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Catalant

Posted 1 month ago

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Chief Revenue Officer

BostonHybridFull-time

AI Summary

Chief Revenue Officer owns Catalant’s revenue and marketing strategy, leading enterprise and private equity sales, marketing, revenue operations, and sales operations to drive growth and market execution.

About this role

About Catalant:
As the pioneer of Consulting 2.0, Catalant gives the world’s leading companies on-demand access to a community of highly vetted independent consultants and former operators. Together, we deliver strategic solutions that solve our clients’ most important challenges through flexible and fit-to-purpose consulting engagements. Growing rapidly over the last 10 years, our client base now includes more than 30% of the Fortune 500, top private equity firms, and a range of other organizations seeking independent, external perspectives and professional expertise to help their businesses grow and succeed.

We’ve reimagined consulting for today’s world: it’s digitally enabled and powered by the insights and capabilities of over 100,000 seasoned professionals drawn from leading consultancies and global businesses Our consultants offer clients a competitive edge: actionable insights and hands-on support from leaders who have successfully solved similar problems before. Our business is lean, agile, and optimized to deliver best-in-class value in a way that disrupts how executives think about consulting.

Backed by world-class venture investors, we’re building the team that will take Catalant and the future of consulting to the next level.

Role Overview

Catalant is entering its next phase of growth — deepening enterprise partnerships, expanding relationships across the private equity ecosystem, and scaling the commercial engine that powers the business. We are seeking a strategic, results-driven, and hands-on Chief Revenue Officer to own Catalant’s revenue and marketing strategy and lead its execution in the marketplace.

Reporting to the CEO and serving as a member of the executive team, this role is accountable for the company’s full commercial organization: the sales organization — with both Enterprise and Private Equity focused teams — the Marketing function, Revenue Operations, and Sales Operations. This leader will define how Catalant goes to market across the Fortune 500 and the world’s top private equity firms, build the brand and demand engine that fuels the pipeline, own the revenue and marketing KPIs that measure commercial performance, and own the talent strategy that attracts, develops, and retains the sales and marketing teams behind that growth.

This is a unique opportunity to shape the commercial trajectory of a category-defining, AI-forward company at a pivotal moment. The ideal candidate is as comfortable setting revenue strategy as they are joining a client call to advance a strategic deal, coaching a sales leader, deploying AI to make the commercial engine more productive, or sharpening the company’s positioning against traditional consulting.

