel from pipeline generation through close, in partnership with Marketing
* Sharpen our sales process, qualification, deal strategy, and pricing discipline
**Existing customer expansion**
* Build a repeatable motion for upsell and cross\-sell across our customer base
* Partner with Customer Success so expansion grows out of the value customers are already getting
* Bring new products, including our AI Agent DOBI, into the base with clear plays and targets
**Team, process, and systems**
* Recruit, develop, and retain a high\-performing revenue team
* Own revenue operations: CRM hygiene, pipeline reporting, deal inspection, and the metrics that run the business
* Set an operating cadence that keeps the whole company honest on pipeline and performance
**How you'll work**
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Growth at DO is a team sport. You'll be the leader who ties the go\-to\-market functions into one plan, one set of numbers, and one customer story.
How you'll work together
**CEO** \- Set growth strategy, targets, and priorities; report on performance to the leadership team and board
**Customer Success** \- CS owns retention and renewals; the CRO owns expansion sales. Partner closely so expansion follows customer value; hand off cleanly from sale to onboarding; turn customer outcomes into references and upsell
**Product Marketing \& Marketing** \- Align on ICP, messaging, pricing and packaging, launches, and pipeline generation targets
**Product Engineering**\-Bring the voice of the market into the roadmap; scope deals and partner integrations realistically; prepare the field for new releases
**Finance** \- Build the revenue plan, capacity model, and comp plans; forecast with discipline; keep deals profitable
**What success looks like**
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**First 90 days**
* Know the business cold: customers, pipeline, partners, team, and why we win and lose
* Deliver a growth plan for all three motions, with clear targets and the resources each needs
* Build trust with peers in CS, Marketing, Product \& Engineering, and Finance, and set a shared GTM operating cadence
* Make the first moves on team, process, and systems
**First year**
* Hit the annual bookings and revenue plan
* Partner channel produces a meaningful, forecastable share of new pipeline
* Expansion is a repeatable motion that hits its bookings target
* Forecasts are accurate and the board trusts the number
* A revenue team that top sellers want to join
**What you bring**
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**Must have**
* 12\+ years in B2B SaaS revenue roles, including 5\+ years leading sales teams at the VP level or above
* A track record of owning a growth number and hitting it at a company at a similar stage and scale
* Direct experience selling to financial institutions, ideally community banks and credit unions, and a network in that market
* Experience building or scaling an indirect partner or channel program that produced real bookings
* Experience running new logo and expansion motions at the same time
* Strong command of forecasting, pipeline management, comp design, and revenue operations
* A collaborative leader who earns trust across functions and holds a high bar for their team
**Nice to have**
* Experience with digital banking platforms, core processors, or banking fintech partnerships
* Experience bringing AI\-powered products to market
* Experience scaling a revenue org through a growth stage at a startup or growth\-stage company
**Position Logistics**
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* **Reports to:** CEO
* **Team:** Partner/Channel Sales, Direct Sales, and Expansion
* **Location:** Remote from anywhere in the US
* **Compensation:** $180Kâ$250K base salary \+ $140Kâ$200K variable compensation ($320Kâ$450K OTE) \+ equity
* **Travel:** Approximately 50%, including customer meetings, partner engagements, and industry events