Role Scorecard: Head of Revenue Growth
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Mission Statement
E.g. “Scale predictable, repeatable revenue from $1M to $10M ARR — with CAC efficiency, high retention, and growth infrastructure that compounds under pressure.”
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Primary Outcomes
| Outcome | Why It Matters |
|---|---|
| Sustain 8-10% MoM ARR growth | Drives exponential compounding toward $10M ARR |
| Maintain CAC Payback < 12 months across core channels | Ensures capital efficiency and scalable unit economics |
| Expand Net Dollar Retention (NDR) to >120% | Proves value delivery and enables revenue expansion without net new acquisition |
| Drive >$1M in ARR per AE annually | Measures individual sales productivity and GTM team leverage |
| Maintain pipeline coverage at 3x monthly targets | Keeps revenue momentum consistent and forecasts predictable |
| Build a revenue engine that scales without founder dependency | Enables operational autonomy and long-term growth resilience |
Critical Competencies
GTM Execution • Data-Led Ops — Prioritizes by CAC, LTV, pipeline velocity, and win-rate math — not opinion • Channel Expansion — Scales paid, organic, PLG, and partner-led growth — with CAC efficiency baked into every motion • Revenue Infrastructure — Designs and scales GTM and RevOps systems that hold under 10x team growth • Lifecycle Orchestration — Owns the full revenue journey — from acquisition through expansion and retention
Leadership & Accountability • Talent Magnet — Recruits, develops, and retains tier-1 GTM talent who deliver outcomes at speed • Board-Grade Clarity — Translates data into sharp, founder- and investor-ready insights — even under pressure
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Hiring Bar: What ‘Great’ Looks Like
By the time we hit $10M ARR, this hire will have: • Scaled SaaS revenue from $5M+ with ≥ 120% NDR • Delivered consistent MoM growth with CAC efficiency across multiple channels • Built and led high-output GTM teams and scalable RevOps infrastructure • Navigated attribution gaps, channel fatigue, and macro headwinds — without losing momentum
Success = surgical focus, data-first decisions, and the ability to scale revenue under fire — without founder crutches."