What you'll do

Revenue Strategy & Execution
  • Own the company-wide revenue strategy, targets, and operating plan, with accountability to the CEO for growth across both commercial segments.
  • Define and continuously refine the go-to-market approach — segmentation, account coverage, pricing, and sales motion — for the Enterprise and Private Equity teams, spanning key industry verticals including Industrials, Consumer, Healthcare, and Financial Services, recognizing the distinct buyers, sales cycles, and expansion dynamics of each.
  • Personally engage in the market: sponsor strategic accounts, build relationships with senior executives at Fortune 500 companies and top PE firms, and help close and expand the engagements that matter most.
    • Revenue Operations & Performance Management
  • Own the Revenue Operations function — the systems, processes, data, and tools (including CRM) that support the full commercial engine from lead to close to expansion.
  • Define, track, and report the revenue and marketing KPIs that measure commercial performance — pipeline coverage and conversion, forecasting accuracy, bookings, retention and expansion, demand generation, and marketing ROI.
  • Drive pipeline discipline, forecasting accuracy, and sales operations rigor across both teams, using data to inform resource allocation and investment decisions.
  • Further evolve a consistent operating cadence — dashboards, pipeline reviews, and performance reporting — that creates transparency and accountability across the commercial organization.
  • Evaluate, implement, and champion AI-powered tools across the commercial engine — including prospecting and outreach, account research, pipeline analytics, forecasting, content generation, and campaign optimization — to increase productivity per seller and per marketing dollar.
  • Partner with technology leadership to identify the highest-impact areas for AI enablement across sales and marketing and build a roadmap for adoption.
  • Represent the voice of the market internally — partnering with Product and Engineering to ensure go-to-market strategy keeps pace with Catalant’s evolving platform capabilities and shapes how new capabilities are positioned and monetized.
    • Marketing Strategy & Execution
  • Set the marketing strategy — brand, positioning, demand generation, product marketing, and client communications — and ensure its execution delivers a qualified pipeline for both sales teams.
  • Sharpen Catalant’s positioning as the pioneer of Consulting 2.0, differentiating the company against traditional consulting and other alternatives in the minds of enterprise and PE buyers.
  • Align marketing and sales around shared goals, metrics, and feedback loops so the full commercial engine operates as one team.
  • Leverage AI across the marketing function — demand generation, personalization, content creation, and campaign measurement — to scale reach and impact without scaling headcount.
    • Talent & Team Leadership
  • Lead, coach, and develop the leaders of the Enterprise sales, Private Equity sales, Marketing, Revenue Operations, and Sales Operations teams, building a high-performance commercial culture.
  • Own the talent strategy for sales, marketing, and revenue operations: org design evolution, hiring plans, onboarding, enablement, career paths, and compensation structures that attract and retain top performers.
  • Set clear goals and accountability across the commercial organization, and recognize and reward the behaviors that drive client impact.
  • Build AI fluency across the sales and marketing teams — making effective use of AI tools a core part of enablement, onboarding, and performance expectations, and fostering a culture of automation-first thinking.
    • Strategic Partnership & Executive Presence
  • Partner with the CEO, CFO, and the broader executive team on company strategy and annual planning; partner with CFO for the strong management and innovation of company-wide financial cohesion for sales and marketing operations, reporting and analyses.
  • Collaborate with the Expert and Delivery organizations to ensure what is sold is scoped well, staffed well, and delivered well — turning client satisfaction into expansion and referrals.
  • Present commercial results, strategy, and market insights to the executive team with confidence and clarity.

    • What you'll bring

    Experience

  • 15+ years of progressive commercial experience, including significant leadership of both sales and marketing organizations.

  • Experience in professional services, consulting, SAAS or a B2B marketplace, technology, or platform business; ideally with a background that blends consulting or services with tech-enabled or SaaS experience, and a clear understanding of how to sell effectively in a services-oriented business rather than a purely transactional or subscription motion; experience selling into Enterprises and / or private equity firms and their portfolio companies is a strong plus.

  • A track record of owning a revenue number and scaling growth at a company of comparable or greater scale.

  • Demonstrated success building, developing, and retaining high-performing sales and marketing teams, including org design, enablement, and compensation planning.

  • Experience leading or overseeing a revenue operations function, including CRM and commercial systems, KPI frameworks, and forecasting processes.

  • Demonstrated experience adopting AI tools within a sales or marketing organization — or a credible, hands-on point of view on how AI is reshaping commercial work.

  • Prior experience as a CCO, CRO, or senior commercial leader reporting to a CEO preferred; MBA or equivalent is a plus.

    • Skills

  • A player-coach orientation: comfortable setting strategy at the executive level and joining a client call to move a deal forward.

  • Strong analytical and operational rigor — fluency with revenue and marketing KPIs, pipeline metrics, forecasting, and marketing performance data.

  • Exceptional executive communication skills — able to represent Catalant credibly with C-level executives, PE Managing Directors, and Operating Partners.; able to partner effectively and proactively across the executive team and various functions within Catalant

  • An AI-forward mindset: personally fluent with modern AI tools, curious about what's next, and energized by using technology to multiply the output of a lean team.

  • A build-it mentality: comfortable operating in ambiguity, establishing processes from scratch, and making pragmatic decisions with incomplete information.

  • Collaborative, low-ego leadership style with a reputation for earning trust across functions.

    • Skills

    AICRMData AnalyticsGTM StrategyMarketing AutomationPipeline ManagementRevenue OperationsSalesforce

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