Viewed on Egon Zehnder
A decade ago, the title Chief Revenue Officer (CRO) was virtually nonexistent.
Today, the CRO role appears in 4,953 org charts—roughly 6% of the medium, large companies we track—making it one of the fastest-growing executive positions, especially in the technology (35%), services (22%), and financial services (9%) sectors.
This evolution isn’t just a trend—it’s a signal of where leadership is heading.
Revenue generation and customer relationships
In a time of global volatility, shrinking budgets, and heightened competition, companies are doubling down on what matters most: revenue generation and customer relationships.
CROs have emerged as strategic operators uniquely positioned to drive both. Their purview now often spans sales, marketing, customer success, partnerships, pricing, forecasting, and even investor communications.
That breadth of responsibility makes CROs a new kind of power player—and increasingly a top contender for future CEO roles. Many already function as mini-CEOs, balancing short-term performance with long-term growth, while interfacing with both internal teams and external stakeholders.
This shift also highlights why understanding the CRO’s place in the org chart has never been more critical. For B2B companies selling to large enterprises, CROs are often the most relevant and influential executives to engage.
Knowing their team, reporting lines, and recent moves can dramatically improve targeting, outreach, and deal velocity.
Whether you’re prospecting, partnering, or advising, access to real-time org charts with clear visibility into roles like the CRO is now a strategic asset. It helps your team navigate complexity, spot opportunities early, and connect with the right people—fast.
Revenue now runs the show
And CROs are running revenue. Knowing who they are, where they sit, and when they move may just be your next competitive advantage.
This perspective was inspired by insights from Irina Wolpert, a New York–based consultant at Egon Zehnder specializing in Technology, Financial Services, and FinTech leadership.
