Chief Revenue OfficerIDC

IDC

Chief Revenue Officer

US--Remote

Job ID: 2026-6471
Type: Regular (Full Time)
# of Openings: 1
Category: Sales
IDC

Overview

About the Role & Team
The Chief Revenue Officer (CRO) will be the global owner of IDC’s revenue engine, accountable for driving sustainable, margin-accretive growth across its research, data, advisory, and events portfolio. This role leads global Sale, Account Management, Customer Success, and Revenue Operations, and is charged with accelerating growth I research subscriptions with both Technology Providers and IT end-user organization. The CRO reports directly to the Chief Executive Officer and is a member of the senior leadership team.

What You’ll Do

Revenue Strategy & Growth

• Define and execute a multi-year revenue strategy that accelerates new go acquisition, drives net revenue retention, and increases mix toward higher-value research offerings across all segments and geographies.
• Lead the professionalization and optimization of the go-to-market approach with particular focus on growing research consumption among IT end users (CIOs, IT leaders, architects, infrastructure and security teams) and expanding wallet share with Technology Providers.
• Establish clear segmentation by customer type, region, and vertical (enterprise/strategic, mid-market, regional) with tailored strategies for hunters, farmers, renewals, and customer success roles.
• Partner with Product and Pricing leadership to align packaging and commercial models with customer priorities, ensuring pricing strategies defend premium value while increasing adoption of multi-year commitments.

Sales, Account Management & Customer Success Leadership

• Lead and professionalize global sales, account management, and customer success teams, upgrading leadership benches where needed and embedding scalable playbooks, training, and coaching programs that institutionalize best practices.
• Personally cultivate executive level relationships with priority clients and prospects, position IDC as a trusted advisor to CIOs, CTOs, CDOs, and Technology Provider leadership teams.
• Institutionalize account strategies for multi-stakeholder, multi-year renewals, including whitespace mapping, expansion plays, and rigorous value demonstration.
• Ensure pipeline coverage, health, and forecast accuracy through disciplined sales execution, data-driven insights, and rigorous pipeline management.
• Drive customer success initiatives to enhance client satisfaction, retention, and expansion, with clear metrics and operating rhythms.

Revenue Operations Excellence

• Build a world-class revenue operations capability that creates a single source of truth across sales, account management, and customer success, improving forecast accuracy, strengthening pipeline health, and driving disciplined operating rhythms.
• Implement robust CRM discipline, forecasting rigor, territory design, and data-driven performance management to optimize team productivity and coverage.
• Define and manage KPIs across leading and lagging indicators (pipeline coverage, activity metrics, proposal volume, win rates, retention, productivity, CAC payback, sales cycle length, mix of multi-year contracts), transparently reporting performance to management and sponsors.
• Design and continuously refine compensation and incentive structures that align behaviors with IDCs strategic priority, reward profitable growth, and attract and retain top commercial talent.

Talent, Culture, & Leadership

• Attract, develop, and retain A-level commercial talent globally, demonstrating a keen eye for talent and willingness to make difficult decisions about leadership and team composition.
• Set a high-performance, “no excuses” culture built on personal accountability, transparency, and bias for action, while modeling humility and openness to feedback.
• Coach and develop leaders at multiple levels through direct mentoring, structured programs, and codified playbooks that make best practices scalable and durable across multiple generations of employees and leaders.
• Communicate priorities with clarity and frequency, celebrating wins, surfacing the anatomy of success, and reinforcing the behaviors and habits that underpin sustainable growth.

Stakeholder Partnership & Governance

• Serve as a key partner to the CEO, PE firms, and the Board on growth, go-to-market, and commercial strategy topics, communicating crisply, framing trade-offs, and driving execution with urgency.
• Parter effectively with the CEO, Produce, Finance, and other functional leaders across IDC and the PE firm to align commercial strategy with product, financial, and operational priorities.

What You Bring

• 15+ years of progressive commercial leadership, with significant track record leading large, multi-region region sales, account management, and Customer Success organizations in subscription data-driven, or recurring revenue businesses.
• Direct experience with renewable syndicated research, advisory services, or recurring information services businesses. This is a strong plus and indicates deep fluency with IDC’s business model, renewal economics, and customer buying centers.
• Demonstrated success selling into Technology Providers and IT end-user enterprises. Emphasis on selling research and insight to CIOs and IT leaders and understanding how these roles consume and deploy research to support technology decisions.
• Proven ability to growth revenue from research for IT end users while simultaneously expanding wallet share and deepening relationships with Technology Providers; experience navigating multi-stakeholder renewals and complex buying centers is essential.
• Hands-on leadership of revenue operations, including CRM discipline, forecasting accuracy, pipeline management, territory design, and data-driven performance management.
• Proven track record growing margin-accretive revenue through pricing optimization, packaging innovation, mix shift, and sales design, not volume alone.
• Experience operating in PE-backed or similarly performance-intense environments, with demonstrated comfort navigating transformation, complexity and high expectations for transparency and execution.

Reporting & Structure

The CRO reports directly to the Chief Executive Officer and is a member of the senior leadership team. The role will lead a global commercial organization across regions, segments, and customer personas, with executive-level direct reports overseeing sales, account management, customer success, and revenue operations.

 

Location & Flexibility

IDC is a global company with operations in 45+countries. Preferred location is Boston, New York or the broader US East coast and a travel schedule commensurate with officer-level responsibility in a global company is expected.

 

Compensation

An attractive, market-competitive compensation package encompassing base salary, performance incentives, and equity will be crafted for the selected candidate, commensurate with experience and market expectations.

 

Why This Role Stands Out
At IDC, your work helps shape how the world understands technology and where it goes next. You collaborate with curious, high-caliber colleagues who value rigor, integrity, and shared success. As the premier global provider of trusted technology intelligence, IDC equips business and technology leaders with the evidence they need to make confident decisions. Our insights inform strategy, investment, and innovation across industries and regions.

 

Recognized by IIAR as Analyst Firm of the Year for five consecutive years, IDC sets the standard for credibility and impact. With more than 1,000 analysts worldwide and a truly global perspective, we combine deep expertise with practical relevance. Here, your ideas matter, your voice is heard, and your contributions provide the insights leaders rely on every day. It is meaningful work, backed by a culture that supports growth, collaboration, and long-term career development with a globally respected brand.

What We Offer

• 15 vacation days (prorated based on start date)
• 12 company-paid holidays
• 6 paid sick days (prorated based on start date; may vary by state)
• Medical, dental, and vision coverage
• 2 floating holidays (prorated based on start date)
• 1 volunteer day
• 401(k) company match (IDC matches 3% on the first 6% of employee contributions)
• Company-paid short-term disability
• Company-paid parental leave
  

Equal Opportunity Employer

IDC is committed to providing equal employment opportunities for all qualified persons. Employment eligibility verification required. We participate in E-Verify.

 

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Equal employment opportunity, including veterans and individuals with disabilities.

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