Chief Revenue Officer

Capstone - Multiple Locations or Remote - Full time

Chief Revenue Officer

If you are looking for a career with a fast-paced growth company, have a passion for cultivating a love of reading and learning, and an eagerness to be part of an innovative company focused on improving education experiences for children and the educators who serve them, think about Capstone!

Capstone is the nation’s leading educational publisher of children’s content through digital products such as PebbleGo, PebbleGo Next, Capstone Interactive, Capstone Connect to go along with award-winning books. Capstone has been a trusted publisher of children’s books and digital solutions for libraries, classrooms, and consumers for nearly 30 years. We combine a passion for helping foster a powerful love of reading and learning with the talent to create amazing content.

We engage readers by creating the right content for the right purpose for the right kid. Reading happens throughout a child’s day—whether in the school building or at home. We create content that works in any format, as print ordigital, and in conjunction with any instructional method orEdTech tool. Whether print, online, or in new, yet-to-be-discovered formats, Capstone provides children with content they love to help them build literacy skills that will last a lifetime.

Capstone is seeking a Chief Revenue Officer (CRO) to drive strong, profitable revenue growth ($100M+) by building on our customer-focused organization and effectively implementing K-5 District/Classroom and Consumer go-to-market strategies. The CRO will work closely with the President, Leadership Team and Owner/Board to expand business development and company brand recognition and value as Capstone moves to its next stage of growth. This role will have a strong understanding of SaaS-based cross-channel sales and marketing in the EdTech market space, as well as the ability to use a premium brand value proposition to create powerful community engagement, and a sales strategy that delivers rapid and robust sales growth across the following channels: direct sales to classroom and libraries, consumer business development, distribution/resale, international rights, and licensing. The CRO will act as role model, motivator, team leader, and culture builder, inspiring strong support of Capstone’s core values.

Revenue/Sales Leadership Responsibilities

  • Actively partners with the Leadership Team to develop, align, and execute the company’s business plan. Works closely with the Content and Digital product development teams to create customer-focused solutions that are highly valued by the customer network (schools, teachers, librarians, parents/family).
  • Develop and execute go-to-market strategies (including SaaS) and implement processes/practices that enable rapid revenue scaling and accurate forecasting.
  • Build, train, coach and motivate highly driven sales and marketing teams to excel across the key revenue segments. Create training processes that ensure effective onboarding, performance, and staff development. Foster a culture of shared success.
  • Set clear and accountable sales goals. Establish compensation plans that result in retention, sustained performance, and maximum profitability.
  • Expand the company’s business development channels by strategically adding new, scalable partners, notably in consumer direct and international.
  • Provide leadership presence when representing the company across high-level customer and stakeholder venues and within all company functions. Provide clear and transparent communication to the Board about revenue projections.
  • Form a seamless sales-marketing relationship to optimize lead generation.
  • Establish cohesive internal/external sales relationships to maximize front-end funnel volume.
  • Develops best practice Key Account Management and Opportunity management practices that leverage CRM systems (Salesforce).
  • Institute operational discipline (e.g., utilizing and optimizing SalesForce) and a metrics-driven approach to sales, forecasting, and delivering revenue plans at or under budget.
  • Establish trust-based relationships with prospective customers and key stakeholders, especially at the District level and in a way that enhances Capstone’s position as a trusted resource.

Marketing Leadership Responsibilities

  • Develop and execute a comprehensive marketing strategy to meet revenue, impact, brand awareness and community engagement goals.
  • Create a cohesive multi-pronged approach to marketing software solutions, print and digital products, community engagement, and thought leadership.
  • Lead the marketing team to build an engagement community, enhanced customer experience, and a platform for upselling, renewal, and deep customer loyalty.
  • Develop marketing analytics processes and metrics to guide decisions. Use metrics and KPIs to evaluate and increase the effectiveness of community building, marketing spend, demand generation, and brand recognition.
  • Drive the creation of a scalable, predictable demand generation pipeline to support multi-channel growth strategy.
  • Manage the demand generation pipeline and qualify leads for the Sales team while optimizing lead scoring techniques.
  • Establish KPI framework and methodology for measuring marketing success and forecasting.
  • Forge strong communication between Sales, Customer Success, Training, and Development to accomplish mutual objectives.
  • Establish and maintain metrics reporting to monitor and course correct using analytical tools.
  • Plan and implement multi-platform social media marketing campaigns that increase brand awareness and value.
  • Provide insights and new customer opportunities through ongoing competitive and market analysis.
  • Establish loyalty programs, direct online sales, and employ best practices for marketing automation.

Leadership Requirements

  • Passion for and champion of Capstone’s literacy mission and growth goals. Entrepreneurial initiative and passion for delivering high quality results. Action-oriented attitude and approach.
  • Energetic and engaging leader; inspire others and listen first, while also expecting excellence and requiring high performance.
  • Ability and commitment to attract, inspire, develop, and manage high-quality talent.
  • Financially astute; expert understanding of key financial and marketing metrics that drive profitability and company success; leverage those metrics to course correct and optimize.
  • Excellent communicator; builds trusted relationships, and clearly articulate key value propositions, processes, and performance.
  • Strong bias for action and ability to seize opportunity, problem solve, coordinate, and manage numerous projects and schedules simultaneously in a fast-paced, dynamic, and cross-functional environment.

Qualifications

  • 10+ years of demonstrated success as a leader of sales, marketing, and business development in the education technology, preferably K-5. Demonstrated success growing software solutions revenue and optimizing sales operations.
  • 5+ years general management and P&L experience. Demonstrated success in creating rigorous growth plans, and carefully tracking individual, team and organizational performance against those plans.
  • Track record of improving key sales metrics and processes to achieve revenue and profit goals.
  • Experience with driving a multi-channel sales organization.
  • Strong understanding of SaaS metrics.
  • Ability to create and manage a proven process optimizing Salesforce CRM.
  • Successful candidates will have a BA degree in business, marketing, or a related field; possessing an MBA is a plus.

We offer excellent benefits including medical, dental, vision, paid time off, paid holidays, disability insurance, life insurance, flex spending and health savings accounts, health & wellness program, 401k with company match, and a rewarding work environment, among other benefits. Our wages are competitive; we offer training; and the opportunity to thrive in a growing business.

Capstone embraces diversity, inclusion, equal opportunity, and belonging for all employees and applicants. We are an Affirmative Action and Equal Opportunity Employer. As such, we welcome applicants of diverse races, ethnicities, geographic origins, gender identities, ages, socioeconomic backgrounds, sexual orientations, religions, work experience, physical and intellectual abilities, and financial means. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to

Pre-Employment Drug Screen and Background Check Required

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Locations

North Mankato, Minnesota
Edina, Minnesota
Remote

Role

Sales

Experience Level

Senior Level

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