Chief Revenue Officers in Private Equity: More Than Just Hitting Revenue Targets
This article was contributed by Charlotte Allinson, Principal, Executive Search - Growth & Customer
The role of a Chief Revenue Officer (CRO) has evolved far beyond traditional sales leadership. Nowhere is this more evident than in private equity-backed companies, where every strategic hire has a measurable impact on value creation. In these settings, a CRO isn't just a revenue driver; they are a critical lever for growth, directly influencing EBITDA, company valuation, and the timing of a successful exit. With private equity investors often working on tight timelines, the right CRO hire can significantly transform a business's trajectory, turning potential into performance.
What Makes a Great Chief Revenue Officer in a Private-Equity Backed Business?
Thinking Beyond Revenue
They see beyond top-line growth. Great CROs understand how revenue strategy ties into EBITDA improvement, valuation multiples, and overall exit readiness. They think like investors, not just operators, and can clearly communicate the impact of revenue initiatives in financial terms. They can speak the language of investors. This commercial acumen allows them to prioritise initiatives that drive both growth and profitability, balancing short-term wins with long-term value creation.
Builders, Not Managers
They've built, not just managed. Think: scaling a business from $10M to $50M+ in revenue, building GTM engines from scratch, or entering new markets with precision and speed. Their track record demonstrates the ability to take a business from potential to performance, delivering measurable outcomes that matter to stakeholders.
Full-Funnel Ownership
They align Sales, Marketing, and Customer Success into one predictable, repeatable revenue engine. No silos. Just one focus: sustainable growth. By integrating teams and processes, top CROs ensure consistent messaging, efficient lead conversion, and long-term customer retention, all of which drive higher valuation and investor confidence.
Thriving in Dynamic Environments
PE environments are dynamic, priorities shift, and structures evolve. Leading and in-demand CROs don’t just survive in ambiguity; they thrive in it. They excel at turning uncertainty into opportunity, quickly adapting strategies without losing focus on key business objectives.
Exit-Aligned
They focus on the metrics that matter and how these translate into equity value. Every decision, investment, and strategy is made with an eye on maximising long-term returns, ensuring that growth directly supports the ultimate exit strategy.
What Private Equity Firms Look for in a CRO
PE-backed companies operate under compressed timelines and high expectations, so every hire must deliver measurable results. In this context, firms often focus on three critical questions:
Have they built or just inherited growth?
Do they understand investor priorities?
Can they scale without burning capital?
Ultimately, a great PE-backed CRO is a value creator, not just a revenue chaser. They lead with strategy, execute with discipline, and build with the end in mind. Make the right hire, and you don't just hit revenue targets, you unlock the full potential of the business, creating lasting impact for investors, employees and customers.
If you're a business looking to hire or a CRO seeking your next transformative opportunity, please reach out to Charlotte here.