GTM Strategy & Segmentation
ICP definition, territories/segments, channel mix, and the narrative that links product value to pain - consistently across the funnel.
Chief Commercial Officer (CCO) Executive Search
As companies grow, their approach to generating revenue needs to evolve. What begins with founder-led sales often needs to transition into a structured, repeatable process - supported by the right leadership.
At Neon River, we help businesses find experienced Chief Commercial Officers and VP Sales leaders who can match their stage of growth and business model. Whether you’re building your first sales function or scaling an established team, the right hire can make all the difference.
What to Consider When Hiring a CPO
Sales Engine & Playbook
Discovery, MEDDICC/BANT, stages, win/loss hygiene, enablement and coaching rhythms that raise conversion at each step.
Pricing, Packaging & Deals
Monetisation model, discount guardrails, approvals, and deal crafting that aligns ACV/term with customer value and unit economics.
RevOps, Forecast & Analytics
Pipeline integrity, stage probabilities, forecast cadence, and dashboards that give reliable forward-view of bookings.
Partnerships & Channels
Build indirect routes to market (resellers, SI/ISV, alliances) with clear rules of engagement, incentives and source/assist tracking.
Customer Success & Expansion
Post-sale journey, health scoring, QBRs, renewal discipline and expansion motions tying CS to net revenue retention.
The Role of CCO Across Company Stages
Founder-Led Sales
Early sales are hands-on and product-led. Secure early customers, refine ICP and value prop, and prove repeatability - but it won’t scale as-is.
Early Commercial Leadership
VP Sales focuses on building pipeline, closing personally, and standing up a repeatable sales process and basic RevOps hygiene.
Scaling Revenue Operations
CCO designs the org, defines GTM strategy, aligns sales/marketing/success, and manages forecasting & accountability to targets.
How to run a high-quality CCO search
- Define the mandate - 12-24-month outcomes: new ARR and net revenue retention targets, pipeline coverage & conversion goals, forecast accuracy, expansion/renewals, and international build-out.
- Success profile & scorecard - stage fit (founder-led → scale-up → enterprise), sales motion (PLG, mid-market, enterprise, channel), typical ACV & cycle length, segments/regions led, and track record building repeatable engines. Clear success metrics.
- Org design & capacity model - SDR/BDR, AE, SE, AM/CSM structure; enablement & RevOps; partnerships/channels; coverage, quotas, and hiring plan tied to the model.
- GTM architecture - ICP & segmentation, territory design, pricing & packaging, partner strategy, and the narrative that links value to pain consistently across the funnel.
- Operating system & culture - discovery rigor (MEDDICC/BANT), deal reviews, QBR cadence, win/loss, coaching rhythm, forecast discipline, and a performance culture that scales.
- Assessment - structured interviews, live deal/deck walkthrough, a 90-day plan, stakeholder panel (CEO/CFO/Marketing/CS), and back-channel referencing.
Great CCO hires turn scattered selling into a repeatable revenue engine. You’re hiring a leader who designs the system, coaches the team, and ties commercial execution to company strategy.
