When Is the Right Time to Hire a Chief Revenue Officer for Your Business?

by Verda Lassalle | Nov 24, 2025 | Sales coaching

Hiring a Chief Revenue Officer (CRO) can be one of the most strategic decisions a business makes, but timing is everything. Bringing in a CRO too early may stretch resources, while waiting too long can lead to missed growth opportunities and misaligned revenue strategies. A CRO brings together sales, marketing, and customer success to ensure all revenue-generating functions work in sync. Below are key indicators that signal when it might be the right time to hire a Chief Revenue Officer for your business.

When Revenue Growth Stalls: If your company is struggling to increase sales despite strong market demand, a CRO can identify bottlenecks and build new strategies. Their oversight helps realign sales and marketing toward sustainable growth.
During Rapid Expansion: When a business is scaling quickly, leadership often struggles to keep revenue channels coordinated. A CRO ensures that growth strategies remain efficient, scalable, and consistent across teams.
When Sales and Marketing Are Misaligned: If sales blames marketing for poor leads and marketing blames sales for low conversion, it’s time for a CRO. They bring both departments under one vision to eliminate silos.
As You Enter New Markets: Expanding into new regions or industries requires a cohesive revenue strategy. A CRO helps position the business effectively while aligning go-to-market efforts for maximum impact.
When Customer Retention Is Slipping: If churn rates are rising, a CRO can unify customer success with sales and marketing to strengthen loyalty. They ensure long-term revenue by focusing on customer lifetime value.
Before Raising Major Investment: Investors often look for evidence of strong revenue leadership before funding growth. Hiring a CRO signals that your business is serious about scaling strategically.
When Competitors Outpace You: If rivals are gaining market share, a CRO can reassess pricing, positioning, and go-to-market strategies. Their expertise helps you reclaim competitive advantage.
When Leadership Bandwidth Is Limited: Founders and CEOs often get stretched thin managing revenue operations. A CRO takes ownership of growth strategy, freeing leadership to focus on vision and innovation.
When Data Isn’t Driving Decisions: A lack of clear revenue analytics is a sign that leadership needs reinforcement. A CRO ensures decisions are guided by metrics, not guesswork.
As You Prepare for an Exit or IPO: If your company is preparing for acquisition or going public, predictable revenue streams are critical. A CRO helps build the systems and strategies to maximize valuation.