What are the responsibilities and job description for the Chief Revenue Officer position at Lightcast.com?
About Lightcast
Lightcast.com is a pioneer in the OTT and streaming space—an end-to-end media technology platform powering content creators, broadcasters, ministries, and enterprise brands. As a multi-platform OVP with a proprietary AI MEDIA CLOUD, we help our customers upload, manage, live stream, and monetize video content across every major screen: Roku, Fire TV, Apple TV, iOS, Android, and more.
We’ve grown to ~$7M ARR organically, with no outbound sales or marketing, and 30% average YoY growth—driven purely by inbound demand and referrals. Now, with growth capital secured, we're ready to scale our next chapter: building a world-class revenue organization.
The Opportunity
We’re hiring our first Chief Revenue Officer to lead Lightcast through this pivotal inflection point. This is a rare opportunity to take a healthy, product-led SaaS business and architect the next phase of growth—from $7M to $20M ARR over the next three years.
You’ll unify our sales, marketing, customer success, and revenue operations into a high-performance machine. This role is designed for a strategic and tactical leader who is hands-on, data-driven, and energized by building from the ground up.
Key Responsibilities
1. Revenue Growth & GTM Execution
‣Define and execute the go-to-market strategy to grow ARR from $7M to $20M . ‣Refine ICP, pricing, vertical targeting, segmentation, and positioning.
‣Develop a repeatable playbook for lead generation, pipeline creation, and new customer acquisition.
‣Implement forecast models grounded in experience, not assumptions.
2. Modernize & Scale the Revenue Org
‣Transition from founder-led growth to a structured, data-backed revenue engine.
‣Lead and scale Sales, Marketing, Customer Success, Account Expansion, and RevOps teams.
‣Establish OKRs, KPIs, forecasting rigor, and team-wide accountability.
3. Amplify Brand & Market Awareness
‣Elevate Lightcast’s visibility through outbound campaigns, partnerships, events, and digital programs.
‣Refresh and execute positioning that clearly communicates our value to target markets. ‣Collaborate with existing agencies for continuity and performance.
4. Retention, Upsell & Customer Value
‣Strengthen customer lifecycle strategies to improve retention and increase LTV. ‣Build a repeatable upsell and expansion motion across segments.
‣Oversee onboarding, support, and proactive success initiatives.
5. Partner with CEO, Board & Investors
‣Collaborate with the executive team and PE investors on strategic planning and board reporting. ‣Set clear milestones and lead communication around revenue performance and outlook.
6. Solve for Revenue Breakpoints
‣Drive consistent prospecting, lead generation, and pipeline creation. ‣Implement disciplined planning and execution across the revenue org.
‣Eliminate cultural blockers—focus on accountability, data, and action.
‣Ensure quota attainment - both for individuals and for teams.
Ideal Candidate Profile
Must-Haves
‣Proven success scaling a SaaS or tech-enabled services company from ~$5–15M to $30M ARR.
‣Deep experience in B2B demand generation, pipeline growth, and new logo acquisition.
‣Leadership in a founder-led or under-structured revenue org, ideally post-capital raise.
‣Hands-on operator with a process mindset who can balance execution and strategy.
‣Track record of hiring, coaching, and scaling high-performing GTM teams.
‣Strong command of HubSpot (or similar CRM), sales enablement tools, and analytics platforms.
‣Comfortable working with private equity partners, boards, and investor updates.
‣Thrives in a resourceful, entrepreneurial, high-ownership culture.‣Follow through on commitments made during the interview process.
‣A “no excuse” mentality for outbound sales teams.
Nice-to-Haves
‣Experience in OTT, media tech, or digital content monetization industries.‣Participated in fundraising, recap, or exit scenarios.