Chief Revenue Officer

ACCRUENT | Chief Revenue Officer

THE OPPORTUNITY

Accruent is at an important inflection point in its growth journey. With approximately 750 employees and $200M+ in annual revenue, the business has an established global customer base, a broad portfolio of software solutions, and a significant opportunity to accelerate growth through stronger commercial execution, customer retention, expansion, and market development.

We are seeking a Chief Revenue Officer (CRO) who will lead the next phase of commercial transformation and build a world-class revenue organization. This is not a role for a leader who simply manages a sales team. It is an opportunity for a builder, coach, and operator who can strengthen culture, elevate talent, create accountability, and drive sustainable growth across multiple products, regions, and customer segments.

The CRO will lead the commercial organization and serve as a key member of the executive leadership team, partnering closely across Product, Customer Success, Finance, and Operations to accelerate growth while enhancing customer loyalty and retention.

ABOUT ACCRUENT

Accruent is a global leader helping organizations manage physical assets, facilities, real estate, engineering documentation, and critical infrastructure across complex enterprise environments with software and AI.

The company serves customers globally through a diverse portfolio of software solutions and maintains long-standing relationships with many of the world's leading organizations. As the business continues to evolve, there is an opportunity to create greater commercial alignment, accelerate growth in emerging markets, strengthen partner channels, and improve customer retention and expansion outcomes.

The next CRO will inherit a strong foundation and be tasked with building the commercial operating system that will support the company's next chapter of growth.

ROLE OVERVIEW

The CRO will own the complete revenue engine including:

• New Logo Acquisition
• Account Management
• Customer Retention & Renewals
• Expansion & Cross-Sell
• Revenue Operations
• Strategic Partnerships
• Global Commercial Strategy

What This Role Inherits

• Established global customer base
• Strong market position
• Diverse SaaS and AI enabled product portfolio
• Experienced commercial organization
• Significant growth opportunities through retention and expansion

What This Role Must Build

• Greater commercial accountability
• Forecast rigor and predictability
• High-performance culture
• Scalable growth processes
• Strong routes to market
• New and emerging market expansion strategy
• Next-generation commercial leadership bench

KEY PRIORITIES

1. Drive Sustainable Revenue Growth

The CRO will be accountable for delivering commercial performance across the business through:

• Consistent bookings attainment
• ARR growth
• Pipeline development and conversion
• Cross-sell and upsell 

Success will ultimately be measured by the organization's ability to consistently deliver and exceed growth commitments.

2. Protect and Grow the Customer Base

Customer retention is a strategic priority.

The ideal leader understands that growth comes not only from acquiring new customers but from maximizing value within the installed base.

Key focus areas include:

• Customer retention strategy
• Renewal excellence
• Expansion revenue
• Customer engagement
• Executive customer relationships
• Long-term account development

This leader must be highly customer-facing and visible with key customers globally.

3. Elevate the Commercial Organization

A critical component of this opportunity is strengthening the organization and building the next generation of commercial leadership.

The successful candidate will have demonstrated experience:

• Assessing talent quickly
• Coaching and developing leaders
• Rebuilding underperforming teams when necessary
• Creating accountability and ownership
• Building succession pipelines
• Raising performance standards

This leader will inherit a team of approximately 100 employees and 7 direct reports and will be expected to build a high-performing, scalable revenue organization.

4. Expand Reach

The CRO will play a key role in driving growth and retention.

Experience leading global commercial organizations is highly valued, including:

• New logo acquisition
• New market expansion 
• Cultivation of diverse routes to market
• Global account strategies
• Scaling new products and services
• Expanding international footprint
• Multi-region go-to-market execution

The ideal candidate understands how to scale offerings beyond core markets and verticals while creating repeatable motions to expand footprint.

5. Build a High-Performance Culture

Accruent is seeking an inspirational leader who creates energy, accountability, and engagement across the organization.

The successful executive will:

• Lead through influence and vision
• Inspire teams around common goals
• Champion company culture
• Foster collaboration across functions
• Create an environment of continuous improvement
• Build trust, transparency, and accountability

This individual must be viewed as both a business leader and a culture leader.

CANDIDATE PROFILE

We are seeking a proven commercial executive with the leadership presence and operational experience to scale a complex, multi-product software organization.

Required Experience

• 15+ years of progressive commercial leadership experience with significant responsibility for revenue growth and market expansion
• Significant B2B commercial leadership experience, preferably on global scale
• Experience transforming a commercial organization
• Proven success within SaaS and recurring revenue business models
• Fluency in driving commercialization of AI offerings
• Experience leading multiple products and diverse solution portfolios
• Enterprise software go-to-market expertise
• Track record of delivering bookings growth
• Strong customer retention and expansion results
• Experience building and scaling partner ecosystems
• Experience developing emerging market strategies
• Leadership of large, geographically dispersed teams

Leadership Characteristics

Commercial Builder

Creates scalable revenue engines that drive sustainable performance and predictable outcomes.  Predict bookings and success, while creating a growth engine.

Inspirational Leader

Raises the energy and performance of the organization while creating alignment around a shared vision. 

Talent Developer

Known for coaching, developing, and elevating leaders while making difficult talent decisions when necessary.

Culture Champion

Builds engaged, accountable, customer-focused organizations that attract and retain top talent. Experience partnering with Product and Engineering on portfolio plays, cloud or Saas Migration, customer feedback, and cross-sell opportunities.

Customer-Centric Executive

Maintains direct involvement with customers and serves as a trusted executive sponsor for strategic relationships.

Operationally Rigorous

Drives forecasting accuracy, accountability, and disciplined execution through metrics and operating cadence. Strong command of the CRM, analytics and commercial technology, with evidence of using tools to drive decisions and behavior, not just reporting.

WHAT SUCCESS LOOKS LIKE

Within the first 12-24 months, the CRO will have:

• Delivered bookings growth objectives
• Improved customer retention performance
• Enhanced forecast accuracy and predictability
• Strengthened sales and commercial leadership talent
• Built a stronger performance culture
• Expanded partner-sourced revenue
• Accelerated growth in key emerging markets
• Increased executive-level customer engagement
• Created greater accountability throughout the commercial organization

WHY THIS ROLE MATTERS

This is a rare opportunity to shape the future of a globally recognized software company with an established customer base, strong market position, and significant runway for growth.

The successful candidate will have the opportunity to:

• Lead a multi-product revenue organization
• Drive enterprise-wide commercial transformation
• Build the next generation of commercial leadership
• Influence company strategy at the executive level
• Accelerate growth across a multi-product SaaS portfolio
• Create lasting impact on the business, team, customers, and culture

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Fortive Corporation Overview

Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.

We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact. 

At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference. 

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone. 

At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.

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