CHIEF REVENUE OFFICER

Marosa is a fast-growing European SaaS company specialising in VAT compliance, e-invoicing, and reporting solutions for multinational corporations. Founded in 2016 by Pedro Pestana da Silva and headquartered in Vigo, Spain, Marosa is well-positioned to capitalise on the increasing demand for digital VAT compliance solutions, driven by regulatory and technological advancements. It has rapidly established itself as the trusted partner for businesses navigating complex VAT regulations globally.Marosa’s core offering, VATify, is a cloud-based platform that centralizes VAT registration, e-invoicing, and reporting, while automating communication with tax authorities. The platform is complemented by a suite of services, including VAT recovery, advisory on intra-Community VAT, and periodic filings across all jurisdictions. This one-stop-shop approach simplifies compliance for businesses operating in multiple countries.In 2024, Marosa secured its first external funding, completing a €12 million investment round led by Aquiline. This partnership will enable Marosa to accelerate its growth strategy, expand internationally, and further develop its product offerings. The funding comes at a critical time, as Europe experiences regulatory shifts such as mandatory e-invoicing and real-time VAT reporting.Since its inception, Marosa has achieved significant milestones, including building a client base of over 1,200 enterprises and eCommerce businesses across Europe. The company operates from its European Compliance Centre in Vigo, with additional offices in the UK, France, Italy, Poland, and Portugal, supported by a multilingual and multinational team.Marosa’s innovative approach, combined with Aquiline’s support, aims to solidify the company’s status as a leading provider of VAT and e-invoicing services globally.The opportunityMarosa is looking for a strategic, hands-on CRO who can drive the next phase of the company’s growth. Partnering with Pedro, CEO, the CRO is a critical leadership role responsible for the strategic development, growth and management of the commercial function. They will play a key role in how Marosa positions and sells itself to a global audience, to capitalise on the vast market opportunity.The CRO will be responsible for sales, account management, customer success and marketing. They will focus on building the go-to-market strategy, team and process for success. Key to Marosa’s growth will be ensuring there are high-quality salespeople, who are motivated and focused on building long-term, deep relationships with all major targets in the market.Role responsibilities include, but are not limited to:Drive net new ARR growth, particularly in enterprise customers, through effective sales, marketing, and customer acquisition strategies.Continue to build an evolving go-to-market strategy and complimenting processes.Setting revenue forecasts and ensuring these are clearly communicated to members of the Exec Team, and where necessary, the Board.Grow upsell ARR across all segments, with a repeatable land-and-expand strategy.Work on customer strategy and segmentation. Marosa currently has a combination of SMB, mid-market and enterprise customers. Understanding where to focus time and resources will be key to the success of the business.Build, mentor, and lead a high-performing team, providing clear vision and guidance to achieve business objectives.Churn reduction and prediction from the baseline, particularly in the lower ACV accounts.Collaborate with product and technology teams in, playing back to the global roadmap, and product adaptations should it be necessary to.Ensuring the revenue function is running on the right set of processes and KPI’s to achieve business and commercial goals.Improving the growth and accuracy of the pipeline, driven by robust and consistent qualification leading to predictable confidence levels and forecastability.Represent Marosa publicly and globally in industry forums, events and domain media to further develop the identity, proposition and impact of the company across all audiences.Continuously assess the competitive landscape and adapt business strategies accordingly.Foster a culture of collaboration, innovation, high performance and accountability within the team.About youThe ideal candidate for this leadership role at Marosa will be a results-oriented and dynamic yet structured leader with a proven track record of success in leading and growing high-performance GTM teams in a high-growth B2B business. They should have experience in scale-up businesses and possess an entrepreneurial mindset, capable of engaging with various stakeholders from investors to advisers across multiple geographies.The ideal candidate should possess global experience, team management skills in diverse geographies, and a cultural fit that aligns with the company's expansion goals.Core attributes:A minimum of 10 years of experience in similar roles, within the fintech/software industry.Strong leadership skills, characterised by leading from the front, being hands-on, and not solely acting as a manager but also willing to actively participate in the work.Proven experience leading and scaling high-performance teams in high-growth B2B businesses.Analytical skills, with reporting and data analysis informing all GTM decisions.Ownership of the fill revenue lifecycle, including sales and account management.An inherent sense of urgency and a results-driven approach to advancing programs.Bring global background and experience, demonstrating the ability to work effectively across different cultures and regions.Strong work ethic combined with a fast decision making, global mindset and able to travel and work internationally as required.Versatile portfolio of communication skills with proven mentoring, coaching and guiding behaviours; high self-awareness and personal determination combined with naturally high standards, unquestionable integrity and credibility.